BD seminar graphic

Young Engineers in ASHRAE (YEA) Presents:

Client Development: The Key to Winning Work

Tuesday, August 13, 2013
5:00 p.m. – Registration
5:30 – 7:00 p.m. – Presentation



Pepper Construction
645 N. Orleans Street • Chicago, IL


Joe Cushing
Executive Vice President
Cushing & Company
SMPS Chicago, Past President

Matt Rebro, CPSM
Senior Director, Business Development
Pepper Construction Company
SMPS Chicago, Past President

Winning a client is all about relationships. The business development groundwork for landing a project can begin years before the RFP is written. And the process requires the involvement and support of senior management, marketing, and business development. You will learn a scientific methodology for winning work that focuses on client development and relationship management —and makes the case for establishing a formal business development program in your firm. Then, you will learn how to put this BD theory into practice. Personal stories of success and failure will demonstrate key steps in the methodology and highlight metrics you can use to predict outcomes, improve performance, and benchmark ROI. A case study will round out this interactive presentation.

Learning Objectives

In the Engineering Consulting industry, young professionals do not typically feel involved with business development (BD). While it is true that most in this category are not writing proposals or presenting to clients, we continuously "sell" our companies. On job sites, through emails, at social events; during any interaction with colleagues external to the company. And eventually, your career may lead to a great deal of direct BD. The YEA Planning Committee hopes to provide you with meaningful insight into the world of BD and what it means in the construction industry.

Participants will learn:

  • The value of a formal client development program in an A/E/C firm
  • How to establish and nurture client relationships that will lead to future work
  • How the client relationship impacts your firm’s odds of winning a project
  • Metrics to guide client pursuits, make course corrections, and predict outcomes
For questions or further inquiries, contact [email protected]

$15 for ASHRAE members   $25 for Non-members

After Presentation

Attendees are invited to join the event organizers at the nearby Citizen Bar, 364 W. Erie Street, for a social gathering.


Cosponsored by:
Young Engineers in ASHRAE (YEA) & Society for Marketing Professional Services (SMPS) Chicago

YEA Business Development Seminar

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