Instant Credibility: How AE Seller-Doers Can Generate New Business Through Referrals
Referrals are a powerful business development tool, but too many seller-doers and AEC professionals don’t effectively incorporate referrals into their skillsets.
Part of the challenge is the lack of training on how to ask clients for referrals. However, since a majority of referrals come from other sources, it is critical to understand the myriad ways to gain referrals, shorten the business development process, and increase the odds of success.
After attending this webinar, participants will:
- Gain insight into the various channels for gaining referrals
- Feel comfortable reaching out to connections to request referrals
- Identify the best connections to approach for referrals.
About the Presenter
Scott D. Butcher, FSMPS, CPSM | Director, Strategic Growth Advisory
Scott is an AE industry veteran with 30 years of experience in strategy, marketing, and business development. As a former Vice President and Chief Marketing Officer for a mid-sized engineering firm, Scott brings a unique perspective to his client work, delivering first-hand industry insight and knowledge.
Scott is a sought-after national speaker who has presented for numerous industry organizations including ACEC, AIA, ASCE, NCSEA, PSMJ, ROG, SDA, SMPS, and USGBC. A prolific writer, Scott has authored 15 books, written numerous ebooks, white papers, and blogs including his Marketropolis blog for Engineering News-Record. He is a past president of the SMPS Foundation, an AEC research-focused nonprofit organization, and has served on the national board of directors for the Society for Marketing Professional Services (SMPS). In addition to being a Fellow of SMPS, Scott is also a Certified Professional Services Marketer.