Smarter Selling: Business Development Tools for the Seller-Doer
The term “seller-doer” tends to send chills down the spines of design and construction professionals everywhere, but lately, it’s a model that’s gaining momentum and acceptance in AEC firms as clients increasingly become more sophisticated. To meet the growing expectations of clients’, including the desire to meet with potential team members early on in the sales conversations, the seller-doer role must continue to evolve and play an influential role within the firm.
Nationally recognized Seller-Doer expert, Scott D. Butcher, FSMPS, CPSM, introduces the most common and successful tools for AEC professionals to generate new business, as well as insight and tips for how to implement those tools to begin selling immediately.
- Recognize the most effective tools for developing new business.
- Identify the business development tools that they are most comfortable with and begin utilizing them.
- Conduct a business development self-assessment based upon the worksheet provided.
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.