PSMJ A/E/C Seller-Doer Success Bootcamp - Calgary

January 30, 2023 - January 31, 2023

A/E/C Seller-Doer Success Bootcamp teaches the same profit-boosting sales techniques and confidence-building mindset shifts that empower firms just like yours to win millions of dollars in new projects. Turn yourself, your Project Managers, and firm Principals into business-generating machines, successful seller-doers landing profitable work and forging rewarding client relationships, when you register for this transformative program.

Over just two days, A/E/C Seller-Doer Success Bootcamp delivers the skills, hacks, secrets, formulas, trouble-shooters and step-by-step instructions proven to help land BETTER business, land more PROFITABLE projects, and expand your firm's client roster: 

1. Mindset Shift: 4 Keys To Creating A Business Development Culture In Your Firm

We start with proven strategies to overcome common hurdles to seller-doer success, with hacks that boost confidence, break large challenges into simple tasks, and lay out a PLAN to break free from stagnant growth! 

2. Upselling And Cross-Selling Secrets: Grab A Bigger Share Of Current Client Budget

You're probably missing multiple opportunities to build your backlog with new work from existing clients. Learn the metrics, CRM tactics, and relationship steps that bond them to your firm, and open the project spigot!

3. Executing The Perfect Pursuit Strategy: Pull-Through Marketing, Networking, And Lead-Warming

How can you stop wasting time chasing the wrong projects? How do the most successful A/E/C networkers make it look easy? What's the best way to leverage your firm's unique strengths? Get step-by-step instructions for establishing new client relationships. 

4. In It To Win It: Differentiate Your Firm And Your Pitch, And Get Out Of 2nd Place 

Converting top-of-funnel leads into bottom-line profits demands the perfect Win Theme and a methodical set of prospect nurturing steps. Learn how to communicate your unique advantages and what makes your firm the smart choice.

5. Reading The Client: How To Craft Your Winning Proposalreading The Client: How To Craft Your Winning Proposal

Next we explain how to design a proposal that comes at the project from the client's perspective, checking all the boxes and satisfying all their concerns. Just a few simple tweaks to what you're doing now can double, even triple your win rate, so learn from seasoned seller-doers how to get it done.

6. Closing The Deal: Winning A/E/C Presentation Strategies For Non-Sales Professionals

Not all A/E/C professionals are comfortable giving presentations, and even those who are can unknowingly make killer mistakes that crush the proposal, and never know why. Learn how to deliver a gold-medal performance and bring in the work!

Your Bootcamp Instructor

Bill Hinsley – Bill has been involved with the A/E/C Industry for more than 12 years. Previously he was a Senior Management Analyst for two governor’s commissions focused on Everglades Restoration. In addition to being a trainer with PSMJ Resources Inc., he is an Associate Vice President with ARCADIS, an international company that provides consultancy, design, engineering and management services in the fields of Infrastructure, Water, Environment and Buildings.

At ARCADIS, Bill is a market sector manager focused on client development for ARCADIS’ US Water Management Practice. His responsibilities include project direction and management, quality review, business development, proposal preparation and resource management. From a technical perspective Bill is bringing lessons learned from Everglades and Louisiana Coastal Area restoration efforts to the Puget Sound Nearshore and California Bay-Delta Programs.

His extensive project management experience includes planning, engineering, procurement and management of large civil works projects ranging in capital value from $1 million to $11 billion. Following Hurricane Katrina, Bill led his firm’s proposal, negotiation and ramp-up efforts to provide consultant program and project management support to the USACE New Orleans District’s repairs to the Southern Louisiana Hurricane & Storm Damage Risk Reduction System.

Bill is experienced in managing numerous diverse water resources and ecosystem restoration planning efforts. His career has focused on the planning and development of large-scale, long-term water resources programs and encompasses the development and authorization of USACE’s largest ecosystem restoration projects: the Florida Everglades and Louisiana Coastal Area. Currently Mr. Hinsley is working to support ongoing planning efforts in California and Washington.

Bill has a Bachelor of Science degree in Biology & Chemistry and a Master’s Degree in Marine Affairs and Policy. He is a member of the Society of American Council of Engineering Companies.

Agenda

Day One        
7:45 am Breakfast       
8:30 am Session Begins
9:45 am Refreshment Break
12:30 pm Lunch
1:00 pm Session Begins
2:30 pm Refreshment Break
5:00 pm Session Concludes
   
Day Two  
7:15 am Breakfast
8:00 am Session Begins
9:15 am Refreshment Break
12:00 pm Lunch 
1:00 pm Session Begins
2:00 pm Refreshment Break
3:30 pm Session Concludes
   
When: Monday, January 30 & Tuesday, January 31, 2023
   
Time: Day 1: 7:45 am to 5:00 pm
Day 2: 7:15 am to 3:30 pm
   
Venue:                            Holiday Inn & Suites Calgary South Conference Centre 
  8360 Blackfoot Trail SE
  Calgary, Alberta
   
Registration Note: If the registration total is more than $5000, please select payment option as Invoice on the billing screen. If you need to register more than 5 attendees, please email isingh@cea.ca. 
   
Discounts: The registration discount is only applied for multiple attendees from the same firm. In order to receive the registration discount, all attendees must be registered at the same time and from your firm.
 
  • Three registrants from one firm – first two registrants are at regular price and the third person is half price.
  • Four registrants from one firm – first three are at regular price and fourth person is free.
  • Five or more registrants from one firm – first three registrants are at regular price, fourth person is free and every registrant beyond four is 25% off. 
Registration Deadline: Friday, January 20, 2023
Refund Cut-off Date Friday, November 25, 2022

Questions

If you have any questions, please contact Inderjeet Singh isingh@cea.ca.

Photos Disclaimer

Photographs could be taken at today’s event. By taking part in this event you grant Consulting Engineers of Alberta full rights to use the images resulting from the photography at this event. This might include (but is not limited to), the right to use them in Consulting Engineers of Alberta’s printed and online publicity and social media.

Cancellation Policy

In order to receive a partial refund, a request for cancellation must be received by email at finance@cea.ca prior to the registration deadline. No refunds will be provided after the refund cut-off date of the event. To avoid disappointment, early registration for activities is encouraged as space may be limited.

Refunds will be subject to a $200.00 administrative fee.

Substitutions are welcome. Please contact the CEA office with any changes: finance@cea.ca or 780-421-1852.

CEA has the right to cancel an activity due to low attendance, a full refund will then be offered.

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