BD Live! Is a unique workshop that features a live interview between a representative and a panel of BD experts. Our client representative will be interviewed by three representatives from the A/E/C industry, and you will see how experienced principals/business development professionals conduct positioning conversations with their client. The second half of the event includes a panel Q&A session with the client and all three A/E/C representatives, moderated by Kasey DeLucia, including an opportunity for audience member questions.
Participants will watch and learn from business development professionals as they demonstrate:
- Strategies for conducting a successful meet-and-greet between a potential client and a firm’s BD professional.
- BD basics including networking and effective listening.
- Sophisticated tactics for creating and communicating a unique value proposition.
- The importance of establishing and fostering business relationships early.
- The DO’s and DON’T’s of business development.
7:30-8:30: Check-in, networking & buffet breakfast
8:30-9:45: BD interviews and client feedback
9:45-10: Break and reconfigure for panel
10-11: Panel Q&A
Client: Mark Fujii, Senior Project Manager, Portland State University
Mark is responsible for overseeing large, capital construction projects that create, repair, remodel, maintain or preserve the physical assets and utility systems at Portland State University. Mark’s recent project includes a $45.3M remodel of the Science Research and Teaching Center (SRTC) including replacement of building HVAC systems, remodel of old laboratories, and seismic upgrade of the building.
Architecture Representative: Justin Stranzl, LEED AP, Assoc. DBIA, Business Development Leader, DLR Group
Justin Stranzl is a Principal with DLR Group in Portland. He leads Justice+Civic business development for DLR Group across Oregon, Washington, Idaho, Montana, Alaska and Hawaii. Prior to joining DLR Group in 2008, Justin was managing editor of the Daily Journal of Commerce in Portland and also reported on architecture and sustainable design. Justin, his wife and young son live in Southeast Portland.
Engineer Representative: Brandon Watt, Associate at PAE
Brandon is an engineer with 15 years of experience in electrical design, business development and project management. Brandon has provided expertise for a wide range of building types, from healthcare facilities and laboratories, to higher education classrooms and recreational facilities. As a seller-doer at PAE, Brandon regularly conducts business development activities and is skilled at developing and maintaining authentic relationships. During projects he maintains clear communication between the owner, the design team, and the construction team to ensure a successful project.
Moderator: Kasey DeLucia, FSMPS, CPSM, Director of Corporate Marketing for DKS Associates.
Kasey has been involved in marketing and business development in the A/E/C industry for over 25 years. She is the Director of Corporate Marketing for DKS Associates, a transportation planning and engineering firm with seven offices. Her role includes corporate communications; identifying potential client and business prospects; qualifying, tracking and prioritizing pursuit opportunities; and identifying and developing marketing strategies in order to obtain a competitive position in the industry.
Kasey is a Fellow and Certified Professional Services Marketer. She is a past SMPS Oregon Chapter President and is the recipient of SMPS Oregon’s “Marketer of the Year” and “President’s Award.” She has chaired numerous local and national committees, has served several terms on the SMPS Oregon Board of Directors, and currently sits on DKS Associates’ Board of Directors.
TBD *If your company is interested, please reach out to our Education Director, Adrienne Lindsey.
About SMPS Oregon
The Society for Marketing Professional Services (SMPS) is a diverse community of marketing and business development professionals working together to move the A/E/C industry forward.
Mission: To advocate for, educate, and connect leaders in the building industry.
Vision: Business transformed through marketing leadership.
We believe in Business Transformed Through Marketing Leadership. In fact, today’s most dynamic and successful A/E/C firms have realized the important balance between sellers and doers, between marketing and business development, and have used this important distinction to their advantage.
Through networking, educational opportunities, and industry leading research, SMPS members gain a competitive advantage in positioning their firms successfully in the marketplace. On top of that, SMPS offers its members ongoing professional development, leadership opportunities, and marketing resources to advance their careers.
SMPS is the only organization dedicated to creating business opportunities in the A/E/C industry. Companies large and small are able to tap into our powerful national and regional network to form partnerships, secure business referrals, and benchmark performance.
In 1973, a small group of ambitious professional services firm leaders recognized the need to sharpen skills, pool resources, and work together to build their businesses. And SMPS was born.
Today, SMPS represents a dynamic network of more than 7,000 marketing and business development professionals from architectural, engineering, planning, interior design, construction, and specialty consulting firms located throughout the United States and Canada. As the business world and built environment continue to evolve, SMPS and its members will be steadfast in staying ahead of the curve. And continuing to transform the way A/E/C firms do business.
Cover image courtesy SMPS Oregon.