Breakfast & Workshop
Best Practices Marketing, Business Development Practices
When: April 6, 2016, Deadline to register is April 1, 2016
Where: The Tangier, 532 W Market St, Akron, OH 44303, free parking
Cost: AIA Members – Included in dues, Non-Members of AIA Akron – $25, AIAS Students – $10, KSU students – $15
7:30 – 8:30 Registration & Breakfast
8:30 – 10:00 Presentation
10:00 – 10:30 Break, beverages provided
10:30 – 12:00 Presentation
3 hours / 3 LUs (AIA CES approved)
Peter J. Kienle, FSMPS, CPSM, MBA
Kienle Communications, LLC
Strategies for Marketing Professional Services
Pete Kienle currently works in Virginia, but is a native of Ohio where he attended OSU for his BSBA and MBA. Mr. Kienle has over 25 years of experience in the AEC Industry and is a past SMPS National President (Society for Marketing Professional Services). He has worked in marketing and business development for such firms as NBBJ, Acock Associates and Moody Nolan. His background also includes work as an Owner’s Representative, allowing him to understand what Owners are looking for. He was the manager for the Ohio Department of Mental Health and oversaw the planning, design and construction of institutional facilities totaling over 200 million dollars.
Kienle writes a monthly column called Executive Strategies for the PSMJ publication, AE Marketing Journal. He has also written articles for numerous national publications, including Marketer, the Journal of the Society for Marketing Professional Services. He has presented over 100 marketing and BD programs for AEC firms, ACES, SMPS and AIA Chapters across the country. Mr. Kienle is a Certified, Professional Services Marketer (CPSM) and has been designated a Fellow of SMPS, the highest national honor for an AEC professional services marketer.
Kienle will cover best marketing / BD practices for Seller/Doers, the backbone of any successful marketing/BD program in this very competitive environment.
Topics will include:
- How to make a good first impression
- Why AE firms are hired
- Effective networking practices at a conference or event
- Tips for making effective presentations
- Developing and leveraging relationships that win
- BD selling exercise.
- The four buying influences
Bring your tough marketing and BD questions for this experienced AEC marketer.