Why Good Firms Lose Good Projects
Most firms don't lose work because somebody out-designed them. They lose it because of what happened, or didn't, months before the RFP ever landed.
AIA CES approved. This session qualifies for 1 LU (Elective) continuing education credit. Course SS10, provided by SalesStar AEC, Provider #10100391.
Reserve your seat
Bring a live pursuit. You'll leave able to see where it's already at risk, and what to change before the next one.
Source: AIA 2020 Firm Survey Report, Tables 2.8, 2.15 and Figure 3.4
What we'll cover
Sixty minutes, three shifts in how you see your own pursuit process.
The milestones you've already missed. By the time an RFP reaches your inbox, most of what decides the winner has already happened. We'll name the steps that get skipped, and show you where in your own process to put them back, so you stop entering pursuits you were never positioned to win.
Why the interview isn't about you. Most firms walk in loaded with credentials, past projects and a beautiful deck, all of it pointed at themselves. Art Gensler taught his teams to do the opposite, and scaled into every major city in America doing it. We'll show you what he had them do instead.
The question nobody asks before they start designing. Architects are trained to start with the program. Four bathrooms, sixteen windows, forty-five private offices. Start there and the client tells you how to solve their problem, and when it doesn't get solved, you're the one who failed, for a problem nobody ever named.
Bring a live pursuit
You'll leave able to see where it's already at risk, and what to change before the next one.
Reserve Your SeatYour hosts
Frank Niekamp
Frank has led sales teams at two Fortune 500 companies, Mohawk Group and Shaw Industries, a Berkshire Hathaway company, plus 14 years leading B2B sales teams at Mannington Mills, the largest privately held flooring manufacturer in the US. He has recruited and coached teams that won and kept major accounts, including Macy's, Big Lots and Ford Motor Company. Today he runs his own sales team development consultancy, helping CEOs and business owners build the high performing teams that produce predictable, goal smashing results.
Maryanne Hewitt
Maryanne brings over 30 years of AEC industry experience, including 15 years inside design firms like HOK and RS&H and 15 years in business development, leading revenue teams responsible for $60 to $80 million annually at Steelcase. She has managed high profile pursuits and projects for clients including Universal Studios, Outback Steakhouse, Hilton and Wells Fargo, and founded her own award winning design firm. Today she coaches architecture and design firm leaders on the sales strategy, pipeline management and business alignment that turn pursuits into wins.
Questions before you register
Who is this actually for?
Firm principals, partners, and business development leads at architecture, engineering, and construction firms who are serious about improving how they pursue and win work. This session isn't built for individual project staff with no pursuit responsibility.
What's the format?
60 minutes, live on Zoom, including time for questions.
Do I need to bring anything?
Bring a live pursuit, a real RFP or opportunity you're currently working. You'll leave able to see where it's already at risk, and what to change before the next one.
What if I can't attend live?
Register anyway. Everyone who registers gets the recording afterward, whether you attend live or not.
Is there a cost?
No, this session is free to attend.
Reserve your seat
Bring a live pursuit. Leave knowing where it's at risk.
Tuesday, October 6 · 1:00 PM ET
Reserve Your Seat