How do you compel your prospects and clients to accept a meeting with you?  How do you reach the decision maker to connect them with your service line? What do you have to offer that sets you apart from the competition? 

This program will consist of a panel of five business developers from different AEC related professional services who get the meeting!  This is an excellent opportunity to learn from industry veterans and ask the burning questions that will help you get the meeting.

Networking and Registration: 11:15 am
Program: 12:00 – 1:00 pm

Who Should Attend?

Firm Principals, Project Managers, Marketing, and Business Development personnel

Speakers

Tom Driscoll, Big-D Construction
Greg Franzen, Faithful & Gould
Nancy Martel, DLR Group
Dave Nielsen, Parsons Electric
Gene Sieve, Burns & McDonnel
Matt Johnson, Welsh Companies (Moderator)

Learning Objectives 

• Turning your personal brand into a compelling reason to meet
• Learn how different styles and approaches to business development complement one another; how they are potentially perceived; and how they bring value to prospect and opportunity strategies
• Learn when your approach should be about the relationship and when it should be about technical solutions and value
  
  

SMPS Domain

#3 Client and Business Development

About the Speakers

Tom Driscoll is a Partner and Vice President of Business Development at Big-D Construction.  Tom has over 12 years of business development experience in addition to involvement in project management, estimating & marketing.  Tom obtained a degree in Packaging Engineering from the University of Wisconsin-Stout.  In 2007, he obtained a Master of Business Administration from Augsburg College.  Tom is an active member of the AIA, NAIOP, and DBIA.

Greg Franzen has more the 16 years of experience working as a business developer in the construction industry. In his current role as Business Development Manager at Faithful+Gould Greg works with the central region’s staff including offices in Brazil and Canada to support business objectives and growth.  Greg has a B.A., in marketing from Bethel University and began his career working in operations and facilities management.

Nancy Martel leads DLR Group’s workplace, hospitality and retail business development efforts in the Minnesota market. She specializes in developing mutually beneficial, strategic business relationships that align with client needs. Her broad sales background working for Fortune 500 Companies such as UPS and Steelcase in executive leadership positions provides a unique perspective in the AEC industry and invaluable insights to her coworkers.

Dave Nielsen has been the principal-in-charge on over $550 million dollars of electrical work, and has carefully built a team with exceptional and complex project delivery experience. Dave works closely with his team to ensure his clarity of vision extends through each member, and is able to motivate them to ensure that his projects finish on time and meet all customer requirements.

Gene Sieve is a Principal of Burns & McDonnell and Regional Manager for its Minneapolis Office. Since opening the office in 2007, Gene has grown the Minnesota operation to include 75 design and consulting professionals serving the Energy, Infrastructure, Environmental, Military, Aviation, and Higher Education markets.

Matt Johnson is the Senior Vice President and Director of Welsh Architecture and Project Management services. He oversees the entire operation of this division of Welsh Companies. A prominent member of the Twin Cities architectural community, Matt brings over 20 years of experience to the table when working with clients on their projects. Matt works closely with clients to develop a strategic vision, identify anticipated outcomes and set benchmarks for success based on their specific project requirements.