Pursuing “Winnable Work,” Not “Wish-Lists”

Thursday, June 28, 2018 1:30 PM - 3:00 PM (Eastern Time (US & Canada))

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This online class carries 1.5 PDHs (Professional Development Hours).

Curriculum Track: Marketing and Business Development

Member Organization: National Events

Faculty: Jeff Berk, PE, President, JBA and Don Sherman, PE, DSG-LLC, Market Masters AEC

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The key to maximizing your Marketing and BD return on investment is finding and pursuing winnable work. Yet most firms' market analysis doesn't identify specific clients and opportunities that are actually winnable.

Instead, CRM systems are filled with "wish-lists" of opportunities tabulating skewed guesstimates of win probabilities and potential revenue. And then it is someone else's job to make the wishes come true.

What you need is a vetted, actionable portfolio of opportunities that aligns with your strategic and operations plans.

Join Don Sherman and John Berk to learn how your firm can more efficiently increase its marketing and business development ROI by:

  • Performing a "winnable market analysis"
  • Developing a "vetted opportunity portfolio"
  • Making progressive, strategic go/no-go decisions
  • Committing time and resources to the right opportunities


ACEC Members: $199
Non-members: $299

Click here for the faxable registration form
>> Click here to register.


Maureen Brown






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