Understanding the Selection Processes of Clients and the Dynamics of Selection Committees

Wednesday, June 24, 2015, 1:30 PM - 3:00 PM (Eastern Time (US & Canada)) 

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All webinars carry 1.5 PDHs (Professional Development Hours) unless otherwise specified.

Curriculum Track: Marketing and Business Development

Member Organization: National Events

Faculty: Charles McIntyre, Director of Marketing, Cochran, Inc. and Harold Glaser, Director of Business Development, Kennedy/Jenks Consultants

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As they cast their fate into the hands of selection committees, consultants too often make the mistake of overemphasizing the project's technical content at the expense of other key selection criteria. But when clients view firms as technical equals, highlighting differentiators becomes critical to success.

Harness the unique aspects of selection processes to move your firm from the shortlist to signing the contract. Join us to discover the often overlooked intersection of technology and human behavior as well as:

  • Review conventional formal/informal selection processes with an eye toward improving your odds of success
  • Evaluate selection committee composition, personalities, roles and responsibilities of decision-makers
  • Review behavioral styles and adaptive sales techniques
  • Examine scoring systems, identification of bias, and counter-measures
  • Highlight means of identifying close calls, and how to push your team beyond the tipping point
  • Underscore that selection committees don’t always make the final decision, and the process isn’t complete until the contract is awarded and signed

Registration:
ACEC Members: $199
Non-members: $299

Click here for the faxable registration form

Location

Online

Online Instructions:

Contact

Maureen Brown
202-682-4349
education@acec.org

 

 

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