Unlock the Secrets to Your Client’s Brain: Winning the Shortlist

Thursday, February 14, 2019 1:30 PM - 2:30 PM (Eastern Time (US & Canada))

02-14-2019 01:30 PM 02-14-2019 02:30 PM 15 Unlock the Secrets to Your Client’s Brain: Winning the Shortlist Unlock the Secrets to Your Client’s Brain: Winning the Shortlist Online ACEC acec@acec.org false MM/DD/YYYY add to calendar

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This online class carries 1.0 PDH (Professional Development Hour).

Curriculum Track: Marketing and Business Development

Member Organization: National Events

Faculty: Jeff Echols, Managing Principal, Professional Services Organizations, Revenue Path Group

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Engineers have complained for years about becoming commoditized, even about becoming irrelevant. As the economy heats up and the pace of change increases, it’s more important than ever to combat commoditization, and with a little understanding of how your client’s brain works, you can do just that.

As amazing and powerful as the brain is, it's primitive and predictable in how it makes decisions – making it possible for you to capitalize on the distinct process, speed, and emotional triggers needed to help your client’s brain (1) understand what you do, (2) value what you do, and (3) say yes to what you do.

Join Jeff Echols to learn the secrets and steps to winning the shortlist without underbidding the competition. You’ll also learn the three keys to driving your clients to fast-action. If you violate any of these “brain rules,” you run the risk of becoming commoditized and taken out of contention.


  • Examine how the brain processes information and why some pitches resonate with your clients while others don't
  • Learn how to develop 3 compelling reasons when your prospects ask “Why you?”
  • Analyze past presentations and talking points and revamp them to be more resonate and persuasive
  • Discover how the speed of pitching and deal-making affects your overall success


ACEC Members: $179
Non-members: $279

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Maureen Brown


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Refunds, Credits, Substitutions, and Cancellations

To successfully access an ACEC live or on-demand online class, you must be using Windows 7 or higher.

For cancellations received at least 15 days prior to program date, ACEC will issue a full refund. For cancellations received between 14 days and 3 days prior to program date, ACEC will issue credits toward any ACEC online class, live or on-demand. Credits are valid for 6 months from issue date. For cancellations received 2 days or less before a program date, no refunds or credits will be issued. Refunds or credits will not be issued for "no-shows." Registrants may choose another online class or substitute attendee/s without penalty at any time. Contact education@acec.org for further information.




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