Next Week’s ACEC Online Classes: Rebooting After COVID, What Drives Buying Decisions

ACEC News / Education

January 20, 2021

Next Week’s ACEC Online Classes: Rebooting After COVID, What Drives Buying Decisions

Research, Relaunch and Recover
Tuesday, January 26, 1:30 – 2:30 PM (Eastern)

Unlike other market and social disruptions, COVID-19 has significantly changed the trajectory of markets that were expanding and has triggered others to emerge. Which ones do you pursue? Which ones do you stop pursuing? What do you need to know to better prioritize your business development efforts in the next 6-12 months?

In this fast-paced online class, Pioneer iQ President/CEO DeWayne Ables will define how to empower your team to:

• Assess how needs have changed with your existing clients
• Provide specific questions to understand how projects will likely change
• Use information from clients to help you and your team prioritize clients, opportunities, and markets
• Utilize that information to quickly innovate your solution and be in a position to better serve your partnerships

Click here for more information

Inside the Buyer’s Brain – Insights from the New Study
Wednesday, January 27, 1:30 – 2:30 PM (Eastern)

Why do companies select one professional services firm over another? What do they really value in the firms they hire? And how do you build a firm that engages your audience–one that is primed for growth?

Karl Feldman, partner at Hinge Marketing, will address these questions and many more as he outlines the results of a new study into what drives buying decisions.

You will learn:

• Several critical gaps separate buyers from sellers
• How to bridge those gaps and think more like your clients
• What winners do differently to close the professional services sale
• How to expand the relationship with your clients
• Techniques for getting more referrals
• How to build an engaging brand that stimulates growth

Click here for more information.

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