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ACEC News / Education

October 21, 2021

Upcoming ACEC Classes: Top Prospect Questions and Igniting the Next Generation

What Questions Should You Be Asking Your Clients and Prospects? 
Tuesday, November 2, 1:30 – 2:30 PM (Eastern)

A basic mistake people make all the time in sales/business development roles is that they want to talk about the features and benefits of their employers.

What engineering owners and practice leaders need to do is teach their business development folks what questions they should ask.

Genuine curiosity builds trust, credibility, and knowledge. It also gives you the ammo you need so that you can then turn your feature/benefit into a strategic advantage for your client and/or prospect.

In this online class, Timothy Christ of Claimatic will share the “art” of business development and how to be “scientific” in approaching your clients and prospects.

Participants will:

  • Identify the most important issues for your clients/prospects
  • Understand the motivations for your clients/prospects
  • Learn what questions to ask when you get those introductory meetings
  • Develop knowledge into how to turn your questioning strategy into your sales pitch

Click here to register.

Igniting Your Next Generation! 7 Steps to Sustainable Success in 21st Century Leadership Development
Thursday, November 4, 1:30 – 3:00 PM (Eastern)

Developing the next generation of leaders in an organization has always been important – but even more so than today. The accelerating pace of business, hyper-competitiveness of markets, and growing uncertainty about the Fast Future ahead emphatically demand that tomorrow’s successful firms be captained by talented, innovative, and doing-oriented leaders.

And yet, despite a pervasive and very real threat of transition failure, too many firms today are still doing too little to fully prepare their next generation leaders–and some firms are really doing nothing. The challenges are obvious, but progress is often elusive in a day-to-day world. But there is an end – a proven pathway to success – that can ensure a successful transition in any firm.

In this engaging, energetic, and entertaining session, John Doehring or J. Doehring & Co. will look at the common mistakes of average leaders and demonstrate how to move quickly beyond them. He will also share a proven, seven-step process for defining, implementing, and executing a best-in-class leadership development program in your firm. 

Get going, do what works, and ignite the next generation in your firm. It’s time to win.

Click here to register.

All comments to blog posts will be moderated by ACEC staff.

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October 21, 2021



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