2017 Symposium

Registration for our Annual 1/2 Day Symposium is open!

Click the button above or visit our events page to sign up!

Wednesday, January 25, 2017
11:30am - 5:30pm followed by Networking Pau Hana.
Hilton Hawaiian Village Waikiki Beach Resort
2005 Kalia Road, Honolulu, Hawaii 96815
Download: PDF Flyer  PDF Schedule


Detailed session information and Learner Objectives:

Hit the Mark - Implementing a Strategic Business Development Program in your Firm
Does your firm employ the shotgun approach to business development, marketing to the masses with no clear focus? Does your firm have issues with organization, communication and follow through? Do you seem to get close but are having trouble closing the deal? Do you often hear the excuse there is just no time? Implementing a strategic business development program in your firm can help your firm transition to a more strategic rifle approach placing more focus on specific targets. By implementing a business development program driven by a priority based client management approach, you can be sure you are spending the majority of your time on your highest priority clients while addressing your other clients at the same time. This session will take you step by step through a successful Business Development Program that can work for any size firm to improve your return on business development investment.
Learner Objectives:
  • Attendees will learn the process of developing a successful business development program utilizing the tools and examples to guide them so they can implement in their firms.
  • Attendees will learn how to organize and maximize their business development efforts so they see a better return on investment.
  • Attendees will learn how to organize their marketing efforts based client priority.
  • Attendees will learn how to integrate their business development process with their CRM – Customer Relationship Management program.
More Cowbell: How to empower your technical professionals to be Business Development Rockstars
“More Cowbell” refers to something you need more of, a remedy. As the business developer, you may be the lead singer, but unless you’re embarking on a solo career, your band of doer-seller’s must each master their parts and together you’ll earn your place on the Grammy stage. This (jam) session will give you unique, fun and proven methods to inspire even those who play cowbell to amp up their role in the business development efforts of the firm. Join the Cowbell crew in an interactive discussion with three diverse industry experts who will share creative, successful, and positive techniques they have employed that changed the way their technical professionals look at business development, the way their firm’s leadership is measuring business development performance, and how these programs highlight BD Rock Stars firms never knew they had.
Learner Objectives
  • Attendees will motivate their technical professionals to become more involved in business development and perform business development tasks.
  • Attendees will apply methods for keeping their technical staff accountable for their business development contributions and outcomes.
  • Attendees will learn to develop incentives for team members performing business development tasks, and spotlight the business development rock stars.
Capture Planning 101
By taking a strategic, focused approach to pre-positioning with your top priority clients and prospects, you will give your firm the competitive advantage to win more work. This interactive session will take you through the capture planning process and provides examples of strategies that have worked to increase firm’s effectiveness to establish long-term client relationships that win continued work.
Learner Objectives
  • Attendees will learn the importance of focusing their efforts on their top priority clients through capture planning
  • Attendees will learn how to set their firms apart by knowing more than anyone else through intel gathering
  • Attendees will learn how to develop tactics based on the intel they gather to pre-position themselves ahead of an RFP
  • Attendees will learn how to use simple tools, customizing for any size effort, to identify intel; develop tactics; and track the details needed to win
Teaming – Everybody’s Doing It
In this ultra-competitive, post-recession marketplace teaming is an essential part of doing business. Whether prime or sub, there are important communication and marketing protocols that can help build healthy working relationships, easier exchanges of information, and more satisfied, happy clients. This session covers how successful teams come together, what makes them work, the dos and don’ts of teaming, and ample lessons learned.
Learning objectives:
  • Audience will understand what prime consultants expect and how to be better subconsultants.
  • Audience will learn tips and tricks on how to communicate effectively between team members.
  • Audience will learn how to get included on more teams, more effectively.