Doer-Seller Workshop Series for Engineers - Session 2
Session 2: An Introduction to Sales Planning with a focus on Account Development Plans
ASCE Seattle is excited to welcome Mark Wainwright from Wainwright Insight for this 2021 virtual workshop series focusing on effective sales planning for doer-sellers!
Session Date & Times: Registered attendees will participate in all three sessions. Be sure to register for each session at the links below so you don't miss out on this incredible opportunity!
Workshop Overview: In professional services firms, skilled practitioners like architects, engineers, and other consultants are often responsible for finding and winning new work. These busy Doer-Sellers must balance doing the work and winning the work as they deliver on their current contractual commitments and build long-term client relationships. How can Doer-Sellers prepare for important, high-stakes conversations and meetings with prospective clients? What planning can help Doer-Sellers gain a competitive advantage when pursuing a new business opportunity? How can your firm shift from a “vendor mindset” to become a trusted advisor to your long-term clients? This workshop series is designed to give busy Doer-Sellers the planning concepts and tools they need to be successful “part-time salespeople”.
Intended Audience: Those interested in effectively acquiring new clients and strengthening already existing client relationships. Professionals involved in revenue generation from any sized firm will find the content applicable.
Mark Wainwright is the Owner and Principal of Wainwright Insight, an independent sales consulting firm focused on the professional services industry. Mark’s work addresses a specific need—to improve the sales acumen of busy Doer-Sellers through 1-on-1 sales coaching and part-time, or fractional, sales management. Mark has 25 years of sales and marketing experience, the majority spent finding and winning work with architecture, engineering, management consulting, and other professional services firms.
Virtual - Zoom
Registered attendees will participate in all three sessions. Be sure to register for each session at the links below so you don't miss out on this incredible opportunity!
Once you are registered you will receive an email notification including the Zoom link and instructions for joining each session. Note that the "Add to Calendar" function will not add the Zoom link to your calendar due to a technical bug, so you will need keep the email notification handy and/or copy the Zoom link into the calendar invite so you are ready to join on the day of each session.