DAY 1, Thursday, February 23

Pete Smith, In Pursuit of Significance

In this inspiring and motivating keynote, Pete introduces a framework to help people shift their focus from success to significance. Beginning with the foundation of CHOICE, and ending with the impact on others, this framework challenges every attendee to look at their lives, personally and professionally. It addresses the topics that are often thought about but never discussed, and leaves the audience feeling empowered and inspired when finished.


Kristin Kautz , Everything is better with PIE! How to get cooking on Business Development through the Plan, Implement, and Evaluate (PIE) methodology!


Business Development Planning Worksheets

If you need a concrete, real-life, honest-to- goodness formula to follow for writing a Business Development structure, you have come to the right place! We will walk you through the different parts of a plan, show you how to implement it (even without fancy equipment or a CRM system!), and discuss how to evaluate it. We like to call this PIE. Who doesn't like PIE?!?! A successful BD process is complex and takes a significant amount of time, effort, and resources...not to mention creativity, persistence, patience, resilience, and a personal touch. But it's not complicated, and we'll show you the ingredients and instructions to this powerful recipe. Get ready to become a master BD baker!


Scott Wayne, The Cartography of Negotiation

Building on classic negotiation theory, and informed by hundreds of real-life scenarios, Scott teaches you to shape the dynamics of dialogue, control the physical environment, prepare purposefully for engagement, respond nimbly to unforeseen obstacles, avoid bias, separate positions from interests, and create more value for everyone at the table.While the fundamentals of negotiation theory remain solid, the context in which we negotiate has changed dramatically. It’s time to update our approach to negotiation.


Matt Connor,  The Antidote for BURN OUT! The AEC Marketer’s Kryptonite


If you have worked in this industry for more than a year or so, then you may have (at some point) started to feel burnt out. We’ve all been there. Even if you work for a great company, that totally understands marketing and business development’s value and the process, sometimes the job and natural parts of it can break even the strongest person down. But don’t worry! Help is here!

In this energetic, highly interactive, and entertaining session, we will discuss the following:

• Who the most likely candidates to get burnt out are

• How to recognize that you may be getting burnt out (before you actually do)

• What some of the common causes of burn out are

• What the consequences of burn out are

• What you can do to manage or eliminate it

The focus will be on solutions and it will give ideas and actions that can be used to combat burn-out. The session will include group activities, demonstrations, and interaction with the audience. 


Sylvia MontgomeryTechnical Professionals: A New Breed of Marketers


Self-Assessment Worksheet

It’s a harsh reality; firms have to contend with the commoditization of services, greater competition, and fee erosion—along with all of the operational and organizational challenges that ensue. In order to survive, AEC firms must transform to connect with a new type of buyer. In this presentation, Sylvia Montgomery will walk through the new reality of the A/E and Construction industry—and explain new opportunities for firms to reinvent themselves and thrive. With new research findings as a backdrop, this session will look at a new breed of AEC firms in the marketplace today – firms that have expertise and command higher fees for such expertise.


DAY 2, Friday, February 24

Anthony Huey,  Making your Message Memorable

Supplemental Packet


Whether you realize it or not, your communication skills are constantly being judged by others, often subconsciously. How you communicate in everything from casual conversations to formal presentations can be the difference between success and failure. Don’t miss what is often your only opportunity to connect and leave a lasting impression. These highly interactive, hands-on lecture teaches effective ways to communicate your message to a wide variety of audiences you deal with every day, including customers, prospects, internal staff, boards of directors, management, community partners, the news media, elected officials, investors, and many others.


Mike SweeneyTL;DR: Leverage Data and Graphics To Make Your Long Stories Short


"Visual Storytelling" has become crucial to building and evolving successful practices, Infographics and data visualizations can help you bypass “too long; didn’t read”, and present complex (and challenging) ideas for marketing your firm or promoting change from within. But designers and marketers waste time and focus on the wrong details and struggle with limiting tools. Data visualizations should be designed from the start to be brief, easy to read on a page, screen, or wall, and structured to communicate the value in any project, completed or proposed.


Jane Brasier – Let’s Do This...No, Let’s Do That


How many times have each of us had someone walk up to our desk at the office and proclaim that we should be "doing this or doing that" instead of what we are doing? Interacting with other employees - engineers, architects, senior staff who have sudden ideas/brainstorms about entering other geographic markets, offering new services, hiring a thought leader for a new effort, or who want to send in a proposal the next day for a project can be not only frustrating and time consuming to deal with ....... but without research and vetting the idea/s this can be a major waste of time, expensive and not in alignment with your marketing plan of work. So how do you as a marketer/BO person stress the need for developing a marketing plan, convey it to your staff, and stick to it without changing course all of the time? 


Javier Suarez – Life with Pablo – Business Lessons I've Learned from my Austistic Son


Javier's son, Pablo, was diagnosed with autism spectrum disorder (ASD) at 18 months old. Now six years old, Pablo's journey and his everyday struggles have taught Javier incredible life lessons; many of which he's been able to apply into his marketing role at a mid-size professional services firm. Adapting quickly, targeting ever-changing goals, analyzing multiple requests, continually searching for new knowledge, becoming a consummate teamplayer, looking at the world in a myriad of ways, and honing in on focused messages, are just a handful of areas that Javier has been able to excel in by taking a microscopic look at the life of Pablo.