26
November 2014

Business Development: Selling Skills for Engineers & Geoscientists Seminar

Status: Advanced registration is now closed. A limited number of registrations will be accepted at the door. Please contact Ailene Lim at [email protected] Thank you!
Date: Wednesday, November 26, 2014
Time: 12:00 PM-1:00 PM: Registration and Lunch
9:00 AM-4:00 PM: Business Development: Selling Skills for Engs & Geos
Location: Hyatt Regency Vancouver 655 Burrard St Vancouver, BC
Presenter: Ralph Kison, Kison Inc.
Credit: 6 Formal Professional Development Hours (PDH)
Cost: Early Bird Price Engineers and Geoscientists BC Member: $399.00 + GST = $418.95 until Nov 12, 2014

Engineers and Geoscientists BC Member and EIT/GIT Regular Price: $499.00 + GST = $523.95

Non-Member Price: $499.00 + GST = $523.95

Student Member Price: $249.50 + GST = $261.98
Please Note: *A minimum number of registrations are needed by November 12, 2014 to proceed with this seminar. Please register early to avoid cancellation.
**All prices are subject to applicable taxes.
Contact: Ailene Lim | Professional Development Coordinator
Direct: 604.412.4899
Toll Free: 1.888.430.8035 ext.4899
Fax: 604.639.8180
Email: [email protected]
Business Development: Selling Skills for Engineers & Geoscientists Seminar. Engineers and Geoscientists, confident in their technical abilities, are realizing that the skill of business development and relationship building is becoming essential not only for securing work, but also for moving into senior leadership and becoming a partner. Industry trends are revealing that non-technical business developers are on the decline. Engineers and Geoscientists face the reality of not only doing the work but also selling it. Understanding the business development process and learning the associated skills to secure new work, retaining existing clients and increasing scope on existing projects are becoming the new core competencies.

This presentation will cover how to:
  • Sell your services, expertise and fees by differentiating yourself and your firm on value
  • Leveraging existing relationships to secure new work and obtain referrals
  • Lead the client to an informed buying decision
  • Engage the client as an active participant to co-create a customized  high-value solution 
  • Reach decision makers and economic buyers and avoid internal business blockers
  • Stop pursuing RFP’s and competitive bids that weaken your brand and reduce fees and margins
  • How to leverage your network to obtain sole sourced work
Ralph will conduct a hands-on session presenting concepts that have enabled engineers across North America to develop a powerful business development and client retention strategies.

Instructor:
Ralph Kison, President of Kison Inc., Professional Development Specialists and Growth Through Learning Inc., an online business development/sales training company and works with organizations across North America in business-to-business and professional services environments. Ralph assists organizations focusing on employee and organizational development in the areas of training and development, leadership and management coaching, succession planning and facilitating planning and partnering sessions.

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Contact Professional Development
Email: [email protected]
Phone: 604.430.8035
Toll-free: 1.888.430.8035
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Presentations for Post-Secondary Students
Andrea Michaud
Email: [email protected]
Phone: 604.412.4860
 
Presentations for High School Students
Chelsea Smith
Email: [email protected]
Phone: 604.412.4892
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