Thursday, September 25 - Sales Process Excellence Luncheon and follow up Seminars at ESWP
Typically in the engineering and construction industries, firms are satisfied with a 30% win rate. In reality, many firms experience
loss ratios greater than this but rarely admit it. Winning profi table work, to sustain and grow your business, is hard work and can
take a signifi cant resources investment. And yet the difference between winning and losing is often times very small. And when
you do win the work, did you find that you needed to cut your margins to secure the project? How much different would your
business be if you can increase your win rate to 60% and not have to "come in low" to win the work? Learn enough at this luncheon
presentation to entice you to attend the follow-up intensive three-hour seminars that follow on October 2, 26 and 30.
This session will begin with an Overview of the Sales Process introducing the concepts and terminology that establish the basis for the Sales Process Excellence program. Following this overview we will then focus on identifying the buying influences and project roles within a client organization. This seminar will help the engineering sales professional understand the drivers behind a project, its viability of going forward, and the roles of the project or selection team and their influence on the final selection.
This session will focus on establishing and building client relationships and conducting beneficial client meetings. Business success depends on building and maintaining client relationships. This seminar will help the engineering sales professional evaluate the quality and level of client relationship currently in place, and provide a roadmap for increasing that client relationship from acquaintance to peer professional to trusted advisor. Additionally the seminar will provide a workshop on conducting client meeting and gaining key project or program information from those meetings that will fuel the development of a winning strategy.
This seminar will teach the Engineering Sales Professional the ability to understand the dynamics of a client or project organization and the personalities involved and how those personalities interact with each other in a client organization. This information is very valuable in evaluating what kind of messages work and connect best with each personality type and how decisions are made a group setting like a selection committee.
Register for all three seminars for $400.
Past Program Highlights
September 18, 2014 - Women's Roundtable Luncheon with Jan Lauer, District Manager of the Allegheny County Conservation District.
August 6, 2014 - ESWP Night at PNC Park was held on what turned out to be a beautiful evening attended by 40 people who enjoyed a delicious buffet prepared by our staff. They then went on to watch the Bucs defeat the Marlins. Thanks to all who attended and the SMS Group for the use of their parking lot.
July 24, 2014 - Tour of Range Resources Natural Gas Development Operations
June 18, 2014 - PennDOT and Turnpike representatives presented upcoming plans and details concerning the Act 89 transportation funding plan and it impact on our roadways and bridges. The breakfast event was well attended with over 90 ESWP members' and their guests.
May 22, 2014 - Ladies Roundtable Luncheon with Lenna Hawkins, P.E., PMP (USACE)
April 16, 2014 - PNC Tower Construction Site Tour
ESWP Members attend the presentation by Presenters Jeff Thorla and Walter Czekaj of PJ Dick, who then conducted the tour of the PNC Tower.
April 1, 2014 - Westmoreland County Business Development Opportunities