Advance your firm with the latest client intel, industry scoop and thought leadership

Join Scott Butcher, FSMPS, CPSM and Melissa Lutz, FSMPS, CPSM as they discuss the results of the SMPS Foundation's year-long research initiative to determine:

• how A/E/C sellers are currently selling;
• how A/E/C owners are currently buying; and
• how this will change in the coming decade. 

The research effort entailed qualitative interviews with more than 100 industry stakeholders, including clients/buyers from public and private corporations and institutions/agencies, as well as executives from design and construction firms. Many of these interviews were conducted with clients in our region.

What trends are emerging that will impact and change how BD is conducted in the coming years? What BD tactics are effective? What are owners looking for? Do owners want seller-doers or is there a role for non-technical business developers? What has changed in the dynamic between the A/E/C firms and owners? This presentation will include an overview of the research and expert analysis of the findings published in the SMPS Foundation book, “AEC Business Development - The Decade Ahead.”

Attendance is limited to the first 100 registrants.

Program Sponsor: KLH Engineers

More about the speakers:

Scott Butcher, FSMPS, CPSM, Vice President at JDB Engineering

Scott Butcher is vice president of JDB Engineering. A member of SMPS since 1992, he was named Fellow in 2011 and currently serves as secretary on the SMPS Foundation Board of Trustees. Scott also serves on the board of directors of the AIA Central PA chapter and is past-president of the board of directors for Historic York, Inc. Scott has given more than 120 presentations over the past seven years at events such as SMPS Build Business; SMPS Heartland, Southern, and Pacific Regional Conferences; Associated General Contractors National Convention; Society for Design Administration EDSymposium; Design on the Delaware; and SMPS National Webinars. He also regularly speaks to community organizations about subjects of local interest. An avid writer and photographer, Scott has authored more than a dozen books on marketing, architecture, and regional interest. Scott’s articles have appeared in SMPS Marketer, PSMJ Best Practices, Pennsylvania Contractor, The Military Engineer, National Electrical Contractors Association Marketing Advice and Customer Relations Report, and AIA Central PA’s Architext. 

 Melissa Lutz, FSMPS, CPSM, Principal/Director of Marketing at Champlin Architecture

Melissa Lutz is a Principal and the Director of Marketing at Champlin Architecture.  A member of SMPS since 1992, she was named a Fellow of the Society in 2010.  A Past-President of the Greater Cincinnati Chapter, Melissa was recently elected to the Chapter Delegate position on the Society’s Headquarters Board of Directors.  Melissa also serves as a board member of Greater Cincinnati Commercial Real Estate Women, and a member of the Advancement Committee for the Children’s Home of Cincinnati and the Arthritis Foundation.  Melissa is also involved with the Agenda 360 Committee of the Cincinnati USA Regional Chamber, Leadership Northern Kentucky and the Carnegie Arts & Education Center.  Melissa has recently presented at the SMPS Build Business Conference, the AIA Ohio Valley Regional Conference, SMPS Greater Cincinnati, SMPS Northeast Ohio and The University of Cincinnati’s College of Business and has written articles on business development and marketing for various publications.  Melissa was one of the Researchers and Authors for the SMPS Foundation’s recently-published book, A/E/C Business Development-The Decade Ahead.

Agenda
11:15 am – 11:30 am  registration
11:30 am – 11:45 am  welcome and announcements
Noon – 1:00 pm          program
1:00 pm  – 1:30 pm     networking

For any questions on this program or registration, please contact Jennifer Sebranek @ [email protected] or 513.241.8700.

Additional Program Sponsorships are available. Contact: Nikki Kelley @ [email protected].

Online registration closes at 10:00 am on Monday, 9/16/2013. Anyone (including members) wishing to register after this cutoff date will be charged the walk-in rate. Thank you for understanding.