Meeting/Event Information

SMPS Seattle Winter Luncheon | Reshape the Landscape of BD

January 22, 2019
11:30 AM - 1:30 PM

Washington Athletic Club
1325 Sixth Avenue
Seattle, WA 98101
http://www.wac.net

This event is sold out, but take a look at our BD Workshop on Feb 20th!


better bd in 2019 starts with smps!

According to a recent SMPS/SMPS Foundation research, over 50% of AEC firms are expected to increase their use of seller-doers over the next 10 years. Almost 40% percent of the firms who participated in the research also say they’ve already increased their use of seller-doers during the past 10 years. Some firms however, prescribe to the dedicated business development professional model, and others combine different facets of each.

As the prevalence of using seller-doers to win more business and drive success grows, how are firms doing it? And how do AEC models stack up against other professional services industries? What can we learn from them, or what strategies and tactics might they validate? (Hint: relationships, relationships, relationships.)

This luncheon brings together a diverse panel of BD thought leaders, moderated by Tony Stewart, AIA, to answer these questions and more about reshaping the landscape of business development.

key takeaways

  • Dedicated BD Professional vs Seller-Doer

  • Hybrid BD Models

  • Accountability + Incentives

  • Preparing to Implement a New Approach

  • Inside Other Industries

schedule

11:30 am – 12:00 pm | Registration + Networking

12:00 pm – 1:30 pm | Educational Program

about the speakers

    MODERATOR


 

Tony Stewart, AIA | Vice President, Design and Construction Integration, Skanska

Tony Stewart is a member of the Skanska executive team and in charge of Design and Construction Integration for its Seattle office. Since 1985, his career has encompassed key roles and experience including architect, contractor, developer, broker, property manager, marketer and business developer. He's had the good fortune to work with some of Seattle’s most distinguished design and construction companies – NBBJ, Baugh/Skanska, McKinstry and Howard S. Wright. A graduate of Washington State University with a Bachelor of Arts degree in Architecture, Tony is a licensed architect in the State of Washington. His current community leadership includes positions with Downtown Seattle Association (Board Member), University Child Development School (Board of Trustee and Capital Assets Committee Member), and 101 Club at Washington Athletic Club.

    PANELISTS

 

Brianna Home | Strategic Director, Hansen Belyea | President, AMA Puget Sound

Brianna believes strategic marketing can transform industries. As Strategic Director at branding agency Hansen Belyea, Brianna has led successful marketing and branding initiatives for a wide range of companies, including A/E/C firms Blueline, BCRA and PRIME Electric. Having spent significant time on both sides of the client/agency relationship, she leverages her unique perspective and experience to develop marketing strategies that never lose sight of a client’s business objectives. She is also the President of American Marketing Association Puget Sound where she leads the 15-person board and 300+ member non-profit organization.  

 

Cara Ryan | Director of Business Development and Marketing, Foster Pepper, PLLC

Cara Ryan has more than 20 years of experience in law firm marketing. She has served as Foster Pepper’s Director of Business Development & Marketing since 2012. Cara works closely with attorneys and firm management on the development and execution of business development and marketing strategies and strategic initiatives to increase client retention and firm revenue. She has a particular passion for client pursuit and proposal efforts and has worked successfully with attorneys across numerous practice areas to win new business. Prior to joining the firm, Cara held business development roles at prominent global and mid-size law firms.

 

Dave Vainio | Business Development Manager – Western Region, Moss Adams LLP

Dave Vainio has spent his entire career working in the professional services industry. He graduated from WSU in 2006 and early on developed a strong passion for networking and building relationships. He obtained his CPA license and started his career at Clark Nuber. After about six years working as a CPA, he decided to get into selling and transition to executive recruiting with Slalom Consulting. He’s since moved on to Moss Adams, where he led experienced recruiting efforts for the WA region (eight offices). Currently, he leads the business development efforts for the WA Region of Moss Adams working with partners and senior managers in audit, tax, and consulting. He’s focused primarily in construction/real estate, healthcare, manufacturing/consumer products, technology, and professional services.


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Kristy Alley | Global Marketing & BD – Healthcare, Stantec

Kristy Alley is responsible for driving Stantec's top line revenue growth via support and oversight of the global Healthcare sector’s strategic pursuit and account management programs. She leads the delivery of market insight and research; plans and implements strategic initiatives; and improves brand awareness via stantec.com content marketing and industry events/conferences. Kristy is an active voice in the AEC marketing community and has received several national SMPS awards throughout her career, including most recently “Best of Show” for her Buildings US West Visibility Campaign in 2017. Kristy currently sits on the NAIOP Washington Board and our SMPS Seattle chapter Board.


 

Lauren Hamilton, LEED AP | Managing Director & Director of Business Development, VIA Architecture

In addition to her leadership as a Managing Director of VIA Architecture’s Seattle, Vancouver BC and San Francisco-based architectural and planning practice, Lauren Hamilton leads VIA’s business development and marketing team, helping to put talented people to work on projects they love. Prior to VIA, Lauren was the Director of Business Development & Marketing at GGLO.  Lauren believes that you can do anything strategically, from ordering lunch to running billion dollar projects. Lauren’s team took home BEST IN SHOW and BEST HOLIDAY PIECE in the 2013 SMPS Marketing Communications Awards in Orlando. Lauren serves on SMPS Seattle’s Membership and Outreach Committees and co-chairs CREW Seattle’s Events Committee.

Learn and earn CEU

Reshape the Landscape of BD is approved for 1.5 Continuing Education Units (CEU).

For more information about becoming a Certified Professional Services Marketer (CPSM), contact Brandon S. Peters, CPSM, or visit SMPS Headquarters.

CONTENT RELEVANCE

This event is relevant for all career levels. Content covers the following Domain of Practice:

3 – Client and Business Development

 

 

Tickets

$65.00 SMPS Member
$55.00 Earlybird rate before January 16

$85.00 Non-Member
$75.00 Earlybird rate before January 16