Where
This is an online event.Contact
Ashraf Islam (House and Hospitality Co-Chair)ASCE Seattle Section
hospitality@seattleasce.org
Doer-Seller Workshop Series for Engineers - Session 1: Tuesday, Jan 19
ASCE Seattle is excited to welcome Mark Wainwright from Wainwright Insight for a FREE virtual workshop series focusing on effective sales planning for doer-sellers. Register today for the three session workshop held virtually through Zoom!
Workshop Overview
In professional services firms, skilled practitioners like architects, engineers, and other consultants are often responsible for finding and winning new work. These busy Doer-Sellers must balance doing the work and winning the work as they deliver on their current contractual commitments and build long-term client relationships. How can Doer-Sellers prepare for important, high-stakes conversations and meetings with prospective clients? What planning can help Doer-Sellers gain a competitive advantage when pursuing a new business opportunity? How can your firm shift from a “vendor mindset” to become a trusted advisor to your long-term clients? This workshop series is designed to give busy Doer-Sellers the planning concepts and tools they need to be successful “part-time salespeople”.
Session 1: An Introduction to Sales Planning with a focus on Call Plans - Tuesday, Jan 19, 4:30pm - 5:30pm
Session 2: An Introduction to Sales Planning with a focus on Account Development Plans - Tuesday, Feb 2, 4:30pm - 5:30pm
Session 3: Sales Planning: A brief review and Lessons Learned from the field - Tuesday, Feb 23, 4:30pm - 5:30pm
Please be sure to register for all three workshop sessions, as they each tie to the next and we highly encourage you to attend all three sessions.
Intended Audience
Those interested in effectively acquiring new clients and strengthening already existing client relationships. Professionals involved in revenue generation from any sized firm will find the content applicable.
Speaker
Mark Wainwright is the Owner and Principal of Wainwright Insight, an independent sales consulting firm focused on the professional services industry. Mark’s work addresses a specific need—to improve the sales acumen of busy Doer-Sellers through 1-on-1 sales coaching and part-time, or fractional, sales management.