Professional Development | Root to Fruit: Implementing a “Proactive” Business Development Model

June 11, 2020
10:00 AM - 11:15 AM


The primary objective of this interactive workshop is to help participants implement a “proactive” business development model where firms pursue client relationships first, work second. This workshop will give participants the tools necessary to implement a plan for developing new clients and deepening relationships with existing clients. Participants will learn how to schedule and execute business development meetings with measurable outcomes. Participants will learn how to uncover a client’s pains and fears through an effective questioning process model, and will learn how to provide tangible solutions to clients’ needs. Participants will practice developing client meeting agendas and delivering opening statements. They will generate a series of topics to address the “What’s In It For Me (WIIFM)” syndrome that inhibits the sales process. Participants will develop a new client penetration plan they can successfully implement at their firms.

List of Takeaways/Action Items that Attendees can put into place at their companies ASAP:
1. Participants will develop a Client Relationship Development Matrix tailored to their industry
2. Participants will learn the Questioning Process Model for sales conversations
3. Participants will generate a list of Discussion Topics for Client Development Initiatives
4. Participants will learn a format for conducting effective sales meetings with clients

Cynthia Brown

About the Speaker: 

Cynthia Brown has more than 25 years of experience in business-to-business and business-to-consumer marketing and sales. She worked for several consumer products companies prior to joining the AEC industry in 2005. She has held business development positions for two national architecture firms, and currently leads the marketing and business development effort for Vaughn Construction.

Cynthia was trained as a professional speaker in high school, and is a member of Toastmasters International. She has delivered business development presentations at two national SMPS conferences and several regional SMPS conferences.

She and husband Steve have been married 28 years and enjoy traveling and playing golf.



Please RSVP for this event by noon on June 10th! Space is limited. No fault cancellation 48 hours in advance in writing to [email protected] . Please look for an email with the teleconference Zoom link immediately following your registration. A reminder will be sent the day prior.


$15.00 Member of SMPS Houston

$30.00 Non Member Ticket

$15.00 Group of THREE or More from same firm or Member of another SMPS Chapter