Leaders involved with selling design and construction services need to be armed with information -- what works, what doesn't, and how do clients want to be sold? Through a major, year-long research initiative, the SMPS Foundation interviewed buyers and sellers of A/E/C services specifically to answer these questions. Whether you are a firm owner or principal, market leader, business developer, or marketer, you need to possess a myriad of tools to help you effectively sell your firm and land new commissions. The findings produced from the year-long study provide a look toward the future of the A/E/C industry and will help to identify key forces that will impact business development in the coming decade. If you wish to enhance your competitive advantage, deepen your business development knowledge and skills, and plan for the future, the findings and recommendations will help you meet your goals.

Please join SMPS Palmetto and Scott Butcher, SMPS Foundation Trustee, and Co-Chair of Foundation Thought Leadership Committee, for this informative luncheon program on June 26th as we look at the state of the industry from the perspectives of buyers and sellers, and discuss the trends and insights for those offering or procuring A/E/C services.

Learning objectives for this session:

• Attendees will be able to identify business development best practices of A/E/C firms.
• Attendees will be able to anticipate client needs to create a competitive advantage, based upon content shared by interviewees from A/E/C firms.
• Attendees will be able to identify recent changes in buyer behavior to better position their firms to win design commissions.
• Attendees will be able to navigate the market segments that prefer doer-sellers verses non-technical business developers as they develop marketing and client capture plans.

 About our Speaker…

Scott Butcher, FSMPS, CPSM,is vice president of JDB Engineering. A member of SMPS since 1992, he was named Fellow in 2011 and currently serves as president-elect 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. He has given more than 140 presentations over the past seven years at events such as SMPS Build Business; SMPS Heartland, Southern, and Pacific Regional Conferences; Associates General Contractors National Convention; and SMPS National Webinar. 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 (eight times), Professional Services Management Journal, A/E Marketing Journal, The Zweig Letter, PSMJ Best Practices, Pennsylvania Contractor, The Military Engineer, National Electrical Contractors Association, Marketing Advice and Customer Relations Report, and AIA Central PA's Architext. As Co-Chair of the SMPS Foundation Thought Leadership Committee, Scott oversaw planning, research, writing, editing, and publishing of the groundbreaking new book, A/E/C Business Development - The Decade Ahead. He also served as contributing author and presented the findings at Build Business 2013. Scott has also presented the book findings to the SMPS Central PA and Greater Cincinnati Chapters, with forthcoming presentations scheduled for SMPS Maryland, SMPS Philadelphia, SMPS Southeastern Regional Conference, and the ACEC National Convention.

Sponsored by:

**Please contact Sam Hayes if you have an interest in sponsoring this month’s program.**

Please register if you plan to attend. (Cash or Checks ONLY; please pay at the door; checks made out to: SMPS Palmetto)

*Price includes lunch.

**You are responsible for event fee if you RSVP and cannot attend.