Gone are the days of “do good work, get more work.” In our hyper-competitive business environment, you need to SELL the next project. If your firm is like many others, you use the seller-doer model to accomplish at least a portion of your sales. A fine-tuned seller-doer process will help you:

• Contribute to overall firm growth as seller-doers get better at the selling part of their job
• Spend less time monitoring seller-doers, and more time developing new markets and
  retaining staff
• Know where your non-billable time goes, and be able to determine your seller-doer ROI
  
  

That sounds great, maybe too good to be true! Refining your seller-doer process is simple, but it’s not easy. Most firm leaders want to increase the level of engagement and productivity of their seller-doers, but lack the experience or time to devote to the details. Fortunately, you’ll be well along the way to building or refining your seller-doer program after attending this session. That’s good news because the trend of increased reliance on seller-doers isn’t going to change any time soon.

Schedule:
8:15 am - Registration, Networking & Breakfast
8:30 am - Presentation

Thank You to Our Sponsor

About Our Speaker

Wally Hise, P.E., Senior Vice President, Marketing and Business Development, HDR | Wally has more than 35 years of industry experience working at engineering and construction firms ranging in size from $20M to more than $1B in annual revenue. His previous responsibilities span most aspects of an AEC company including operations, marketing, and management. Wally made the transition from seller-doer to business developer many years ago and routinely coaches technical staff on how to improve their sales skills. In his current role, he manages business development, major pursuits, and proposals for HDR’s Federal program. Wally holds a Bachelor’s degree in engineering and is a licensed professional engineer and certified sales trainer.