With the slow economy and the need for more design and construction work, many AEC firms have enlisted the help of every team member available in more proactive business development.  A structured opportunity incorporating this available help in the business development process will yield more results.

Pete will talk about a business development plan that involves available staff for everything from doing business development research to making cold (warm) calls, to setting appointments, and conducting business development visits and follow-up.  An old saying in the sales and marketing business is that it takes six touches of a prospect to make a sale.  Enlist the time of everyone in making more touches quickly increasing your business.

Come prepared to discuss your ideas and questions - and you will go away with easy to use tips for making the most of your total staff resources.

Peter J. Kienle, FSMPS, CPSM, MBA, Director of Business Development, Carolinas Region
MBP

Pete Kienle's career spans 30 years in management, marketing and business development in the A/E/C industry.  In his current position as Business Development Director, Pete is in charge of business development for MBP for North and South Carolina.

 Pete was the 2006/2007 National President of the Society for Marketing Professional Services (SMPS), and served on the National Board of Directors from 2003 through 2008. He is a Certified Professional Services Marketer (CPSM) as well as a Fellow of the Society.

Pete has a BSBA and an MBA from Ohio State University, and previously served in marketing management and business development roles for three ENR 500 design firms.

Pete began his career as an owner's representative/project manager on over $250 million of building construction, and served as the chair or committee member on over 100 A/E project selections. In total, he has prepared, coached or participated in over 1,000 A/E interview presentations.

In the last ten years, Pete has made over 50 presentations on A/E/C trends, issues and best practices for Deltek, ACEC, AIA, SMPS, PSMA, Zweig White and IOMA. He has authored articles for SMPS and PSMJ and is often quoted in industry publications.

Company Background:

MBP is a 12 office, 300+ person construction consulting firm, with its core services in program and construction management, commissioning and claims/dispute resolution services.  Established in 1989, MBP is a nationally recognized Top 100 construction management firm and Top 40 program management firm with offices in North Carolina, Georgia, Virginia, Pennsylvania, New York, Maryland, and Florida.

If you have any questions, please contact David O'Neal at 704.361.2969 or [email protected].