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Thursday, May 12th, 2022

Principals Round Table: Changing Dynamics of Business Development


2757 Hartland Road, Falls Church, VA 22043


3:00 pm - 5:00 pm


Domain 3: Client and Business Development

Principals Round Table

COVID-19 transformed how we work. This principals roundtable (PRT) looks at how business development has changed as a result of virtual meetings and the work-from-home environment. As we gradually move back to in person events, our panel will discuss the dynamics of doing business during and after the pandemic. Our panel of experts will lead a thoughtful conversation on current trends and potential consequences for principals and senior-level business developers/marketers.

What You'll Learn

The program will include a moderated panel discussion followed by small group conversations with the panelists.

What It Costs
  • Registration Deadline: May 10, 2022
  • Sorry, no walk-in attendees.
  • Max # of registrants: 25
  • Board Member: $40
  • CPSM: $50
  • Member: $60
  • Student: $0
  • Non-Member: $70
Additional Details
  • Agenda/timeframe: Networking from 3pm-3:30pm; 3:30pm-4:30pm: 45-minute panel discussion, followed by a 15-minute small group conversation with the panelists; 4:30pm-5pm: Networking
  • CEU Credits: 1
  • Closest Metro: Dunn Loring (Orange Line)
  • Parking: Available Onsite
  • Questions? Contact Elizabeth Tuico, Rebel Road Creative, 202.445.0162,

Event Speakers

Alana M. Alsop PMP

Director of Marketing and Business Development


Alana is the Director of Marketing and Business Development at David M. Schwarz Architects, Inc. and supports the firm in the stewardship of new and current client relationships, monitoring markets and emerging trends, and executing marketing strategies and initiatives to increase the visibility of our broad and diverse body of projects. She has over 15 years of experience in business development, sales, marketing, and proposal management. She maintains her Project Management Professional (PMP) certification and is a member of the Project Management Institute. Alana is from Massachusetts but moved to Maryland for college and graduated with her B.A. in English Language and Literature from Morgan State University and with her M.A. in Publication Design from the University of Baltimore. She has two bonus daughters, two cats and a dog and lives with her husband in Prince George’s County, Maryland. Her favorite things include cooking vegetarian Indian and Asian-inspired dishes, watching Harry Potter Marathons, learning about wine, and traveling.

Brian Alvarez

Director of Business Development



Brian leads the business development team at MOI, the DMV’s number-one office furniture solutions provider. Drawing upon his significant industry experience, Brian is a trusted business leader with extensive knowledge of the commercial real estate and design landscape. Brian began his career at Humanscale, a leading ergonomic tools manufacturer. He then transitioned to Kimball, a leading furniture manufacturer, where he built a reputation as a trusted client advocate and established broad knowledge of all aspects of the business. A lifelong connector of people, Brian is highly driven and passionate about delivering the very best client experiences. Brian graduated magna cum laude from the University of Dayton with a degree in Entrepreneurship and Marketing with an emphasis in sales. Brian is a former soccer team captain and his high energy and natural leadership translates to his tireless devotion to his clients every day.

Erica Cummings, NCIDQ, LEED AP ID+C



Erica Cummings is an award winning, published designer with an eye for detail and commitment to client centered designs that are consistently met with client satisfaction as well as industry awards including NAIOP DC, NAIOP VA, IIDA, and CoreNet. Erica’s contagious passion for design, enthusiasm for learning, and willingness to always help those around her, earned her a Principal role at FORM in 2015 and the opportunity to serve as a national industry influencer on the prestigious Haworth Advisory Council in 2018. A seller-doer, Erica becomes involved with her projects early and sees them through construction to client move in. A proud D.C. resident, when Erica is not designing or managing projects, she can be found exploring the city or volunteering at local community events with her husband and two children.

Zeena K.H. Fangman

Director, Corporate Marketing and Business Development


As Director of Corporate Marketing and Business Development, Zeena leads the vision for the client experience at HITT while also overseeing all pursuit efforts across the country. Prior to joining HITT seven years ago, Zeena worked for CBRE as a Client Services Specialist, where, in addition to business development, she assisted in lease administration, multi-market & local transactions, marketing, and event management.

Derek Gallardo, E.E., LEED AP, Fitwel

Senior Associate, Director of Business Development


Derek Gallardo leads GHT’s efforts to maintain and grow client relationships and supports the firm’s delivery of the highest level of service, creative thinking, and responsiveness to facilitate successful projects. He partners with GHT’s leadership and marketing team to increase the firm’s opportunity pipeline, facilitate teaming arrangements, and execute strategies to win new work. Derek has 30 years of experience in the built environment, beginning his career in electrical engineering and project management before transitioning to focus on business development and strategic growth initiatives. Derek is a Co-Chair of the District of Columbia Electrical Code Subcommittee; Board Member of the Spanish Education Development (SED) Center; past Board Member of Jubilee Support Alliance for Jubilee Housing; Past President of the Community Corporation Board for the DC Building Industry Association (DCBIA); member of the DCBIA Community Improvement Day Committee, current member of the NAIOP VA Education Committee; and served as Volunteer Coordinator for the JDRF Real Estate Games for seven years