Wednesday, January 11th, 2017

Strategic Client Management: A Methodology to Retain and Grow Your Most Important Clients


111 K Street, 8th Floor, Washington, DC 20002


3:30 am - 5:30 am



Domain 3: Client and Business Development

Strategic client management is a powerful tool to retain and grow existing clients, capture market share, and cross sell your firm’s services. Topics will include the strategic case for client management; program elements, including client and client manager selection; planning process and metrics; and lessons learned. We will also explore coaching tips and other ingredients for a successful program. The intent of this session is to develop a dialog around client management where participants can share experiences, ask questions, and take home ideas to enhance the process in their firms. Who should attend? This presentation is targeted for firm principals, marketing managers, business developers, and seller-doers. We strongly encourage SMPS DC members to bring one of their technical staff, at the member price. Members who wish to take advantage of this deal will need only to complete one registration with both attendees to receive the discount.

What It Costs

Registration Fees

Registration opens at 8am; the presentation will begin promptly at 8:30am.

  • Member: $40
  • Non-Member: $60
  • Board Member: $0
  • CPSM: $30
  • Student: $15
What You'll Learn

Expect to Learn:

  • The foundations and key considerations for developing a client management program
  • Insights into a proven methodology to drive client retention and revenue growth
Additional Details

Event Information

Nearest Metro: Union Station or NOMA-Gallaudet

Parking: U Street Parking, Inc. (15 K Street NE); Progressive Parking Solutions (L Street NE / 1st Street NE)

CEUs: 2.0 (Domain 3: Client and Business Development)

Questions?: Abby Harrington | | 703.289.9245

Event Speakers

Wally Hise, PE, Vice President, HDR


Wally Hise has more than 30 years of industry experience working at engineering and construction firms ranging in size from $20 million to more than $1 billion 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 strategic planning, 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 trainer.