Wednesday, January 11th, 2017

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

MOI

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

Location

8:30 am - 10:30 am

Time

Education

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: $40.00
  • Non-Member: $60.00
  • Board Member: $0.00
  • CPSM: $30.00
  • Student: $15.00
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 | aharrington@hitt-gc.com | 703.289.9245

Event Speakers

Wally Hise

Background

Wally Hise has 30 years of experience working for engineering and construction firms ranging in revenue from $20 million to more than $1 billion. His last 15 years were focused exclusively on business development, client management, strategic planning, proposal development, and marketing. Over a 10-year period, Wally facilitated sales and client management training for thousands of professionals. Using this experience, he helped develop HDR’s current client management program. Wally holds a Bachelor’s degree in engineering, is a licensed professional and certified trainer, and is an accomplished speaker and writer in the AEC industry.