Thursday, May 23rd, 2019

Unlock the Revenue-Generating Potential of Your Seller-Doers

HITT Contracting

2900 Fairview Park Drive, Falls Church, VA 22042


4:30 am - 6:30 am



Domain 3: Client and Business Development

Gone are the days of “do good work, get more work.” In today’s hyper-competitive business environment, you need to SELL the next project. And if your firm is like many others, you use the seller-doer model to accomplish at least a portion of your sales. As a marketer, how can you drive value to your firm by leading your best doers to be your best sellers? Wally Hise, Vice President of Marketing and Business Development at HDR, will walk us through his proven, actionable system you can use to help your doers understand their role as sellers to win new business. We encourage attendees to invite their supervisors, firm executives, and seller-doers to this interactive workshop. This program is also great for marketers looking to move into business development.

What You'll Learn

A fine-tuned seller-doer program in your firm means you will:

  • Contribute to overall firm growth as sales increase over time when seller-doers get better at the selling part of their job
  • Spend less time monitoring the activities of seller-doers, and more time developing new markets and retaining staff
  • Know where your non-billable time is going, and be able to determine your return on investment in seller-doers

That sounds great, maybe even too good to be true! Refining your seller-doer program is simple, but it’s not easy. And most firm leaders don’t have the experience or time to devote to the details. Fortunately, you’ll be well on the way if you pay attention to five key elements (learning objectives) when building your seller-doer program. Because the trend of increased reliance on seller-doers isn’t going to change any time soon.

  • Attributes – explore what makes a good seller-doer and consider what characteristics you need to improve in your staff
  • Activities – make sure everyone understands your sales process, and identify the areas for personal development
  • Accountability – does everyone know what they’re responsible for, from the program level down to the individual?
  • Actions – bring visibility to the things you can do to promote your seller-doer program, especially ones that don’t take much time or cost a lot of money
  • Attitude – set the tone at the firm leadership level and reinforce your message to establish a culture of selling throughout your firm
What It Costs
  • Registration deadline: 5/21
  • Walk-ins welcome? Yes
  • Max # of registrants: 100
  • Member: $50
  • Board Member: $45
  • CPSM: $45
  • Non-Member: $65
  • Walk-in: $75
Additional Details
  • Agenda / timeframe:
    8–8:30 am Registration
    8:30–10:30 am Program
  • CEU credits: 2
  • Closest metro: Dunn Loring-Merrifield Station (orange line), 1.5 miles away
  • Parking: Ample parking in the building's surface lot
  • Questions contact: Kim Metzinger | 202.471.5148 |

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.