March 11-12, 2020

Holiday Inn Downtown Saskatoon

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Master these Business Development Skills

ARTICULATE YOUR DIFFERENTIATION AND POSITIONING STRATEGY
• What you need to make your firm stand out from the crowd
• Three things you MUST know to position yourself to win
• Positioning strategies that let David beat Goliath
FOCUS ON WHAT CLIENTS REALLY CARE ABOUT
• Use PSMJ’s powerful IFBP approach to keep clients happy and get more work
• Receive regular feedback from clients (PSMJ client satisfaction survey template included)
UNDERSTAND YOUR STRATEGY BEFORE THE RFP
• Steps to position yourself to win the project…even before the RFP has been issued
• What clients are really asking for in RFPs
• Influence RFPs before they leave the client’s hands
CHOOSE THE RIGHT OPPORTUNITIES
• Say “no” in a way that creates future opportunities 
• Make sure your proposal speaks to the client’s most important issues
• How to strategically price a project so everybody wins
START WITH A GOOD STRATEGY AND ORGANIZATION
• Deal with page limits and other unusual requirements
• Define roles during the process and make them stick
• 11 steps you must follow to create winning proposal plans
BUILD A PROPOSAL THAT YOUR CLIENTS WILL WANT TO READ
• Prove your claims in a way no one can dispute
• Real examples (good and bad) of what other firms do
• Use a 30-second test to tell if your proposal is good
LEVERAGE TECHNOLOGY TO YOUR ADVANTAGE
• Stand out in a digital world
• Use video and other media to maximize impact
• The biggest mistakes to avoid with electronic proposals
IMPLEMENT WHAT YOU HAVE LEARNED
• Create a personal action plan
• Make sure the lessons stick
• Let your voice be heard