A lot of emphasis is placed on the concept we call pre-positioning (i.e.: getting so far out in front of the RFP that you have the right team locked in, rapport built with the client, and ‘inside info’ that you just can’t get once the cone of silence comes down.) In other words: Through pre-positioning you become ‘the team to beat’. We know this and yet often our technical staff find themselves at a loss as to where to start. Who exactly do you talk to? How do you prioritize your precious ‘BD’ time? When do you start tracking a project and how do you even find out about projects before your competition does?

Learning Objectives:

In this training, we zero in on the ocean of information waiting to be found on the internet. Through this presentation you will learn how to:

• Follow the money
• Zero in on the projects that are relevant to your services
• Identify potential teaming partners and who has the inside track
• Prioritize your list of key client contacts
• Draft your plan of action to pre-position for 2024

Allison Tivnon
Senior Marketing Strategist
Middle of Six

Melissa Richey
Principal Marketing Strategist
Middle of Six

More about the Speakers

Allison Tivnon
Senior Marketing Strategist
Middle of Six

Allison Tivnon is a Senior Marketing Strategist at Middle of Six, an A/E/C marketing consultancy and a City Councilor for the City of Beaverton, Oregon. Allison works with clients across the industry, training and coaching on marketing essentials such as business development, proposal writing, and interviewing. She has presented at events, conferences, and in webinars for the Society of Marketing Professional Services (SMPS), the American Council of Engineering Companies (ACEC), and the Association of General Contractors (AGC). Allison is also the author of Marketing at Low Tide: How to Recession-Proof Your Marketing Department.

Melissa Richey
Principal Marketing Strategist
Middle of Six

Melissa Richey offers 20 years of experience in marketing and communications. As principal marketing strategist at Middle of Six, she provides strategic advice, guidance, and training to help marketers and technical staff better pre-position and craft brands and messaging that resonate with owners, builders, architects, and engineers. Melissa has been an active member and volunteer for SMPS Seattle since 2003.

REGISTER

CEUs Available: 1, 3 Client and Business Development

Note: Only SMPS Members may register at member pricing. All ticket prices increase $5 on January 13.
Finding it difficult to allocate funds for SMPS programming and/or membership? The Colorado Believes page program is rooted in our core values of learning, commitment, and community through charitable giving, membership sponsorships, scholarships, and industry engagement. This program is also part of our efforts to help diversify membership and help provide opportunities for BIPOC individuals and DBE, WBE, MBE, VBR, and LGBTBE firms to elevate their marketing efforts while helping your company save. Please email SMPS Colorado’s admin for reduced pricing and scholarship opportunities.

If you are a member of another SMPS Chapter and would like a member rate, please email the admin. Job seekers, students, and other new professionals, please visit our Colorado Believes page for details on our student membership programs and professional development scholarship opportunities. Refunds are available if submitted to the admin one week prior to the event.