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Does your firm employ the shotgun approach to business development, marketing to the masses with no clear focus? Does your firm have issues with organization, communication and follow through? Do you seem to get close but are having trouble closing the deal? Do you often hear the excuse there is just no time? Implementing a strategic business development program in your firm can help your firm transition to a more strategic rifle approach placing more focus on specific targets. By implementing a business development program driven by a priority based client management approach, you can be sure you are spending the majority of your time on your highest priority clients while addressing your other clients at the same time.

This session will take you step by step through a successful Business Development Program that can work for any size firm to improve your return on business development investment. Once you have identified your strategic priority one clients, by developing and implementing a client capture plan for each of them, you can ensure you are maximizing your business development efforts to win work and stay ahead of your competition.


Learning Objectives

  • Attendees will learn the process of developing a successful business development program utilizing the tools and examples to guide them so they can implement in their firms.
  • Attendees will learn how to organize and maximize their business development efforts so they see a better return on investment.
  • Attendees will learn the process of completing a client capture plan utilizing specific case studies of successful plans and tactics.

About the Speaker

Jen Newman, CPSM has served the A/E/C industry for 20 years in a variety of business development and marketing roles. In 2016, Jen founded Ignite, a full service coaching and consulting firm specializing in doer-seller / business developer training and coaching; organizational management and process development; relationship, leadership, and professional development; strategic planning and implementation and more. Jens’ passion for educating others along with her methodical approach to process development, strategy, implementation, and maintenance have led to her reputation as a leader in the professional services industry. She proudly serves clients across the country and utilizes a customized approach to identify her client‚Äôs distinct needs through audits and analysis, providing individualized recommendations, programs and services that deliver results.

Jen is actively involved in the American Society of Highway Engineers and the Society for Marketing Professional Services. Together, with her husband Derek, they love to travel and spend time with their family and friends including their dog and three adult children. www.ignitecoachconsult.com

“To me, there is no greater satisfaction than watching someone succeed and having a part in helping them achieve their goals. I founded Ignite so that I could do just that every day.” ‚Äď Jen Newman, CPSM.


Parking Information

Parking is available at the garage located across the street from Petterino’s at 181 N. Dearborn. When checking in for the program, please make sure you receive a parking voucher. Please insert the parking voucher into the automated machine at the garage in order to receive the discount of $13 for a max of 3 hours. 

All sales are final. Refunds must be requested 5 days prior to an event in writing or by email. 

Student Membership Eligibility. Registration at Student rate be verified and if the registrant is found to be non-compliant with these requirements, s/he will be responsible for the balance of the full, applicable rate.


$50.00 SMPS Members
$75.00 after 4:00 pm November 6

$95.00 Non-members
$120.00 after 4:00 pm November 6

$0.00 Annual Sponsor – Member

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