SMPS Palmetto Midlands Event: Win Rate Should Not Be Your Key Metric

Kathy Nanowski

WORKSHOP - 9:30-11am: The New RFP – Refilling the Firms Pipeline

This morning’s session will  focus on using a sales funnel concept as a tool to prioritize and preposition for future work. A proactive marketing approach gives you an edge over your competition. Besides a mind blowing design approach, relationships are a critical factor to increasing your chances of winning a project. This program will review the various stages that a project goes through in the sales process and will systematically help you concentrate on growing your pipeline through the relationships you already have.  We will also spend some time going over a capture plan, which is a key component in one of the sales stages that you can take back to the office.

LUNCHEON - 11:30am-1pm: What Sales Metrics are Worth Tracking?

The sales funnel mentioned earlier in the day is just one sales metric you should track. What are the other key financial metrics that promise to give you the biggest bang for your buck when tracking your firms sales success? Sales tracking takes time, and last thing we want to do is run reports on data we can’t do anything with. Join us to hear about the top 10 sales metrics you should focus on, and how to connect them to tangible actions you can perform to improve your business.  We will review you real world examples of how they can be used and presented graphically using Excel. A sample excel file will be provided for you use.

Kathy is an Associate/Director of Marketing & Business Development for Fuss & O’Neill. She is also the current SMPS CT Chapter president. Kathy coaches managers and principals on relationship based selling, project positioning, and winning new business. She has 15 years of marketing and business development experience in the A/E/C industry. Throughout her career, Kathy has embraced a client-focused business model. Whether assessing a company’s CRM system or linking sales metrics to client behavior, she continually asks the question: “What is best for the client?”

A special THANK YOU to Calloway Construction for being this month's program sponsor!

Would your firm like to sponsor a program? Through the generous donations of our sponsors, our chapter is able to continue to provide high quality programs in Charleston, Columbia and Greenville. Additional program sponsorship opportunities for this program are available. If you would like to become a program sponsor, please contact Betsy McDonald or Geoff Lewis.  Program sponsorships are $250 and limited to non-competing firms.

The ticket price for members and non-members includes lunch.  Due to limited seating, online registration is highly encouraged. A $10 late fee will be incurred for all walk-in registrations. Payment via cash, credit card, or check is accepted when paying at the door, and all checks should be made out to: SMPS Palmetto

Refunds will only be granted if cancellation is made within 48 hours of the start time and will only be provided in the form of a credit to another program. No refunds will be made for no-shows. Email for substitution or refund requests.