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Principal Directed Business Development: Using Tools and Data to Achieve Success

0December 4, 2008
Web Seminar, sponsored by the AIA Practice Management Knowledge Community

0Today, more than ever business development efforts must be targeted, effective and cost efficient. The financial investment in these efforts often leaves many wondering “how do I effectively measure and manage our firm’s business development efforts?” More importantly, “how do I lead our firm’s business efforts?” In this session, principals and partners are introduced to basic performance metrics that should be used in making go-no-go decisions, tracking and monitoring business development efforts and accurately measuring their return on investments.

Panelist:
Karen L. Compton, CPSM

Karen Compton is Principal of A3K Consulting—a California based business development and strategic planning firm specializing in the architecture, engineering and construction industries. Within the firm, Ms. Compton serves as Principal in Charge of the following practice areas: business planning, strategic planning, and architecture, engineering and construction selections for public and private sector clients and nonprofit organizations. Ms. Compton has been a featured speaker of the American Institute of Architects and the National Organization of Minority Architects on the subjects of business development and strategic planning. Ms. Compton is an accomplished author having been published in the Journal of Public Policy, SMPS Marketer and RainToday.com. In November 2008, her first book, The Prospector: A Guide to Developing Clients and Winning Work in a Competitive Market was released by Xlibris publications.

0View seminar. [Run time: 1:24:36]

0View presentation only. [PDF]

0View handouts. [PDF]