When A/E/C Project Managers Lead BD, Everyone Wins

Project managers, firms, and clients all benefit when PMs are actively involved in business development. Chris Martersteck, AIA, LEED AP, DBIA, AECPM offers his unique perspective as he examines PMs as the focal point of a firm’s BD efforts. Today’s PMs are responsible for many things. They simultaneously deal with the needs of their teams, clients, and firm leadership. And we always demand they accomplish additional goals. On top of the list is project profitability and meeting deadlines, followed closely by generating future work. In this webinar, you will learn: • The BD responsibilities of top A/E/C PMs • How much time a PM should spend on generating more work • Where to improve the PM / PIC relationship • What PM goals will help generate additional business Chris will spend some time looking at business development from the client perspective: • The most common problems of unhappy clients • How best to hold on to your best clients • Four questions to ask on every client visit • The best way to incorporate networking into your schedule About the presenter: Christopher P. Martersteck, AIA, LEED AP, DBIA, AECPM has managed projects in the A/E Design and Construction Industry for 38+ years as part of a professional career that spans 42 years. As Vice President and Director of Project Management for several international architecture, engineering, planning, and construction firms, he has led and supported A/E/C teams in Project, Program and Construction Management as well as dozens of Design-Led Design-Build / Integrated Project Delivery engagements. Chris has also trained thousands of project managers in A/E/C industry best practices as a PSMJ Resources consultant, helping project leaders not only achieve individual success, but also helping them to better lead teams and maximize success for their firms and clients.