Highly Effective Business Development Habits for Project Managers
December 15, 2009 at 2:00 PM EST, 1:00 PM CST, 12:00 PM MST, 11:00 AM PST

Contrary to popular belief, business development (BD) responsibility doesn't rest solely on a firm's BD professionals. Business developers focus on securing NEW clients. REPEAT work comes—in large part—from the work of Project Managers (PMs).

Those PMs who engage successfully in BD don't fit a single personality type. Rather, they possess certain inherent traits and routinely engage in practices that position them and their companies for greater opportunities with clients. PMs who learn how to develop business with clients are a valued asset in today's economy—and often will be promoted more quickly than those who don't "bring in the work."

Through an interactive discussion, participants will identify the business development habits employed by successful Project Managers, discover how marketing and BD professionals can foster these habits and traits among PMs, and learn how PMs can incorporate critical BD activities into their client- and project-related responsibilities.

This program is designed to bring PMs, principals, business developers, and marketing staff together to develop a strategy that gets the whole firm involved in building the business.

Program sponsored by


Learning Objectives

  • Identify ways to build your network.
  • Explore the benefit of long-term client relationships to the firm's future success.
  • Learn how to cultivate relationships with your clients to secure repeat work.
  • Understand the competitive advantages of your firm and utilize these differentiators to position yourself and your firm for long-term success.

About the Presenters


Judith Nitsch, P.E., LEED AP, FSMPS, CPSM, President, Nitsch Engineering

Judy Nitsch, P.E., LEED AP, FSMPS, CPSM, is a Principal of Nitsch Engineering, a 60-person Boston-based firm providing civil engineering, sustainable site consulting, land surveying, transportation engineering, planning, and GIS services to clients in 17 states and five countries. Judy is a registered professional engineer in 21 states and a LEED® Accredited Professional.

Judy graduated with a B.S. in Civil Engineering from Worcester Polytechnic Institute. Her work as a civil engineer has focused on the design, permitting, and management of site development and infrastructure-related projects. Much of her firm's work includes consulting for and designing the sustainable sites aspects of master plans and building projects. Judy is the Fellows Delegate on the SMPS National Board of Directors.



N. Scott Bates, Vice President, Tishman Construction Corporation of Massachusetts

As Vice President, Scott Bates manages the business development/marketing efforts for the New England region of Tishman Construction Corporation, one of the nation's leading construction managers and project management companies. Scott also acts as client liaison and follows through with the initial planning of construction projects. He has been instrumental in securing over $2.5 billion in projects for Tishman since 1997, including the $880 million Boston Convention & Exhibition Center, the new YMCA, Plymouth Rock Studios, and the Ames Hotel.

Scott received a B.A. in Economics from Colby College and an MBA from Babson College.



Heather Taylor, AIA, LEED® AP, Principal, Einhorn Yaffee Prescott (EYP)

Heather Taylor, AIA, LEED® AP, is a Principal of EYP. With nearly 20 years of experience as an architect, project executive, and project director, she is familiar with all project phases from programming to construction administration. Heather is experienced in the planning and programming of academic teaching facilities, including undergraduate science and research laboratories, libraries, and classrooms, as well as in campus master planning. A regular speaker at the Society for College and University Planning's regional and national conferences, she has also shared her business and leadership development acumen as a panelist at the annual Build Boston conference.




Susan Shelby, CPSM, Principal, Rhino PR

Susan Shelby, CPSM, has over 14 years of experience in public relations, both in the high tech and the A/E/C industry. As Principal of Rhino Public Relations she helps clients develop successful PR programs closely aligned with their unique goals and objectives. She was named one of the "Top 10 PR Specialists" by Women's Business Boston two years in a row, and she received a 2009 SMPS Marketing Communications Award for her national Media Relations campaign for GEI Consultants.

Susan is a Past President of the Boston Chapter of SMPS and a member of NEWIRE, IFMA Boston, and Publicity Club of New England.

Add To Cart
Select a Session Format:
 CD Recording of Webinar ($179.00 for SMPS Members, $179.00 for CPSM Certified Members, $239.00 for Non-Members)
 Online Archive Webinar ($179.00 for SMPS Members, $239.00 for CPSM Certified Members, $239.00 for Non-Members)



For Registration Questions, Call (800) 274-9390.