Leadership Institute Class of 2019 Discovers What it Takes to Win Work

The Leadership Institute Class of 2019 met November 7-8 for its second session focused on business development and marketing. Presenter Barbara Shuck, FSMPS, CPSM, highlighted current industry practices, presented research on what clients want and provided coaching on written proposals and presentation skills.

A mock sales call exercise offered an opportunity to put new skills to test. The group was divided into teams to prepare and live demo a sales call. The exercise played out with the help of our guest clients. Special thanks to our client actors: Dave Arnott, PE; Ruekert/Mielke; Brian Cater, PE; City of Kenosha; Mustafa Emir, PhD, PE; Clark Dietz; Harry Farchmin, PE; MxGrp, and Rory Rhinesmith, PE; SRF Consulting. Valuable feedback was shared during the exercise debrief and everyone walked away with valuable insights into client meetings.

The class of 2019 puts their client meeting skills to the test during the live sales call case study exercise. The client actors portrayed different client types and personalities to show a wide variety of scenarios.