You will learn how to define the crucial needs of your client, craft a response to meet the client's "unspoken needs," enhance the typical areas of an RFP, and identify information resources to better understand your client.

 8:00-8:30 – Registration and Networking

 8:30-8:40 – Welcoming Remarks

 8:40-10:10 – Webinar: Making the Cut! A Key to Understanding Unspoken Requirements of an RFP

Christine King, FSMPS, CPSM, JE Dunn Construction

Dena Wyatt, Marketing Evolutions, Inc.

We've all been taught to follow the rules and answer the questions asked in an RFP. But in today's competitive market, how do you get your firm to stand out from the rest? How do you discern the real needs of the client? And how do you ensure your firm will make the shortlist?  Discover the hidden needs and the unspoken requirements behind a client's request and explore how to demonstrate your firm's capabilities and build the trust that propels your firm onto the shortlist!

10:10-10:20 – Break and Networking

10:20-11:00 – Proposal Open Forum

Ryan Maters, Heery International, Inc.

Facilitated by a business development professional, a group discussion will encompass the scope of the RFP process. Come prepared with questions to ask the group or just participate in the post webinar talks. In a comfortable, relaxed environment, we will share best practices, provide tips and tricks, and prepare you to tackle that next RFP.

About the Speakers

Christine King, FSMPS, CPSM, JE Dunn Construction

Christine King, FSMPS, CPSM, is director of marketing for JE Dunn Construction. She provides marketing and business development support for the firm's Western region. Recently named an SMPS Fellow, she is a two-time past president of SMPS Colorado and has served SMPS on a number of national committees. In 1997, Christine was awarded the Leonardo Award, the highest award given by SMPS Colorado for lifetime marketing achievement

Dena Wyatt, Marketing Evolutions, Inc.

Dena Wyatt, principal at Marketing Evolutions, Inc., helps companies improve their interview and presentation skills to achieve a higher win rate. She has experience with small family-owned firms to large national and international companies and has worked in the design and construction industry since 1994. Dena is a former Dale Carnegie instructor and trainer, past president of SMPS Colorado, and a recipient of the SMPS Colorado Leonardo Award for lifetime achievement in marketing excellence.

Ryan Maters, Heery International, Inc.

Ryan Maters joined Heery International, Inc.,  a national architecture, engineering, program, and construction management firm , in 2010. Working in its Baltimore, Md.,  office, he provides marketing support for Heery’s North Region offices, and is centrally involved in the management and preparation of proposals and presentations for the firm’s services throughout the 26-state region. Ryan received his Bachelor of Science degree in Business Administration from the University of Pittsburgh. He is a member of the SMPS Maryland Chapter, as well as the Construction Management Association of America.

 Cancellation/Refund Policy

 Cancellations made 24-hours prior to the event will be fully refunded.  Due to our commitment with the meeting facility for food and beverage quantities, all other cancellations or no-shows will be invoiced for the full cost of the event.

Charitable Contributions Disclaimer

   Although payments and contributions to SMPS Central Pennsylvania are not tax deductible as charitable contributions for federal income tax purposes, they may be deductible as business expenses under other provisions of the Internal Revenue Code.