Meeting/Event Information

TWO-DAY VIRTUAL WORKSHOP: Business Development Strategy with Kelly Riggs

October 07, 2020 8:00 AM to October 08, 2020 2:00 PM

Virtual Event - Zoom

Due to COVID-19, this program has been changed to a two-day virtual workshop that will take place during the following dates/times:

  • October 7th from 8:00 a.m. - 10:00 a.m.
  • October 8th from 12:00 p.m. - 2:00 p.m.
  • Registration for this event covers the cost of BOTH days.
  • There is not an option to attend only one day of the virtual workshop. 
  • Although this meeting shows that it lasts from October 7th at 8:00 a.m. to October 8th at 2:00 p.m., please note on your calendar the two separate times for the workshop.
  • Zoom information will be sent to all registered attendees the day before and the morning of the workshop. 

For most AEC firms, business development is something that is done by a “seller-doer” and is generally viewed simply as relationship development with current and past clients. In that scenario, business development is mostly a passive exercise, not an intentional part of a strategic business plan. Although cultivating business with current and past clients is critical to short-term stability, long-term and consistent growth can only be fueled by business development as a driver - the intentional pursuit of new clients and opportunities that do not exist today. In this presentation, business performance coach Kelly Riggs shows how to create a predictable and successful approach to business development, and how to avoid the most common barriers to your firm’s growth. For more information, visit

Who Should Attend:
Firm Principals
Marketing Director
Marketing Manager
Marketing Staff
Business Development Director
Business Development Staff
Communications Coordinator
HR Coordinator

Learning Objectives:

  1. Learn the essential elements of a business development plan
  2. Understand the importance of differentiation
  3. Discover how and why to avoid traditional "sales" approaches

SMPS Domains of Practice (for CPSM)  
3 - Client and Business Development
6 - Information, Resource, and Organizational Management

About the Speaker


Kelly Riggs, Author & Speaker, Business Performance Coach, Member at Forbes Coaches Council
Kelly Riggs is an author, speaker, and business performance coach for executives and companies throughout the United States and Canada. Kelly's background as a coach and entrepreneur has helped him to create a wildly successful track record of helping salespeople, executives, and business owners in companies ranging from $5 Million in sales revenue to Fortune 500 companies. Widely recognized as a dynamic thought leader, powerful speaker, and successful performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive and two-time national Salesperson-of-the-Year with well over two decades of executive management and training experience. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don't, and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales. His third book, co-written with his son, Robby Riggs, is entitled Counter Mentor Leadership: How to Unlock the Potential of a 4-Generation Workplace (Nicholas Brealey Hachette). For more information, visit


$75.00 Member Registration

$100.00 Non-Member Registration