Accelerating the Seller-Doer Pipeline

Thursday, April 8
2:00 PM - 3:00 PM

One of the pervasive challenges facing the A/E/C industry is the seller-doer model. Selling and doing are each full-time jobs in their own right, and the skills required for exceptional business development are rarely demonstrated by technicians. But when seller-doers apply the techniques that optimize a relationship pipeline, they elevate their sales results significantly. In this webinar, Kitchell Business Development Executive Dianne Lee, and Business Development Thought Leader David Ackert will demonstrate the framework of an effective seller-doer pipeline and share strategies that accelerate results and secure new projects. You will discover:

  1. How to set up a manageable relationship pipeline when sales isn’t your full-time job
  2. How to apply technical principles to your sales pipeline
  3. How to initiate authentic business development outreach conversations with the targets in your pipeline
  4. What we can learn from the best practices used by seller-doers in other service professional verticals 


About the speakers:

Dianne Lee - Executive Director of Business Development and Strategy, Kitchell CEM

David Ackert, M.A. - President, Ackert Inc.


Continuing Education:

CCM Recertification Points: 1

Professional Development Hours (PDH): 1

AIA Learning Units (LU): 1

Member Registration - Webinar 4/8/21
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