Most organizations separate project delivery from business development, leaving significant value untapped within active projects. Meanwhile, your PMs, the people closest to the client, are building trust, identifying needs, and navigating change in real time. The opportunity is already there. The question is: are you capturing it?
This webinar introduces a simple, practical model to activate project teams as contributors to growth without turning them into salespeople. Through real-world examples from construction and professional services, we will explore how small shifts in awareness, communication, and internal alignment can lead to stronger client relationships, expanded scopes, and more predictable outcomes.
Attendees will walk away with clear tools to identify hidden opportunities within their projects, structure internal collaboration, and equip their teams to act on what they are already seeing.
About the Speakers:
Florence Morin-Laurin – President/Co-Founder, FML Consultation
Florence Morin-Laurin is the President and Co-Founder of FML Consultation, a business development consulting firm that helps construction, engineering, and architecture firms break down the silos between marketing, sales, and project management. Her work helps firms reduce the cost of business development, increase revenue, improve client experience, and build long-term business value. Florence began her career in steel-toe boots on construction sites, working on residential projects built from shipping containers, before moving into business development, marketing, and commercial real estate. This gives her a rare perspective: she understands how projects are delivered, how clients make decisions, and how technical expertise can be translated into stronger positioning, better opportunities, and lasting client relationships.
Khalil Guliwala – Business Consultant/Co-Founder, FML Consultation
Khalil Guliwala is a Business Consultant and Co-Founder of FML Consultation. His work helps firms reduce the cost of business development, increase revenue, improve client experience, and build long-term business value. Khalil began his career in healthcare analytics, transforming global patient data into public policy recommendations before moving into digital marketing, sales, and client acquisition. This gives him a multidisciplinary approach to growth: he understands how data uncovers opportunity, how marketing generates demand, and how sales converts relationships into revenue. By connecting these disciplines, he builds execution-focused strategies that improve the entire client journey, increase client lifetime value, and ultimately strengthen the long-term value of the business.
Continuing Education:
CMCI Recertification Points: 1
Professional Development Hours (PDH): 1