Contact Information

SMPS Nebraska
P.O. Box 390093
Omaha, NE 68139-0093



Your registration will cover attendance at the event at the location noted for that event. Please be sure to check in at the registration desk at the event. Check/Cash registrations must pay at the event.  Workshop programs require check/cash registration payments prior to the event. Checks can be mailed to SMPS Nebraska, PO Box 390093, Omaha, NE 68139-0093.  When mailing check please include registration confirmation.

Please note the refund policy below. No-shows will receive an invoice after the event.  All invoices for no-shows or non-payment at the time of the event will include a $10 invoicing fee and will be due upon receipt.

All sales are final.  No refunds unless requested 3 business days prior to an event in writing or by email.  Refunds for workshops require notice 5 business days prior to the event in writing or by email.  There is a 15% cancellation fee for all refunds.  Credits may be issued to be used for future event registrations in lieu of refund.

Meeting/Event Information

Defining Your BD Rock Star (and Embracing Your Roadies)

February 21, 2018
11:30 AM to 1:00 PM
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3125 S 72nd Street
Omaha, NE 68124

Defining Your Technical Business Development Rock Stars- and Embracing Your Roadies!

How does your firm fit into the seller-doer model trend?

What about technical staff who don’t fit the model?

What is your role in this effort?

Program attendees will learn how to better incorporate their technical staff to make beautiful business development music. We want them ALL to be rock stars, but it takes a whole ensemble to successfully build business. We explore how everyone, including the ‘non-sellers,’ add to the business development equation. Presenters Terry Hawley and Andrew Weinberg discuss both the internal side where defining roles and coaching occurs, and externally, when your team is ‘on the front stage.’

Additionally, we will discuss:
• The three types of technical people we all deal with: technical gurus, occasional business developers, and business development rock stars

• How you determine which category each of your technical people belong in – including screening techniques

• The importance of surveying your technical people to understand their strengths and challenges as business developers

Terry Hawley, CPSM

Terry Hawley, CPSM, has worked in a marketing or client development role in the A/E/C industry for nearly 20 years. He is currently a Client Development Manager for Terracon Consultants, Inc., a 150-office firm that provides geotechnical engineering, materials testing, environmental, and facility services. Terry also serves as the major project pursuit champion for Terracon’s northern division, covering Nebraska, Iowa, and Minnesota. He is responsible for developing a client development culture and preparing all levels of technical staff for business development practices.

Terry has been active with SMPS since 2000. He is a Certified Professional Services Marketer (CPSM), earning his designation in 2012. Terry has been an SMPS Nebraska board member for 10 years, serving as Chapter President in 2013. He co-chaired the 2015 SMPS Missouri Valley Regional Conference. Terry received his Bachelor of Arts degree in Journalism from Creighton University.

Andrew Weinberg, FSMPS, CPSM

Andrew Weinberg, FSMPS, CPSM, has served in a marketing or business development capacity in the AEC industry for 19 years. He is Regional Business Development Manager for Simpson Gumpertz & Heger (SGH), a national engineering firm that designs, investigates, and rehabilitates structures and building enclosures. Andrew is responsible for establishing and strengthening relationships with clients and industry partners, building awareness in the Mid-Atlantic and Texas markets, leading the initiative to increase the BD culture and activities of the senior staff, and helping educate and coach all levels of technical staff on appropriate BD practices.

Andrew is active with SMPS since 1998, recognized as a Fellow in 2013, and is a Certified Professional Services Marketer (CPSM) since 2005. He currently serves as Chapter Champion for the NY Chapter, and participates in its Mentor Program and Chapter Advisory Council. Andrew also serves as Chair for the annual Seller-Doer Symposium at Build Business.


$25.00 Members

$50.00 Non-Members