Leadership Institute Explores What It Takes to Win Work

Winning work starts with understanding what clients need and communicating how your team can help. The Class of 2027 explored those skills during its second session, Business Development & Marketing: What It Takes to Win Work, held October 13–14 at The Wisconsin Hotel in Wisconsin Dells.

Barbara Shuck, FSMPS, CPSM, of Everest Marketing Services led the class through practical approaches to building relationships and helping their firms win work. Participants explored how to identify opportunities that fit their firms, communicate what sets their teams apart, and develop proposals and presentations that speak to client priorities. 

During the evening’s mock client meetings, participants put those ideas to work. Five teams stepped into the role of a consulting firm preparing to meet a prospective client. Each team worked through a project scenario, planned its questions, and met with an industry volunteer playing the client.

Thank you to our guest “clients” for sharing their time and experience:

• Dylan Douglas, PE — JT Engineering

• Raine Gardner, PE — MSA
• Alex Schmidt, PE — HDR
• Aaron Steger, PE — KL Engineering
• Cathy Wunderlich, PE, ENV SP — Jacobs

The class continues to get to know one another, share ideas, and build on what they’re learning together. Up next: Running the Business!