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ABX 2018: Identify and Develop Your Future Business Development Leaders

This ABX session is sponsored by SMPS Boston. New this year, SMPS Boston members get member pricing for all ABX sessions! Email us for the discount code. 

With the landscape becoming increasingly competitive for A/E/C and environmental consulting firms, the importance of institutionalizing a firm-wide business development is paramount to the long-term success of your firm. Relying on a few key “rainmakers” puts your firm at risk. And the inability to tap and develop future business development leaders all too often results in departure of key talent—to other firms and other industries. This workshop addresses the following topics and others:

  • The economics of building a top-down business development culture
  • What to look for when identifying future business development talent—both from within and during the hiring process
  • In building a firm-wide business development culture, which talent and leadership development strategies yield the highest return-on-investment?

About the Presenter: 

Richard Friedman
Founder & President at Friedman & Partners

Rich Friedman is Founder and President of Friedman & Partners (, a marketing and management consultancy serving the U.S. and Canadian A/E/C and environmental consulting industries. Founded in 2001, the firm specializes in crafting and implementing growth strategies through:  Market and client research  Strategic market planning  PR and market positioning strategy/implementation  Business development consulting and training  Mergers and acquisitions research and outreach  Strategic-level retained executive search Rich has worked in and consulted to the A/E/C and environmental industries for 25+ years— first as an environmental consultant and business developer for Stone & Webster Engineering, and later as a Partner for ZweigWhite. He has worked with firms of all different sizes, including numerous ENR 500 organizations. His technical and business degrees, combined with his industry experience, provide him a detailed understanding of AEC practice management, as well as successful growth strategies. Rich is known for his superior responsiveness, communication skills and ability to achieve results, even in the face of the most challenging organizational dynamics. In 2005, Rich co-founded A|E Advisors LLC, a consortium of national consultants serving the AEC and environmental consulting industries. A|E Advisors provides the popular, long-running A|E Advisors Annual CEO Forum. Rich has conducted a number of seminars and workshops for design and environmental industry professional associations and venues, including AIA, ACEC, AGC, NSPE, SMPS, and ArchitectureBoston Expo (ABX). He has been featured in a number of A/E industry publications, including ENR, AIA’s Architect and Practice Management Digest, SMPS’ Marketer, NSPE’s PE magazine, and ACEC’s Engineering Inc. Rich earned a B.S. from Cornell University and an M.S. from Penn State University, as well as an MBA from Babson College (where he was a Summa Cum Laude graduate and a Douglas Scholar in Entrepreneurship).

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