Local Events Bath

RIBA South West (Bath) - Win, retain, repeat: an essential guide to managing client relationships
2pm - 4:30pm

Architects need a strategy to secure new clients and develop a good relationship leading to repeat work. This seminar will show you how to improve your chances of securing more work, even when the competition is more experienced and have, on the face of it, better credentials.
This seminar will show you how to effectively market and sell your skills and experiences, even with limited resources and a small budget. All you require is the determination, enthusiasm and a few hours each week to set aside to winning work.
This seminar will cover:

Effective marketing: developing a strategy and creating a pipeline of opportunities
Establishing a target list of potential clients: based on your ideal client, location and sector
Understanding client needs: understand their specific needs, communicating and building a relationship. The magic 3C + R formula will be explained
Ongoing communications with the client: how to put in place a client account management process so that you may continue to develop ongoing relationships with the client, stakeholders and influencers
Feedback, retention and referrals: the benefits of obtaining client feedback and using this feedback to create referrals and endorsement to help secure work with other potential clients

The speaker will explain how using these techniques will increase your chances of securing more profitable work.
Basil Sawczuk, PotentialiseBasil qualified as an architect in 1979. After a string of successful wins his colleagues encouraged him to become a full-time job winner or “rainmaker”. At the multi professional firm of DGI International Basil secured projects for many UK blue chip clients, going on to pursue an international role winning overseas work for large global clients. Basil has also been marketing director for WS Atkins Property Services and a regional law firm. More recently he became marketing, business development and bid director for a major contractor focusing mainly on outsourced public sector work. Basil founded Potentialise in 2009, a consultancy firm advising on marketing and business development. He is the author of Marketing & Selling Professional Services, Risk Avoidance for the Building Team, and Creating Winning Bids.
Core Curriculum topics
1. Business, clients and services2. Procurement and contracts

Other booking optionsFor more information on other seminars in Core CPD 2018, and Club Ticket booking, saving £250 per year, go to Core CPD 2018.

Terms and Conditions

Cancellations are acceptable in writing up to 10 working days of the event, please contactRiba.southwest@riba.org for cancellation requests.
Substitutes are permitted at any time, please contact Riba.southwest@riba.org for substitution requests.
The RIBA accepts no responsibility for the views or opinions expressed by speakers or any other person at the event.
A photographer may cover this event and the photographs may be used to publicise future RIBA events.

'Phenomenal Women': Liv Garfield, CEO Severn Trent Water
6pm - 7:30pm

Up-to-date and on the pulse: a series of dialogues with some of the country’s most inspiring women.

In conjunction with the University of the West of England’s Bristol Business School, The Gainsborough Bath Spa is excited to launch a series of events entitled: Phenomenal Women. Each event, which will take place at The Gainsborough, aims to celebrate, support and inspire.
The events will run bi-monthly from February to November 2018. Each event will focus on a high profile business woman who has achieved recognition and made a significant impact in her field. Each woman will talk about her experiences and the challenges she has encountered on her route to success.
The first 'Phenomenal Woman' is Liv Garfield the CEO of Severn Trent Water who joined Severn Trent in 2014 as one of the youngest ever FTSE 100’s Chief Executives and one of only four female chief executives. Formerly the C.E.O of BT Open Reach responsible for delivery of fibre broadband.  
6.45pm - Business coaching session with Dr Noordin Shehabuddeen, UWE Bristol
In this interactive session, we will explain how creativity works and explore some practical hints, tips, and techniques for thinking differently. Participants will get to experience the power of these simple approaches and start to develop their own ability to address problems creatively.
Dr Noordin Shehabuddeen is Director of the Bristol Business Engagement Centre and Associate Professor in Innovation and Entrepreneurship at UWE Bristol. He is an author, public speaker, adviser and an authority on the practice of innovation in organisations.
All are welcome to attend and participate. Tickets include Prosecco and canapés, and cost £15 each.