Business Development and Marketing is a Team Sport: with GO Strategies!

November 05, 2020
11:30 AM - 1:00 PM


Program Description

Lunchtime session – Building your own ‘winning team, winning work’ program

So, your seller-doers don’t know how to sell and hide behind the doing. They say “I’m so busy with these projects, I just don’t have the time…” They think business development and marketing is slimy, under-handed, or, at best, a talent you’re born with. Marketing and business development is not an us vs. them game, it’s a team sport and the more everyone understands it, speaks the same language, and follows the same path; the easier it gets.

Marketers! grab your most promising seller-doer. Seller-doers! grab your most promising marketer and come learn how to set up a system and process for winning more work for your firm. This lunchtime session will cover the parts and pieces of a team-based seller-doer program. It offers a menu of options that participants can pick from to build a program that works best for their firm, their clients, and their people.

Frank Lippert and Kathryn Ness from GO Strategies will walk attendees through the pieces and help put the puzzle together to craft a process that works. Having taught seller-doers in architecture, engineering, and construction firms in public and private markets across the US, they seen and heard it all. And they’ve learned a few tips and tricks to make marketing and business development easier. Come join the fun!

Registration closes November 4th at 5:00pm.

Registration is non-refundable.


Frank Lippert, FSMPS, CPSM - GO Strategies

Frank is the founder of GO Strategies. He provides strategic pursuit planning, strategic market capture planning, and the functional seller/doer training to clients throughout the US. Frank is all about helping teams work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy and marketing efforts on track. A good strategy and a focused approach to winning work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Good, healthy, well-thought-out marketing practices lead to better team engagement, long-term marketing staff happiness, and more wins.

Frank has worked at small, medium, large, and mega-sized engineering companies in his 30 years in the A/E/C industry. He speaks regularly at SMPS, ACEC, WTS, APWA, and SAME conferences. Frank has served as the SMPS National Board chapter delegate and national president. He has been recognized as an SMPS Fellow (FSMPS) and is a Certified Professional Services Marketer (CPSM). Now living in Sacramento, California, he works diligently to help up-and-coming marketing and business development professionals reach their full potential.

Kathryn Ness, CPSM – GO Strategies

Kathryn brings an energy and vitality to the team that significantly promotes the mission of “making everything about marketing and business development easier.” With more than 20 years in the A/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. She has held marketing and business development positions at small, medium, and large firms. Kathryn brings a professional, direct communication style that cuts through endless meetings and discussions and keeps teams on-point. Her sense of humor is balanced with a sense of getting-the-job done. She is an excellent listener and provides creative solutions that work, not abstract theory that sits on shelves.

Kathryn has successfully coached dozens of interview teams with public and private sector clients. She understands the trepidation and nervousness that technical professionals go through as they “sell” themselves in this process. Her technique of putting a human element to presentations has put comfort into the uncomfortable for anxious presenters. She has presented at conferences, including ASCE Roads and Streets, ACEC ASHE, SAME SBC, AICAE, and at SMPS PRC and at chapters (Arizona, Oklahoma, Los Angeles, New Mexico, San Francisco, and Sacramento). She served a past chapter president for the Sacramento Chapter, and is currently a committee chair for APWA Sacramento Chapter.

Domains covered

  • Domain 2: Marketing Planning
  • Domain 3: Client and Business Development


$20.00 Member

$45.00 Non-Members

$20.00 SMPS Member outside of OC