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Sessions for Small Firms | Effective Sales Planning for Doer-Sellers

This is the final course in our 2019 Sessions for Small Firms.

In professional services firms, skilled practitioners like architects, engineers, and other consultants are often responsible for finding and winning new work. These busy Doer-Sellers must balance doing the work and winning the work as they deliver on their current contractual commitments and build long-term client relationships. How can Doer-Sellers prepare for important, high-stakes conversations and meetings with prospective clients? What planning can help Doer-Sellers gain a competitive advantage when pursuing a new business opportunity? How can your firm shift from a “vendor mindset” to become a trusted advisor to your long-term clients? This interactive workshop is designed to give busy Doer-Sellers the planning concepts and tools they need to be successful “part-time salespeople”.

Intended Audience: Those interested in effectively acquiring new clients and strengthening already existing client relationships. Professionals from any sized firm will find the content applicable.


Prices increase 15% after the early bird deadline on Dec 6, 2019.

Includes 4 LU, breakfast, coffee + light refreshments

$131 – AIA Members + Government Employees
$81 – Associate Members
$230 – Non-Members
$30 – Students + Scholarships

Click here to register

Registration Deadline: Monday, December 16 @ 12pm 


  1. Understand the importance of, and the frameworks for, various types of sales planning.
  2. Develop specific questions to help gain a better understanding of client needs.
  3. Be more effective and efficient with valuable non-billable time by using the tools and frameworks presented in this session.
  4. Increase the ability to find, win, and keep clients through call, opportunity, and account planning.


Tuesday, December 17, 2019 | 8:00am – 12:30pm
Pacific Tower, Suite 110 | 1200 12th Ave. S., Seattle, WA 98144

  • 8:00 AM Registration with coffee + light breakfast
  • 8:30 AM Program begins
  • 12:30 PM Program ends

For parking and transit information, and directions to Pacific Tower, click here.


Mark Wainwright is the Owner and Principal of Wainwright Insight, an independent sales consulting firm focused on the professional services industry. Mark’s work addresses a specific need—to improve the sales acumen of busy Doer-Sellers through 1-on-1 sales coaching and part-time, or fractional, sales management. Mark has 25 years of sales and marketing experience, the majority spent finding and winning work with architecture, management consulting, and other professional services firms.

All speakers subject to change.

Registration or Credit Questions?
Contact Zoe Guckenheimer, Program & Project Coordinator at AIA Seattle

Program Questions?
Contact Cassie Blair, Professional Programs Manager at AIA Seattle

Sponsorship Questions?
Contact Kimber Leblicq, Managing Director at AIA Seattle


December 17, 2019
8:00 am - 12:30 pm
Event Price
$30 - $230
Class Credit
4 LU


AIA Seattle
(206) 448-4938


Pacific Tower
1200 12th Ave S
Seattle, WA 98144 United States
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