Chief and Senior Executive Networks

A&E Firm Senior Business Development Executives Group (5EXMBD) - St. Louis - 2018

October 04 - October 05, 2018
St. Louis, MO


(click the link above for a printable PDF document)

Thursday, October 4th, 2018

8:00 – 10:00 a.m.
CEN Executive Briefing: Mary Kelly, President, Productive Leaders

Money Talk in the New Economy
Leaders need to know what the economy is doing and how the economy impacts their business. In this informative and engaging program, Mary gives leaders what they need to know to make the right leadership and business decisions to improve productivity and profit growth.

10:00 – 11:30 a.m.
CEN Executive Briefing: June Jewell, President & CEO, AEC Business Solutions

Getting Your Employees to Think (and act) Like Owners
How can you get your employees and project leaders to be accountable for financial results and firm success? Those firms that can teach their staff to think like owners have a clear competitive advantage and higher performance rates. We will look at how firm culture determines whether there is an entrepreneurial focus on the part of project managers and technical staff, and how to transform your teams' mindset and behavior.

11:45 – 1:00 p.m.
Networking Lunch

1:00 – 4:30 p.m.
CEN Roundtable Discussions (members vote on which topics they would like to discuss):

Unique Compensation Methods – “Golden Handcuffs” on Future Leaders of the Company
  • Best Practices Discussion: Cash (Salary/Bonus) Short Term Incentives vs. Long Term Incentives (Equity, etc.) with respect to retaining key talent.
  • What are the various tools in the compensation toolbox that I should be aware of out in the market?
  • At many organizations it appears that all of the leadership positions are already filled and will be for some time – how can we change the future leader’s view to assure them that they are being groomed & considered for these leadership roles?
  • Higher compensation doesn’t always lead to increased engagement and motivation. How can we keep future leaders motivated?

Marketing Analytics & Brand Strategy
  • What metrics are you measuring and where are you getting this information? What’s working and what’s not?
  • How do you measure the strength of your brand in a given market?
  • What metrics can you track or implement to measure the success of brand strategy initiatives?
  • What are you doing to ensure company wide by-in in your brand strategy?

Business Development & Sales Incentive Programs
  • What are the ways you reward and incentive BD individuals at your firm?
  • How can we be sure we’re incentivizing the “right” behavior and not creating internal competition and conflict?
  • How can we begin to reward & incentivize softer goals like increasing client engagement and satisfaction when the focus has always been on ‘harder’ quantifiable measurements like revenue & profit?

Retaining Core Culture While Growing Strategically
  • How can you ensure that your culture remains intact and strong amidst rapid expansion and geographic separation of teams and offices? What management structures need to be in place?
  • What are some “must haves” and best practices when creating an A+ onboarding process?
  • What do you see as the biggest challenge in managing growth & culture?
  • What have others done to integrate new people into the culture and company decision making frameworks?

Best Practices to Win Projects Over Larger & More Experienced Competition
  • How can you team with larger national based firms to help you win projects over larger & more experienced competition?
  • What can we do to battle the market perception of architecture as a commodity -and thus the contract should be awarded by lowest price?
  • How can we convey our true value to the client/project when folks think we are too small and too expensive?

4:30 – 5:45 p.m.
CEN Ex-Officio Board Session© - In this session, each member is allowed to describe one key issue in which they would like input/advice from the group.

6:00 – 8:00 p.m.
Networking Reception/Dinner

Friday, October 5th, 2018

7:15 – 7:40 a.m.
Working Breakfast

7:40 – 10:45 a.m.
CEN Ex-Officio Board Session© - Continued

10:45 – 11:00 a.m.
Meeting Best Practices Report
In this brief wrap up session each member will summarize their key takeaways from the meeting as a whole.

11:00 a.m.

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      A&E Firm Senior Business Development Executives Group (5EXMBD) - St. Louis - 2018
    • "This has been my second experience with CEN Conferences. The organization and timeliness is by far the best I've ever experienced. Kudos! Keep it up!"
    • -Guy Kreps
      Simplex Grinnell (Tyco International)