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2019 Win More Work Summit

Busy people don’t have time to waste on bad conferences. And let’s face it – you’re busy! Busy designing concepts, visiting project sites, meeting with clients and pushing your firm to the next level.

In alignment with SMPS Connecticut’s mission to advocate for, educate and connect leaders in the building industry, we are pleased to present Win More Work: a one-day summit featuring A/E/C thought leaders delivering critical content to position your firm to #winmorework. Polish your presentation skills, promote the seller-doer culture, master RFQ/RFP response preparation, and engage with a panel of private clients. Conclude the day by networking with attendees and panelists at a cash bar happy hour to enrich your conference experience.

The best part of the Win More Work Summit is that we’re empowering you to design your day and maximize the return on your investment! Select from one of five market sectors for targeted speed networking (aerospace, healthcare, higher education, real estate development, and utilities), and choose between the business development or proposal focused learning tracks.

This high-value conference is applicable to anyone in the A/E/C space. Architects, engineers, landscape architects, environmental scientists, construction managers, owners' representatives, specialty contractors, business developers and marketers – that means YOU. Let your business development strategy take flight in 2020. Sign up today!


Hartford Marriott Downtown
200 Columbus Blvd.
Hartford, CT 06103-2807

Summit Agenda:

Wednesday, October 2, 2019

7:45 AM to 8:30 AM - Registration & Breakfast

8:30 to 8:45 AM - Welcome & Introductions

8:45 AM to 10:00 AM - Speed Networking  Facilitated by The Bolder Company

10:00 AM to 10:05 AM - Break

10:05 AM to 11:30 AM - Keynote: "How to Be a Stunning Presenter Even though You Hate It," Susan Murphy

11:30 AM to 12:50 PM - Networking Lunch

12:50 PM to 1:00 PM - Break

1:00 PM to 2:30 PM - Breakout Sessions

Marketing/Proposal Writing Track: The Unspoken Truth of Proposal Strategy (Matt Handal, Trauner Consulting Services, Inc.)
Seller-Doer/Business Development Track: Driving Seller-Doer Accountability (Greg Brenner, Managing Principal | Managing Director of National Client Services at WB Engineers; Ashley Schmidt, Vice President | Director of Business Development at HKS) 

2:30 PM to 2:45 PM - Break

2:45 PM to 4:00 PM - Diversified Client Panel

4:00 PM to 6:00 PM - Happy Hour Reception

Summit Details:

Speed Networking:

About: When registering, each attendee will select a preferred sector of interest for the networking session. They will then have the opportunity to discuss experiences, challenges, and trends from that sector, along with other industry professionals. Topics include aerospace, healthcare, higher education, real-estate/development, and utilities*.
*Depending on attendance and sector popularity placement in your requested sector group may not be accommodated.

Facilitated by: The Bolder Company

The Bolder Company connects individuals to themselves, to each other, and to the futures of their organizations. With 30+ years of facilitation & coaching experience, they combine fully experiential, improvisation-based learning with grounded, outcomes-focused content to produce deep behavioral change. They are committed to helping people build trust, courage, and levity so that organizations become collaborative, generative environments. Their most popular programs focus on empowering the confidenceclarity, ease, and power of emerging leaders and executives. 


Founding Partners Ellen Feldman Ornato and Jenny Drescher have developed a unique firm with a sole focus on freeing people to live powerfully. They are results driven and bring subject matter expertise in organizational dynamics, effective communication, unconscious bias, personality type, facilitation and presentation skills, and conflict management skills. The Bolder Company is the catalyst for the lasting behavioral change that empowers businesses to thrive.

Keynote Presentation:

Topic: How to be a Stunning Presenter, Even Though You Hate It!
Presenter: Susan Murphy

Susan Murphy has been coaching Presentation and Interview Skills for over twenty-five years. She began her career as a high school teacher in St. Louis, Missouri, her home town.  A chance meeting led to a career in travel, where her last job was Director of Travel Industry Marketing for Club Med.

In 1988, Susan found herself out of work and answered a blind ad in the New York Time. This led to the whole new world of coaching and training.  Susan joined Communispond, the leading international communication skills firm for Fortune 500 firms. Murphy completed the intense and thorough Communispond faculty training and went on to become one of their top teachers and coaches.

A chance encounter with SMPS landed her at a National Conference in Boston. There was no turning back once Susan met the AEC industry and the SMPS membership. Her practice is now dedicated to helping AEC firms hone their communication skills, with an emphasis on interview presentations and coaching.

Susan lives in Beaufort, SC and Bozouls, France and travels to her clients.  When she isn’t coaching and teaching, she can be found reading or hiking with her husband, Ullrich Klamm and her boyfriend, Frankie the rescue mutt.  Neither one of them responds to her coaching.

Breakout Session - Marketing/Proposal Writing Track:

Topic: The Unspoken Truth of Proposal Strategy

How much of a factor is price? What are owners really asking for in the RFP? How do owners review responses to a solicitation? Is best value really best value?
Even though we’ve submitted many proposals, key questions still seem to linger. In The Unspoken Truth of Proposal Strategy, Matt Handal (Publisher of Proposal Development Secrets and The Magic of Winning Proposals) will help you understand what’s really going on behind the curtains of the procurement game.

He’ll explain why we need to think about proposal strategy differently and detail the six strategy elements that need to be considered in every submission. This presentation includes the “million-dollar question” needed to give your firm an unfair advantage and the best value pricing rule to use whether the procurement is price-sensitive or “wired” for you.


Matt Handal
Matt Handal was a marketer submitting boilerplate proposals and materials that were indistinguishable from his competitors'. He had no idea how to convince new clients to buy his firm's services. And worst of all, nobody would listen to him.

One day, he stumbled upon some academic research on how people really make decisions. Since then, he’s helped his firm win large assignments they had little shot at, convinced government clients to give his firm sole source contracts, written one of the most popular books about proposal writing, and people even fly him across the country to teach them how to apply Mind Marketing to their business.

Breakout Session - Seller-Doer/Business Development Track:

Topic: Driving Seller-Doer Accountability

Description: During this session, participants will explore motivational strategies for setting realistic expectations and overcoming obstacles. Our presenters will show us how to turn accountability into positive experiences, so that employees of all levels and responsibilities will contribute to bringing in business. 


Greg Brenner, Managing Principal | Managing Director of National Client Services at WB Engineers 
Greg Brenner has a unique and diverse background within the A/E/C industry, as a former technical leader at both architectural and engineering firms. Now as the Managing Director of National Client Services at WB Engineers+Consultants, he is the embodiment of the seller doer. After graduating from the University of Maryland with a degree in planning, Greg spent the first 17 years of his career practicing architecture. Since joining WB Engineers+Consultants in 2008, he has led a team of engineers developing client relationships, facilitating business development efforts, and promoting the technical expert as an integral part of the BD process.


Ashley Schmidt, Vice President | Director of Business Development at HKS 
Ashley Schmidt, CPSM, serves as Vice President and Director of Business Development for Health in Americas East at the architecture firm, HKS Inc. In this role she develops strategic business plans for the firm and implements client relations strategy for healthcare clients up and down the east coast. In Addition to HKS, Ashley also serves as President and Founder of the national non-profit professional organization, Women In Healthcare, Inc. In this capacity she oversees the startup and growth of chapters of the organization all over the country. Ashley believes in empowering woman and helping them to climb the corporate ladder. Ashley has a certification in Evidence Based Design for Healthcare (EDAC) as well as a CertifiedProfessional Service Marketer (CPSM) certification. Ashley has presented regionally at conferences on topics such as developing a business development strategy, networking and career advancement strategies for women. Ashley was recently published in USA today, Women in Business Issue, regarding “Can Selfishness Break the Glass Ceiling.” Ashley has a BA in Communications and Business from Loyola University in Baltimore and is pursuing her Masters in Healthcare Management at Johns Hopkins Carey School of Business.

Panel Discussion:

Cheryl Cundall - Sr. Director, Environment, Health & Safety, United Technologies

Cheryl Cundall serves as the Senior Director of Environment, Health & Safety at United Technologies Corporation (UTC). Cheryl join UTC in 2001 as Assistant Counsel at UTC's Pratt & Whitney division, providing legal support to the Operations orgainzation. In 2005, she transferred to UTC's Hamilton Sundstrand division, where she first served as the Executive Assistant to the President, and then was named Associate General Counsel. She transitioned to the EH&S organization in 2012.

Prior to joining UTC, Cheryl practiced environmental law at Bond, Schoeneck & King, LLC in Syracuse, NY. Prior to practicing law, she was a Managing Engineer at O'Brien & Gere Engineers, Inc., also in Syracuse, where she oversaw environmental and infrastructure projects for legal departments and law firms. She was also project engineer at O'Brien & Gere prior to and throughout law school.

Cheryl received her bachelor's degree in Chemical Engineering from Cornell University and her J.D. cum laude from Syracuse University. She is admitted to the bar in New York and Connecticut and has been a licensed professional engineer in New York and Florida.

Tim Moore - Director of Development & New Markets, Shelbourne Global Solutions

Tim is currently involved in real estate investments and market intelligence. He has a background in brokerage, analysis, and economic development having worked on a wide range of strategic projects. He is currently Director of Development & New Markets at Shelbourne Global Solutions overseeing the acquisition and re-positioning of over 1mm sq. ft of retail, office and residential space. Preceding Shelbourne, he worked for FBE Limited which owns over 25 million sq. ft of industrial and office properties and over 4,000 residential units throughout the United States. While at FBE he was responsible for operations and marketing for their Connecticut portfolio.

Tim has been a featured contributor in Forbes Magazine on multiple occasions. Through his private company Blue Haus Group, Tim has advised multiple businesses and start-ups on business development and marketing while also working with investors and communities to identify and develop underutilized assets. In his free time, Tim volunteers with UrbanPlan which educates students and elected officials on Urban Development and enjoys spending time with his wife Danielle, his son August and their 2 dogs. 

Larry Rush - Program Operations, Avangrid

Larry Rush works for Avangrid, Inc. subsidiaries United Illuminating, Southern Connecticut Gas, and Connecticut Natural Gas managing the Home Energy Solutions program. The Home Energy Solutions (HES) program is Connecticut’s residential energy efficiency program. The HES program helps our customers reduce their energy consumption costs while providing additional comfort to their homes. Larry is a University of Connecticut graduate and holds multiple Building Performance Institute certificates including Building Analyst Professional, Envelope Professional, and Multifamily Building Analyst Professional.

Larry has worked many avenues of energy efficiency programs for the last 10 years. He started working in energy efficiency for New Opportunities Inc.’s weatherization program which utilized American Recovery and Reinvestment Act dollars in conjunction with utility dollars to help low income clients reduce their energy costs through improvements to their home. From there he went on to work at CMC Energy Services Inc. where he managed their Multifamily Division. This division worked with property managers and owners to improve comfort for their tenants as well as reducing utility costs for owners, property managers, and tenants.

At Avangrid, Larry is responsible for overseeing program operations, managing 40+ vendors, assisting with marketing, presenting, and reporting on program goals and metrics. He works very close with Eversource Energy to make sure that the states programs are in line and offering the same rebates through our statewide brand Energize Connecticut. Recently Larry worked with Marketing to launch the landing page where you can take a brief quiz to rate the efficiency of your home and sign up for program services.

Kirsten Waltz AIA, ACHA, EDAC, LEED AP - Director of Facilities Planning & Design, Baystate Health

Kirsten is the Director of Facilities Planning and Design for the Baystate Health which encompasses over 3 million square feet of inpatient and outpatient facilities across Western Massachusetts. She is experienced in programming, planning, project management, and design of healthcare projects. Kirsten’s interest in healthcare architecture stems from her genuine desire to improve patient, family and staff experiences and better their day-to-day lives. She is especially interested in Evidence Based Design, which uses credible research to inform the design process and achieve the best operational and functional outcomes for each project. Kirsten serves on the Steering Committee for Facilities Guidelines Institute (FGI): Guidelines for Design and Construction 2022 revision cycle. In addition to Kirsten’s work with FGI, she is on the Academy of Architecture for Health Board and is member of the American College of Healthcare Architects.

Janet Wheeler - Manager, Space Planning and Utilization, University of Hartford - Facilities

Janet has 30+ years’ experience in project programming and analysis, interior design and architecture, along with project management. Her background includes experience in education, corporate, healthcare, non-profit, government, military and municipal projects. She has provided services for project development, pre-construction, programming, space planning, interior design, project management, FF&E coordination and move management.

Janet’s position at the University revolves around space planning and the space utilization needs of the institution. Her current focus is on Capital Project Planning and Space Management on three campuses via a newly implemented space management system that captures not only information on how spaces are being occupied but how they are utilized by students, staff, and faculty. The space management system covers use, function of space, technology, FF&E and renovation/finishes information.

Janet’s other functions include working closely with the University’s schools and departments, helping with the planning of large and small projects, furniture, fixtures and equipment, and university standards of interior items.

Moderator: Christopher Cykley, MCPPO - Vice President, CSG

Chris’ 20 year background encompasses engineering, construction and owner’s project management. He received his Bachelor of Science degree in Civil Engineering from the University of Hartford and is an OSHA-Authorized Construction Trainer as well as a Massachusetts Certified Public Purchasing Official (MCPPO). His technical knowledge became further solidified by hands-on, in-the-field knowledge that he developed throughout the course of his career, serving in a range of positions including survey crew chief and designer to construction manager and general contractor. His expertise is particularly concentrated in the educational sector, where he brings a comprehensive understanding of the challenges associated with public school construction to each project that he undertakes. Prior to joining CSG, Chris worked for Meyers Associates, Macchi Engineers, KBE Building Corporation and Capitol Region Education Council (CREC).

Pre-Summit Networking Happy Hour

Staying in Hartford the night before the summit (October 1st), or are you already in the area? Join us for networking and cocktails! Click here for more information.

Thank you to our Sponsors:

Media Sponsor

Partnering Graphics Sponsor

Collaborating Sponsors




Taking Flight Business Class Sponsors:

Taking Flight Economy Sponsors:


Taking Flight Sponsorship Opportunities:

First Class Sponsor - $3,000 - click here to purchase or view more details.

  • Available to 1 firm, first come, first serve
  • Official Door Prize Sponsor
  • Opportunity to introduce the Keynote Speaker, Susan Murphy
  • 5 Free WMW Summit Registrations
  • Logo on giveaway
  • Logo on WMW Summit landing and registration pages
  • Logo on WMW Summit slideshow


Business Class Sponsor - $1,000 - click here to purchase or view more details

  • No limit to number of firms
  • 3 free registrations
  • Logo on WMW Summit landing and registration pages
  • Logo on WMW Summit slideshow
  • Ability to put swag on complimentary, in-flight, entertainment table


Economy Sponsor - $500 - click here to purchase or view more details

  • No limit to number of firms
  • 1 free registration
  • Logo on WMW Summit landing and registration pages
  • Logo on WMW Summit slideshow



Please visit the 2019 SMPS CT WMW Summit Registration page to see pricing and to register. The first 20 people to register will receive free parking!