Get a Leg Up Before the RFP Hits the Streets

March 27, 2019
12:00 PM - 2:00 PM

Goodwin College, River Room
One Riverside Drive
East Hartford, CT


We all know the hard work starts way before the RFP hits. Join Kathy Nanowski as she showcases the sales funnel concept as a tool to prioritize and preposition your firm for future work. Besides a mind-blowing approach to the project, relationships are a critical factor to increasing your chances of winning. She will go over a capture plan, which is a key component in one of the sales stages critical to creating a winning strategy.

You can’t change what you don’t measure, so Kathy will review key metrics firms should measure to track their progress. The sales funnel is just one sale metric, we should also monitor net & gross sales, bookings, hit rates and labor & expenses. Kathy will provide ways you can create targets based on operational data, because numbers don’t lie.

Event Details:
Wednesday, March 27, 2019*
   12:00pm – 12:30pm   Registration & Lunch
   12:30pm – 2:00pm     Program

* Snow date is Wednesday, April 3, 2019.

River Room at Goodwin College (room location map attached)
One Riverside Drive*
East Hartford, CT

* GPS location: 211 Riverside Drive

Free on-site parking is available.


Please register by March 22, 2019.

SMPS CT Members: $65 
Non-Members: $85
Past SMPS CT President (Member): $35
Past SMPS CT President (Non-Member): $65

Please note:
Late registrations and walk-ins will be charged an additional $10.

Cancellations must be made 48 hours in advance to receive a refund.

No shows are responsible for payment in full.

Continuing Education Units (CEUs): 
This program is eligible for 1.5 SMPS CEU credits in Domain 6.


About the Speaker: 

Kathy Nanowski, CPSM
Vice President & Director of Marketing  ι  Fuss & O'Neill

Kathy Nanowski Photo

Kathy is an Vice President & Director of Marketing with Fuss & O’Neill who coaches managers and principals on relationship based selling, project positioning, and winning new business. She has 18 years of marketing and business development experience in the A/E/C industry. Whether assessing a company’s CRM system or linking sales metrics to client behavior, she continually asks the question: “What is best for the client?”

Kathy is also a contributing author of the SMPSMarketer magazine and Professional Services Marketing Journal (PSMJ). She is also a Past President of the Connecticut chapter of the Society for Marketing Professional Services (SMPS).


$250.00 March 2019 Door Prize Sponsor