Michael Nemeth

posted Nov 5, 2013, 10:41 AM by ASHRAE Saskatoon
Presentation – Business Development for Professionals
Presenter: Ralph Kison, Growth Through Learning Inc., Richmond, BC
Date: Tuesday, November 12th, 2013

Most engineers excel in the technical aspects of designing and developing solutions but are often not comfortable, or are even ill equipped, to effectively and persuasively address issues relating to: uncovering new work, gaining commitment; presenting their brand and value proposition; networking and other business and relationship building activities.

Successful business developers know that when building a relationship with a new client, or going deeper within an existing organization, it is essential to assemble a diverse group of contacts. Having an established network of trusted advisors or advocates can accelerate your success and improve your effectiveness by increasing the value of your products, solutions or services. The down side of an established network can be their personal or professional biases, position, and ability to access critical information, or political forces or hierarchies that may place them outside the power circle.

The presentation will review key aspects of the business development process for selling professional services, including creating and confirming understanding and trust, securing commitment and work, and strategies for long term success through strong relationships.

More information on Ralph’s topics can be found at http://www.kison.com/category/business-development-and-sales/.

Ralph Kison, President of Kison Inc., Professional Development Specialists and Growth Through Learning Inc., an online business development / sales training company, works with organizations across North America in business-to-business and professional services environments.

Ralph assists organizations focusing on employee and organizational development in the areas of: Training and Development, Leadership and Management Coaching, Succession Planning, and Facilitating Planning and Partnering Sessions.

He brings passion, commitment and experience to each project. He leads and directs organizations and their employees to achieve their full potential by acquiring skills and applying proven business development processes and techniques.

Ralph’s career spans over 25 years in sales, online learning, management and consulting with extensive experience in the engineering, architectural, construction, distribution and insurance industries. Ralph has taught professional sales courses at the British Columbia Institute of Technology (BCIT) and the VANSEC I program for Sales and Marketing Executives International of Vancouver (SMEI).

In 2010 Ralph launched myKISON, an online learning site to offer the Sales Diamond™ selling program to clients and individuals committed to professional development.

Ralph is a graduate of the University of British Columbia Marketing and Sales Management Program. He is a Certified Marketing Executive (CME) and Certified Sales Executive (CSE).

Ralph is a member and past President (1993 - 1994) of SMEI Vancouver, member and past President (2003 – 2005) of the Canadian Society for Marketing Professional Services (CSMPS) and a member of ASHRAE.