Differentiating Yourself from the Rest of the Engineering Stiffs


Presentation Date:
Thursday, October 18, 2012

Exam for Continuing Education Units

1 AIA CES accredited LU available for attendees

You must get 8 of 10 questions correct to pass the exam. You may retake the exam if necessary. You will be notified whether you passed or failed automatically after taking the exam. Upon passing the exam, you will be able to download the completion certificate immediately.


Exam

Full Name *

Street Address *

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Email Address *

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Company/Organization Name *

AIA Registration Number (optional)


Question 1 *

Where does business development primarily start?

With the manager/principal and company culture
With current clients/contracted parties
With marketing and public relations
With Web searches

Question 2 *

Conferences and trade shows have many business development opportunities. Select the answer where all three options are correct and pro-active, according to the presenter:

Speaking engagements/conference presentation, meeting business prospects in food line, host a private event with end-users
Speaking engagements/conference presentation, obtain pre-registration list prior to conference, host a private event with end-users
Speaking engagements/conference presentation, obtain pre-registration list prior to conference, visit every booth and meet vendors/manufacturers
Speaking engagements/conference presentation, host a private event with end-users, visit every booth and meet vendors/manufacturers

Question 3 *

True or False: When hosting lunch educational opportunities, it’s best to meet with the younger or less experienced clients (architects or end-users) so that you can draw them into your firm and its opportunities early in their career.

True
False

Question 4 *

Internal resources to network and building new business relationships include:

Business development associates
Subordinates, partners, and C-level colleagues
Samples of current and past work
All of the above

Question 5 *

External resources to network and building new business relationships include:

Social networking and lead-sharing groups
Social networking and Google searches
Lead-sharing groups and Google searches
None of the above

Question 6 *

True or False: After a successful project meeting at a client’s office, you should quickly return to the office to deliver your next project deadline.

True
False

Question 7 *

Steps to expand your firm’s reach with a current client should include:

Find geographic synergy between organizations
Learn about client’s market sectors
Meet principals in charge of market sectors
All of the above

Question 8 *

True or False: When expanding your firm’s reach to new locations, it’s best to first start with local representatives or business development associates at your firm.

True
False

Question 9 *

An important goal in consideration of penetrating a market of opportunity include:

Paint the target
Identify key points of contact
Increase exposure within the industry
All of the above

Question 10 *

True or False: In developing your personal business development plan, you are in best position to succeed and can begin implementation once you identify your goals.

True
False

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