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Education
BREAKOUT | TUESDAY, 1:30 - 2:30 PM PDT
From Talent to Rainmaker: Scaling Business Development
This session examines how AEC firms can intentionally develop rainmakers by equipping technical professionals with the skills and confidence needed to support business development. Designed for marketing and business development leaders, the session explores how to foster a culture where relationship-building is shared across the organization rather than limited to a few individuals. Attendees will gain practical strategies for breaking down internal barriers, coaching technical staff, and implementing repeatable tools that support trust-building and outreach at every level. Participants will leave with a clear framework for enabling relationship-driven growth and positioning their firms for sustained business development success.
Learner outcomes
- Recognize rainmaker traits within technical staff and assess business development potential beyond traditional roles.
- Apply a repeatable framework to coach, enable, and integrate business development behaviors across teams and project workflows.
- Develop strategies to reduce cultural and operational barriers to business development and build a firm-wide rainmaker culture that supports sustainable growth.