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While we as engineers, architects, or contractors like to think we know why a client did not select our team, we simply cannot know all the elements that determine a client’s decision. It is important to have a conversation with the client after a proposal submittal (win or loss) to gauge the client’s assessments of the proposal which allows us to understand which components may need further prioritization. The debrief process can serve as a guide for how you might best structure proposals or presentations for your team and what issues are important (and actionable) for your team. This session also includes the specifics of a successful client debrief meeting so you and your clients can reap the benefits of this valuable tool.

May 4, 2021 12:00 PM in Eastern Time (US and Canada)

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Joy Guinn, FSMPS, CPSM
Principal/Partner @Guinn Consulting Engineers
With nearly 25 years of marketing and business development experience in the A/E/C industry, Joy Guinn, FSMPS, CPSM has worked with in-house teams of seller-doers to develop strategies to win work with new or existing clients. She is a management, marketing and communications professional with the strong ability to conceptualize and implement strategic ideas and solutions through the entire pursuit process from client prioritization to interview preparation. Joy mentors and coaches multi-disciplined technical teams to create and execute client capture plans to pre-position for qualified opportunities. In addition, her skills include writing, designing, and producing documents that highlight key messages and themes. Joy has also led and actively participated in strategic planning, capture planning, and internal staff training for entities ranging in size from 10 to more than 14,000.