Prime or Sub - Writing the Rules to be the Best Teaming Partner EVER!


Today, teaming is critical. When it works, clients see the magic when proposals and projects come together in a winning combination. Too often, there is a disconnect between prime and sub. It starts with early positioning communication, gets bumpy in the proposal phase, is visible in the interview, and project delivery is a catastrophe.

Working from primary research, professional marketers were asked about what works -- and what doesn't -- for teaming. The survey puts forward draft "rules" for teaming, setting the stage for the event. During the session, a panel of prime consultant marketers and subconsultant marketers walk through the survey and, together with the audience, writes the rules! Draft rules are created LIVE and emailed at the close of the session. Facilitated by Frank Lippert and Donna Corlew, this session promises intense audience participation. Ultimately, we'll define best teaming practices participants can start using now.

Attendees will learn

  • Real world examples of how to be a good teaming partner, and how NOT to be a good teaming partner.
  • Primary research to take back to the office to help reinforce the message for teaming success.
  • Communication techniques and relationship building techniques that make teaming easier.
  • A starting point for "rules" of your own for teaming.

About your speakers

Donna Corlew, FSMPS, CPSM

A native Tennessean, Donna’s roots run deep in Southern hospitality, a culture of giving, and an abiding love of SEC sports and Nashville Predators hockey. Driven by a passion for coaching and helping others identify and maximize their unique talents and expertise, she works with AEC firms across the US -- small, medium, and large -- to facilitate strategic vision and market research, build connections and chemistry with clients and targets, and coach seller/doers and marketing/business development teams. Her clients benefit from a robust network developed over three decades in every geographic market and service needed to effectively grow their business.

Donna achieved the designation of Certified Professional Services Marketer (CPSM) through the Society for Marketing Professional Services (SMPS) in 1993 and elevated to the status of Fellow of the Society in 2004. Active in SMPS since 1987 on local and national levels, Donna served as Society President in 2007-2008.

Frank Lippert, FSMPS, CPSM

Frank provides strategic pursuit planning, strategic market capture planning, and the functional seller/doer training to clients throughout the US. Frank is all about helping teams work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy and marketing efforts on track. A good strategy and a focused approach to winning work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Good, healthy, well-thought-out marketing practices lead to better team engagement, long-term marketing staff happiness, and more wins.

Frank has worked at small, medium, large, and mega-sized engineering companies in his 30 years in the A/E/C industry. He speaks regularly at SMPS, ACEC, WTS, APWA, and SAME conferences. Frank has served as the SMPS Society chapter delegate and Society president. He has been recognized as an SMPS Fellow (FSMPS) and is a Certified Professional Services Marketer (CPSM). Now living in Sacramento, California, he works diligently to help marketing and business development professionals reach their full potential.