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ON THE MOVE DEWBERRY PROMOTES JENNIFER BETANCOURT AND JONATHAN TALLMAN IN ILLINOIS Dewberry , a privately held professional services firm, has announced the promotion two professionals in its Elmhurst, Illinois, office. Jennifer Betancourt, AIA, LEED AP BD+C, GGP, and Jonathan Tallman, AIA, GGP, GPCP, have been promoted to senior associate in the firm’s architecture practice. Betancourt is a project manager and the firm’s corporate sustainability leader with more than 18 years of experience. She works on a variety of project types, including higher education, libraries, civic, public safety, commercial, institutional, and government sector projects. Betancourt has a broad skillset focusing on sustainability and ranging from programming and design work to project management and construction administration. She earned her bachelor’s degree in architecture from the University of Arizona. Betancourt is a registered architect in Colorado, Illinois, and Michigan. She is also a registered interior designer in Illinois, a green globes professional, and a LEED accredited professional with specialization in building design and construction. Betancourt is a member of the American Institute of Architects (AIA), Green Building Initiative, National Council of Architectural Registration Boards, and the U.S. Green Building Council. Tallman is an architecture market segment

leader and has more than 16 years of experience. His expertise includes planning, space needs analysis, conceptual design, design development, construction documents, and construction administration phase work for public safety facilities, including fire stations, police departments, and city/ village halls. Tallman is a contributing member of the International Association of Chiefs of Police through teaching bi-annually at training seminars and authoring sections of the updated IACP Police Facilities Planning Guidelines and the Training Guidelines, which will be released in 2021. Tallman earned his bachelor’s degree in architecture from the University of Kansas and is a registered architect in Florida, Illinois, and Ohio. He is a guiding principles compliance professional and a member of AIA, Association of Licensed Architects, GBI, International Living Future Institute, Kane County Fire Chiefs Association, and NCARB. Dewberry is a leading, market-facing firm with a proven history of providing professional services to a wide variety of public- and private-sector clients. Recognized for combining unsurpassed commitment to client service with deep subject matter expertise, Dewberry is dedicated to solving clients’ most complex challenges and transforming their communities. Established in 1956, Dewberry is headquartered in Fairfax, Virginia, with more than 50 locations and more than 2,000 professionals nationwide.

This webinar was specifically developed to help design and technical professionals in archi- tecture, engineering, planning, and environmental firms become more comfortable managing cli- ents and promoting the firm and its services. Led by two retired and current CEOs with extensive experience from the design desk to the board room, this one-of-a- kind webinar presents business development techniques proven to drive real growth and value in your AEC firm. Elevating Doer- Sellers Virtual Seminar 6 PDH/LU



LINDSAY YOUNG, from page 1

❚ ❚ Ask the right questions. Even with almost everything going virtual now, it can be difficult to connect virtually with people if you’ve never met them before. Asking the right questions is key to getting your prospect and customer engaged. These days, people appreciate being asked “How’s it going?” or “What are you currently being challenged with?” or “How can I help?” The importance of empathy hasn’t gone away (in fact, it’s more important than ever), so we still must be genuine in the way we seek information. That’s why it’s good to ask people about things outside the workplace too – it helps build that relationship. Make sure to ask open-ended questions, too, so the other person doesn’t feel like you’re interrogating them. ❚ ❚ Virtual selling. Virtual selling is the presentation or interview you are conducting for an existing client or prospect. This can be challenging when trying to communicate over a computer screen. Your energy level must be 20 percent higher when you are presenting virtually compared to in person. But in many ways, presenting now is no different than before. Be prepared and practice your presentation. Know what the client’s hot buttons are and address them. Make sure they can see and hear what you are saying. Your presentation visuals should be strong and support your message. Set the expectation for everyone to have their camera turned on during the presentation, so you are able to receive some visual cues. This will be very helpful in reading your audience. As always, be genuine and engaged. Virtual business development and selling is going to continue to evolve over the next 12 months. As marketers and business developers, this is our opportunity to be creative and bring in new ideas for our firms to get work. I’d love to hear what your firm is doing when it comes to business development and selling. LINDSAY YOUNG is president and founder of nu marketing. She can be reached at lindsay@

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