Do They Deserve to Work with You? Attract the Right Clients

presented by Dawn Wagenaar and Virginia McCoy (Ingenuity Marketing Group LLC) Before pursuing a sale, the question isn’t always raised - “Is this our best client?” An account-based focus (rather than an industry focus) proactively courts a particular prospect based on mutual business models, values and goals. There are actually six questions firm leaders should ask to qualify an opportunity — making sure it’s worth their time and truly attracts the best opportunities long term. Learn how to choose clients who at best fit your firm and, at worst, don’t become a nightmare with time and resources. Takeaways - Attendees will: Change your mindset from industry-focused to account-focused lead generation Develop a detailed persona of an ideal target prospect Employ six questions in the qualification process prior to pursuing any RFP or RFI or RFQ or any other acronym prospective clients come up with next About the Speakers
Dawn_Wagenaar-6-WebDawn Wagenaar is the principal of Ingenuity Marketing Group, LLC, in St. Paul. She holds a master’s degree in educational leadership from the University of St. Thomas. She is a former in-house marketing director and the founder of several networking groups. Dawn helps A/E/C firms compete by building sales strategies, improving marketing results and developing the next generation of leaders. She has spoken previously to industry associations including the Society for Marketing Professional Services (SMPS) and the Minnesota Construction Association.
Virginia_McCoy_0007Virginia McCoy is a communications consultant with Ingenuity Marketing Group, LLC, in St. Paul and she holds a B.A. in Corporate Communications. A former in-house marketer for a mid-size architecture firm, Virginia focuses on branded key themes and public relations that help engineers gain competitive visibility and improve their win rates. She also works frequently with clients on social media, search engine optimization (SEO) and web analytics, including writing blogs and social media posts that engage more users. She has spoken to the American Council of Engineering Companies (ACEC) and is an active member of SMPS-Twin Cities.

Drones for the Construction Professional: Your Eye in the Sky

Over the past couple years, drones have captured the imagination of the world. The hope of delivering an Amazon package is great, ­but how can we leverage drone usage in the construction industry? Westwood will be presenting numerous real-world examples of how drones -- and their valuable imagery data – have become an important tool in Westwood’s day-to-day business and in helping our clients be successful. We’ll review the following:

Explore the wide variety of potential drone (UAS) products, beyond a simple photograph or video.

An overview of the current legal and regulatory environment.

Discover real-life examples of how drone data is being used in the engineering and land surveying process, on new and existing projects.

Supplement a construction site webcam by keeping stakeholders up-to-date on project status and providing a new perspective.

Determine earthwork volumes and quantities in a fraction of the time compared to conventional surveying techniques.

Is a DIY approach OK, or should you call a professional instead?

In this session, we will discuss drone basics and overview the current state of the industry. With your own “eye in the sky”, you can easily see your construction site from a whole different perspective!

About Chad: Bio: Chad Grismer, PE is a senior project engineer at Westwood Professional Services, working on a variety of projects in the land development and power industry throughout the US. He specializes in developing innovative solutions to incorporate and mobile GIS technology and datasets into the engineering design process. Over the past several years, he has been particularly interested in unmanned aerial systems (drones) and has taken a hands-on approach to researching and implementing UAS use at Westwood. Chad has been with Westwood for 13 years and has been involved on projects in over 30 states.

2017 MCA Scholarship Golf Tournament

Schedule: 11:00 AM - 12:30 PM: Registration, Box Lunch, Complimentary Practice Range 12:30 PM: Announcements, Shotgun Start, Best-shot Scramble format 5:30 PM: Golfers Finish Round, Golfers Turn in Scorecards, Networking, Complimentary Happy Hour 6:00 PM: Networking, Steak/Chicken Dinner, Awards Ceremony Where: Deer Run Golf Club 8661 Deer Run Drive Victoria, MN 55386 Visit for additional information!

Construction Litigation – Lessons from the Trenches

This session will consist of a panel of three construction litigation attorneys presenting updates on recent changes in the law that will affect construction in Minnesota. They will present case studies from real world experience with time for questions at the end of the session. Speakers: David Hammargren (Larkin Hoffman) Patrick Lee-O'Halloran (Thompson Tarasek Lee-O'Halloran PLLC) Jonathon M. Zentner (Arthur Chapman Kettering Smetak & Pikala, P.A.) Moderator: Paul Almen (Ryan Companies US, Inc.) Thank you to our Generous Breakfast Program Sponsors: Arthur Chapman Kettering Smetak & Pikala, P.A. Larkin Hoffman Thompson Tarasek Lee-O'Halloran PLLC

Happy Hour. Networking. Mini-Golf.

Join us from 4:30pm-7:30pm on Thursday May 4th at Can Can Wonderland (CCW), an indoor mini-golf featuring 18-holes of artist designed awesomeness! CCW also features a creative and whimsical bar and restaurant menu created by expert mixologists and inspired chefs! Registration is $35 for MCA Members and $45 for non-members Included in your registration is an optional round of golf (tee time is 5:45pm), 2 drink tickets & appetizers Additional beverages and food may be purchased from the bar. This funky space is limited to the first 50 RSVPs – so register now! Can Can Wonderland 755 Prior Ave N, Suite #004 Saint Paul, MN, 55104, United States Parking: There are three parking lots available: one is the smokestack parking lot, the second is the underground parking lot which is ADA accessible and can be accessed through the smokestack parking lot, and the third is the lot just north of the building.

4th Annual MCA Leadership Academy and 2nd Annual Construct*ium Pentathlon

Join fellow MCA members at the US Bank Stadium on Friday, April 21st for the 4th Annual Leadership Academy. This event will be held in conjunction with the Construct*ium 2nd Annual Pentathlon (visit for details on the event competitions and registration for students and faculty). MCA has two top-notch speakers lined up for this event (see below for session descriptions):
  • Dean Hyers with SagePresence will speak on Winning Presence for Business Development: Making the Most of Every Opportunity
  • Liz Weatherhead will speak on Four Easy Steps to Conflict Resolution
The event will close with a networking lunch for both industry professionals and students, followed by a panel presentation with industry experts (more information will be available soon). Following the panel presentation, attendees will have the option to tour the stadium!

Registration Fees:

MCA Member: $100 if you register by Tuesday, April 18; $125 for onsite registration Non-Member: $135 if you register by Tuesday, April 18; $160 for onsite registration

Session Descriptions:

Winning Presence for Business Development: Making the Most of Every Opportunity Dean Hyers (SagePresence) We all experience them – those “in the spotlight” moments where success or failure seems to be riding entirely on what we say and do right now. We might be networking to meet prospects, leading business development conversations to learn about future opportunities, or presenting inside of new business interviews. Or, we might be looking to convince our team to step up their business development game. We feel the pressure of these moments, and don't know how to consistently handle them with confidence and effectiveness. In this game-changing Q&A session, Dean Hyers and Pete Machalek of SagePresence address this challenge from their unique vantage as filmmakers who specialize in helping professionals deliver optimal performance in high-pressure scenarios. Come prepared to talk about the business development situations you deal with the most and have the most questions about. Dean and Pete will take your questions and respond to them in the moment, providing nuggets of value that you can immediately implement and benefit from. You will walk away from this session with a new understanding of how you can consistently pilot the moments that historically have challenged you the most, to produce the results you are looking to generate with anyone you are speaking to. Four Easy Steps to Conflict Resolution Liz Weatherhead In this power-packed workshop, you will leave with a simple four-part tool in your back pocket to resolve those difficult conversations with clients, team members and supervisors. There are four basic questions that must be answered for situations to be concluded to the satisfaction of all parties and to move the issue forward. This tool is versatile enough for a two-minute conversation or a twenty-minute dispute. Leave this workshop ready to tackle your next dialog.

Happy Hour! A Community Spirits Fundraiser for Minnesota Construction Association

Join MCA on Thursday, March 9 from 4:00 pm - 7:00 pm at Wander North Distillery for a free networking event. Wander North Distillery will donate $1 of each beverage purchased back to the MCA! This is a free event.  If you RSVP for the event by Monday, March 6, you will be entered into a drawing for a $25 Visa gift card (there will be two drawings, one at 5 pm and one at 6pm; must be present to win).  You may RSVP by emailing

Downtown East Mixed-Use Development – Choice Award Recipient Program & Tour

The MCA Choice Award is given each year to a project that has been completed as a result of resourceful blending of construction techniques and professionals. On January 25, 2017, Ryan Companies was recognized as the 2017 MCA Choice Award Recipient for the Downtown East project. On February 22, 2017, MCA Members and guests are invited to join us for a tour by members of the project team, followed by networking at McKinney Roe. If you can’t make the program, please still join us for the networking afterwards (if you are attending just the networking, no registration is required). Ryan developed the five-block $400 million mixed-use project on 12.5 acres near the newly constructed US Bank Stadium in downtown Minneapolis. The project is comprised of multiple buildings and property improvements that are helping rejuvenate the downtown area. The mixed-use development includes two 17-story office towers owned by Wells Fargo, the four-story multi-tenant Millwright Building, the Block One office building, a multi-family residential complex named EDITION, and the Radisson Red hotel which contains 164 units. The project expands the downtown community with four sky bridges and internal skyways and a six-level parking ramp, owned by the Minnesota Sports Facilities Authority, containing 1,610 parking spaces, 26,000 SF of retail space and a 4.2 acre urban park named The Commons. This event is complimentary for 2017 Awards Gala Attendees (registration is required) and costs $15 for all other individuals.