Prospecting for New Business

  • You must enroll in this course to access course content.
See pricing


Whether you own your own business, or you are in sales, going after new business is one of the most critical tasks. However, prospecting is often the most poorly executed task, if it’s executed at all. This class will discuss the process for qualifying new client opportunities, going after them and getting in the door.

Learning Outcomes

  • Identify sources for new leads in the event industry.
  • Learn how to develop your elevator pitch: where most people get it wrong, and how you can get it right.
  • Learn how to get a meeting.
  • Learn strategies to ensure you make time to prospect.

Course Information

Estimated Time: 50 mins

CMP Credit Hours:

Course Domains:

Speaker: Howard Givner Headshot

Howard Givner

With over 20 years of industry experience, Howard is a widely recognized expert and innovator in the field of special events, meetings, and small business growth strategy. Howard is currently serving as SVP of Knowledge & Innovation with PCMA.

Prior to joining PCMA, Howard was the Founder & CEO of the Event Leadership Institute, a leading provider of best-in-class training and education for the events industry through online, on-demand video professional development classes, interviews with industry leaders, white papers, webinars, and live events. In addition, Howard also was the CEO and Founder of Paint The Town Red, Inc., and the former CEO of North America for Global Events Group, the 13th largest event agency in the world, which acquired Paint The Town Red in 2008. During his tenure, the company won over 30 industry awards. He is a Past President of the ILEA (International Live Events Associate) NY Metro Chapter; has served on the board of directors of MPI (Meeting Professionals International) Greater NY Chapter as VP of Education; has served on the Advisory Board of Special Events Magazine; been a judge of the Gala Awards & HSMAI’s Adrian Awards.

He is a frequent speaker at industry conferences on a wide range of topics. He has been profiled in The New York Times, The Wall Street Journal, CNBC, National Public Radio, ABC News, The Apprentice, and USA Today, in addition to numerous trade media.

View Instructor’s Profile