Business Development Training
Friedman & Partners offers the following business development workshops aimed at principals, project managers and other technical professionals:
“10 Keys to Institutionalizing a Business Development Culture”
Inculcating a strong business development (BD) culture in your firm makes great business sense- it can prove to be an important differentiator and can influence the firm's project delivery, hiring and recruiting, and career development processes. However, how should firm leaders undertake this challenge? Moreover, how can staff contribute to the BD process in a way that's consistent with their BD acumen and interests? Through industry anecdotes and case studies, workshop participants will be able to help shape a BD culture unique to their firm's vision and target markets. In this workshop, we address these topics and others:
- The importance of a strategic plan, as well as a marketing/BD plan
- Strategies for how marketing/BD professionals can enlist the support of their own internal clients
- How to demystify BD and several misperceptions that need to be debunked
- The economics behind inculcating a strong BD culture
- The vital role of training and coaching
- How to carve out contributions for everyone
- Institutionalizing BD into the project delivery process
- Potential organizational impediments to avoid
- Strategies for establishing accountability
- The importance of recognizing and rewarding results
"The Death of the Cold Call: How Technology is Revolutionizing Marketing and Business Development"
In this age of intense competition, firms need to be marketing smarter, not necessarily harder. Numerous tools such as LinkedIn, ZoomInfo, and Constant Contact are changing the way engineering firms network and develop business. This transformation is:
- The psychology of business development
- Enabling a broader cross-section of professionals to participate in a firm’s BD efforts
- Helping firms to become more targeted in their search for clients
- Providing market intelligence that puts firms at a competitive advantage
“The Power of ‘We’: Involving Technical Professionals in Business Development”
One of the biggest challenges that A/E/C firms face is how best to involve PMs and project architects/engineers in business development. The value of doing so is irrefutable. But being successful requires careful thought, planning, and in many cases, training. Through industry anecdotes, lessons learned, case studies, and breakout exercises, the topics we address include:
- The psychology of business development
- Avenues for getting technical staff involved in marketing/business development
- How to incorporate marketing/business development into day-to-day project management
- Specific strategies and tools for lead identification and conversion
“Maximizing Your Business Development Return-on-Investment”
Many A/E/C and environmental consulting firm professionals are overwhelmed at the thought of having to conduct business development on top of project responsibilities, staff mentoring and other key functions. In this interactive workshop, participants will learn which business development strategies and tactics yield the biggest “bang for the buck” so that the time one invests in business development will have the biggest payoff. Through industry anecdotes, lessons learned, case studies, and breakout exercises, we address these topics and others:
- The distinction between marketing and business development and how they work in synergy
- How to strengthen relationships with existing clients and how to probe for unmet needs
- How PMs can use market research to become more effective at business development
- Strategies for closing the sale
- Strategies for maximizing one’s efficiency when conducting business development
Following the delivery of these workshops, we are often asked to provide targeted business development coaching and consulting to a select group of workshop participants.
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