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Apprentice Training I MODULE
The apprentice module for BD is designed for principals who want to introduce their firms next generation of leaders to the fundamentals of business development.
Uniquely our model teaches future seller-doers the basics of BD using your firms BD plan as the example.
They will learn the basics of client development, networking, sales cycle, lead generation, and the role of marketing, as it relates to your firms strategic plan and vision for growth. Then they will develop and implement their own specific-and-measurable plan for engaging current and potential clients.
Deliverables Include
6 DOMAINS OF PRACTICE
Review the Six Domains of Practice as created by SMPS for the A/E/C industry. 1) Marketing Research. 2) Marketing Planning. 3) Client Development.
4) Proposals. 5) Promotions.
6) Management.
BD SALES CYCLE
Outline of the typical sales cycle from lead discovery, first client contact, to project award. We will use your firms historical examples of project pursuits to examine the process, and learn about both win’s and losses.
STRATEGIES AND TACTICS
Using your firms BD plan they will develop and implement their own specific-and-measurable action steps for principal identified target clients.