The Evolution
The A/E/C industry has experienced a significant shift in the way firms approach business development. One of the primary drivers is that clients prefer to meet with those who are actually involved in the design or construction of a project rather than a pure business development professional. To remain competitive firms are moving from staffing direct BD/sale persons, to engaging senior leadership and project professionals in the BD process. As a result the need for equipping them with the skills to carry out BD efforts is greater than ever before.
The Need For Training / Coaching
As indicated by the Zweig Groups 2017 Survey, A/E/C/ firms have decreased marketing/BD's role while significantly increasing BD responsibilities for principals, department managers, and project managers.
In order to engage clients and increase revenue in this new business environment, principals need to equip themselves and their project professionals with:
Training/coaching
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Client engagement
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Presentation skills
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Networking
Process that drives firm-wide BD efforts:
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Strategic planning for BD
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Client/Project pursuit tracking
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Specific and measurable client action plans
Means/Methods to integrate BD efforts with business operations:
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Fee projections
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Staff resource planning
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Budget/cost requirements & tracking
Learn how Fusion BD can help you lead your firms BD efforts and achieve your vision for growth.
According to a recent survey conducted by SMPS (Society for Marketing Professional Services), in the next 10 years, over 50 percent of A/E/C firms are expected to increase their use of seller-doers. In fact,
their research revealed that almost 40 percent of A/E/C firms have already
increased their use of seller-doers during past 10 years.
Contact us.
We welcome the opportunity to learn more about you, your firms' vision for growth, and discuss
practical way we can get you there.