Program Agenda: "The Basics of Business Development"

8 – 8:30 am
Registration/Continental Breakfast

Noon – 1 pm
Lunch

8:30 am – 4:30 pm
Workshop Topics

Defining Business Development

• What Business Development (BD) Is and Is Not
• Business Development vs. Marketing vs. Sales
• The Role of Business Development in the Project Cycle

Who Is Involved in BD?

• Why BD Is Critical to the Firm
• How to Get Staff Involved in BD
• Different Needs of BD for Architecture, Engineering, and Construction Firms

Market Research & Strategic Planning

• Conducting Market Research
• Resources for Finding Good Leads
• How Strategic Planning Supports Business Development

DISC Profile

• What’s Your Personality Type?
• Tips for Communicating with Different Personality Types
• How to Recognize Personality Traits in Clients

Networking

• Personal BD Audit
• How to Make Networking Work for You
• Effective Networking Etiquette

Getting in the Door

• Cold Call/Warm Call Tips (Dos and Don’ts)
• Selling Yourself and Your Firm

Client Relationship Management

• CRM’s Role in Business Development
• Creating a CRM Culture
• CRM Software

Unique Value Proposition

• Features vs. Benefits Selling
• Developing Your Unique Value Proposition

Proposals/Presentations

• The Go/No-Go Decision-Making Process
• Getting Shortlisted
• Proposal Preparation
• Debriefing