Kicking the day off in a coffee shop, dining on fresh food from our own waters, or attending happy hours—this was Seattle pre-pandemic networking at Wiss, Janney, Elstner Associates, Inc. (WJE). Despite last year’s challenges, our business developers maintained focus on nurturing relationships and found that embracing change opened our opportunities.
The changes and renewed efforts presented herein are driven by our unit manager’s passion and enthusiasm for learning, implementing, and living best business development practices. Simply put, John Crase, P.E., walks the walk and values team efforts. He jumped into the fray of SMPS a few years ago, snagged himself a mentor, and is currently working towards his CPSM. While some staff members were hesitant to embrace business development, a few intrepid souls took him at his word that it was everybody’s responsibility. Those employees have reaped amazing benefits, thereby encouraging others.
The WJE business development team is carving a bright future with a few tools from MARKENDIUM, the SMPS Body of Knowledge. Our main efforts include cultivating relationships within select market sectors and clearly discerning the viability of bids through consistent use of the go/no-go process and SWOT analysis.
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Article, written by Emily SH Brandesky, first appeared in the August issue of Marketer.
