Help Your Technical Professionals Become Business
Help Your Technical Professionals Become Business Development Rock Stars Wednesday, April 26 – 9:00am – 10:15am Presented by Jennifer Newman, Ignite Coaching & Consulting; Donna Corlew, C*Connect Do you employ a doer-seller model of business development? Change how your technical professionals look at business development, and how your firm leaders look at BD performance. Uncover high-potential, BD Rock Stars you may already have on staff.
ABOUT THE SPEAKERS Through her 20 years in the A/E/C industry, Jen has found that companies and individuals struggle when there is a lack of strategy, process, training and a coach in their corner. Her passion for educating technical professionals on how to succeed in business development provides greater career opportunties for the individuals and their firms with increased revenues.
Donna has almost three decades of experience marketing professional services, with concentration on management and direction of marketing and client development activities. An accomplished professional working in the architectural, engineering, and construction industry, she has helped to shape visions, develop strategies, position for growth, and connect with clients and the community where you work and live.
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
How your Technical Professionals can become Business Development Rockstars Jennifer Newman, CPSM Donna Corlew, FSMPS, CPSM
SETTING THE STAGE
“More Cowbell” Saturday Night Live Season25 Episode 16 © NBC © Broadway Video © SNL
www.smps.org
1
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND Jennifer “J‐YO” Newman
THE BAND Donna “Rocker” Corlew
www.smps.org
2
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND ANDREW “Ringo” WEINBERG
Franky “Mercury” Lippert
THE BAND JASON “The Boss” VESUVIO
www.smps.org
KATE “Pipes” MULLANEY
3
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION What is the Size of your firm? • 1‐25 • 26‐100 • 101‐249 • 250‐500 • Over 500
www.smps.org
4
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION What is your Role within your firm? • Principal • Technical professional with BD responsibilities • Strictly business development / marketing or blend of both
PART 1: INSPIRATION & INSTRUCTION POSITIVE, CREATIVE TECHNIQUES
www.smps.org
5
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION Check the Billboard: How consistently do your doer‐sellers really ROCK ‐ make the charts time after time?
• • • •
Not even on the chart Just making the top 100 Climbing the charts We’ve got the number 1 single
Janis Joplin
QUESTION! Old Stuff vs. New Stuff: How amenable to learning new tunes are your seller/doer rockstars? • Only likes our classic tunes • Might learn a new song or two • Practice Makes Perfect • They transcend genres Bruce Springsteen and Rage Against the Machine guitarist Tom Morello
www.smps.org
6
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org
7
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Business Development Challenge “The B/D Challenge was an especially fun method to hold us accountable for completing our monthly activities and encouraged friendly competition among our staff!” – Jason McCray, Project Manager
We also brought out the competitive side with the BD incentive contest. Participants learned quickly how easy they could fit relationship‐building activities into their already busy schedules. – Lindsay Diven, Principal
www.smps.org
I both enjoyed and disliked the contest part of the training. I believe the point categories were brilliant and that they could and should be used as a template going forward for all employees. As an example, the various categories played a role for BRPH being considered to obtain the new client account for tenant fit out work. – Ben Roberson, Team Manager
8
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
“The BD activities challenged me to come out of my comfort zone” ‐ Kent Ponder, CEI Project Manager (now Vice President)
ROLE PLAY
www.smps.org
9
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 2: RETURN ON INVESTMENT MEASURING BD SUCCESS
QUESTION! The Charts: Does your firm measure business development success? • Yes • No
Michael Jackson
www.smps.org
10
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Everything is measurable
Flip utilization upside down
www.smps.org
11
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
The development of my personal BD plan encouraged me to think strategically about the activities I and the company needed to pursue towards winning the project, illustrating that relationships alone are inadequate for the win.” – Amy Tracy, Water Resources
Specialist
I often struggle with the internal argument that it consumes valuable time where I could otherwise be “producing” something. The simple task of having to produce my personal BD plan forced me to stop and think about what it really takes to win more work. - Karl Soderholm, Vice President
www.smps.org
Prioritize
Implement Something Every Day
Seek Feedback and Support
Involve Others
Take Time to Reflect
Transfer Learning into Next Steps
12
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 3: REWARDS & RECOGNITION SHOWCASING BD ROCKSTARS
QUESTION! Talkin’ ‘Bout My Generation: Does your firm leadership celebrate or recognize BD contributions of the next generation of seller/doers? • Yes • No
The Who
www.smps.org
13
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org
14
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Add image of card racks
Add Starbucks Card & $100 bill
www.smps.org
15
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THANK YOU!
www.smps.org
16
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTIONS!
Jen Newman, CPSM, CEO Ignite Coaching & Consulting p: 904‐502‐9999 e: [email protected] w: www.ignitecoachconsult.com
www.smps.org
Donna Corlew, FSMPS, CPSM Chief WIT, C*Connect p: e: [email protected] w: www.yourconnectedge.com
Frank Lippert, FSMPS, CPSM Founder/Partner, GO Strategies p: 503‐310‐2949 e: frank@go‐strategies.com w: www.go‐strategies.com
17
ABOUT THE SPEAKERS Through her 20 years in the A/E/C industry, Jen has found that companies and individuals struggle when there is a lack of strategy, process, training and a coach in their corner. Her passion for educating technical professionals on how to succeed in business development provides greater career opportunties for the individuals and their firms with increased revenues.
Donna has almost three decades of experience marketing professional services, with concentration on management and direction of marketing and client development activities. An accomplished professional working in the architectural, engineering, and construction industry, she has helped to shape visions, develop strategies, position for growth, and connect with clients and the community where you work and live.
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
How your Technical Professionals can become Business Development Rockstars Jennifer Newman, CPSM Donna Corlew, FSMPS, CPSM
SETTING THE STAGE
“More Cowbell” Saturday Night Live Season25 Episode 16 © NBC © Broadway Video © SNL
www.smps.org
1
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND Jennifer “J‐YO” Newman
THE BAND Donna “Rocker” Corlew
www.smps.org
2
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND ANDREW “Ringo” WEINBERG
Franky “Mercury” Lippert
THE BAND JASON “The Boss” VESUVIO
www.smps.org
KATE “Pipes” MULLANEY
3
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION What is the Size of your firm? • 1‐25 • 26‐100 • 101‐249 • 250‐500 • Over 500
www.smps.org
4
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION What is your Role within your firm? • Principal • Technical professional with BD responsibilities • Strictly business development / marketing or blend of both
PART 1: INSPIRATION & INSTRUCTION POSITIVE, CREATIVE TECHNIQUES
www.smps.org
5
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION Check the Billboard: How consistently do your doer‐sellers really ROCK ‐ make the charts time after time?
• • • •
Not even on the chart Just making the top 100 Climbing the charts We’ve got the number 1 single
Janis Joplin
QUESTION! Old Stuff vs. New Stuff: How amenable to learning new tunes are your seller/doer rockstars? • Only likes our classic tunes • Might learn a new song or two • Practice Makes Perfect • They transcend genres Bruce Springsteen and Rage Against the Machine guitarist Tom Morello
www.smps.org
6
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org
7
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Business Development Challenge “The B/D Challenge was an especially fun method to hold us accountable for completing our monthly activities and encouraged friendly competition among our staff!” – Jason McCray, Project Manager
We also brought out the competitive side with the BD incentive contest. Participants learned quickly how easy they could fit relationship‐building activities into their already busy schedules. – Lindsay Diven, Principal
www.smps.org
I both enjoyed and disliked the contest part of the training. I believe the point categories were brilliant and that they could and should be used as a template going forward for all employees. As an example, the various categories played a role for BRPH being considered to obtain the new client account for tenant fit out work. – Ben Roberson, Team Manager
8
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
“The BD activities challenged me to come out of my comfort zone” ‐ Kent Ponder, CEI Project Manager (now Vice President)
ROLE PLAY
www.smps.org
9
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 2: RETURN ON INVESTMENT MEASURING BD SUCCESS
QUESTION! The Charts: Does your firm measure business development success? • Yes • No
Michael Jackson
www.smps.org
10
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Everything is measurable
Flip utilization upside down
www.smps.org
11
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
The development of my personal BD plan encouraged me to think strategically about the activities I and the company needed to pursue towards winning the project, illustrating that relationships alone are inadequate for the win.” – Amy Tracy, Water Resources
Specialist
I often struggle with the internal argument that it consumes valuable time where I could otherwise be “producing” something. The simple task of having to produce my personal BD plan forced me to stop and think about what it really takes to win more work. - Karl Soderholm, Vice President
www.smps.org
Prioritize
Implement Something Every Day
Seek Feedback and Support
Involve Others
Take Time to Reflect
Transfer Learning into Next Steps
12
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 3: REWARDS & RECOGNITION SHOWCASING BD ROCKSTARS
QUESTION! Talkin’ ‘Bout My Generation: Does your firm leadership celebrate or recognize BD contributions of the next generation of seller/doers? • Yes • No
The Who
www.smps.org
13
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org
14
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Add image of card racks
Add Starbucks Card & $100 bill
www.smps.org
15
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THANK YOU!
www.smps.org
16
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTIONS!
Jen Newman, CPSM, CEO Ignite Coaching & Consulting p: 904‐502‐9999 e: [email protected] w: www.ignitecoachconsult.com
www.smps.org
Donna Corlew, FSMPS, CPSM Chief WIT, C*Connect p: e: [email protected] w: www.yourconnectedge.com
Frank Lippert, FSMPS, CPSM Founder/Partner, GO Strategies p: 503‐310‐2949 e: frank@go‐strategies.com w: www.go‐strategies.com
17
