There is no person better at selling your company than the owners, president and executive team members. The first step to effective business development is freeing up the executive team so that they can sell the work and close the sale. Critical to making this happen is strong organizational structure and process, and consistent execution of well-defined processes. Once this structure is in place, you have the time to evaluate your company’s potential for success, develop the strategy and ultimately align the marketing and branding to match the strategy so that the company, over time, can move to a dedicated sales force model. Sending the business development team off on a mission to “get work” is a recipe for failure. Learn how to put structure behind the business development process that will generate results.
Following this course, participants will be able to:
• Discuss the organizational structure and processes your company needs in place in order to make time for you to focus on building the business
• Explain how to develop a strategy for selling work that capitalizes on the markets where you have the highest potential for profitability
• Identify the role that everyone in the organization has in marketing and business development
• Discuss best practices of other contractor's experience to see how critical the executive's role is to company growth