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SMPS BD Presentation
Transcript of SMPS BD Presentation
Training Your Technical Staff Business Development Networking Tips Don't be afraid of "Groups"
- Watch for body language clues
Directly facing one another
Uneven numbers are easier Dress appropriately for the Occasion Business development is a broad term applied to the process of strengthening ties with existing clients as well as cultivating customers in other sectors of the consumer market. In order to accomplish this goal, business development normally crosses the traditional barriers between sales, marketing, customer care, operations and management in order to promote this process of expansion on more than one level.
www.wisegeek.com How is this related to Marketing? Marketing = Inside Office
Business Development = Outside the Office Marketing needs BD needs Marketing etc. etc... How does this relate to you personally? Business development is a broad term applied to the process of strengthening ties with existing clients as well as cultivating customers in other sectors of the consumer market. In order to accomplish this goal, business development normally crosses the traditional barriers between sales, marketing, customer care, operations and management in order to promote this process of expansion on more than one level.
www.wisegeek.com Cultivating Customers = Strengthening Your Network Your Network
= YOU plus.... Peers: such as other
SMPS Members Consultants Co workers The Most Important part of your network to your company is..... Organized Lead Group Lead Group Tips
Not too large - 6 people +/-
No competing firms (Arch. / Structural / MEP / Geotech/ Contractor / Developer / etc.)
Everyone contributes a lead, a contact or
a business development idea
Leads are not shared with competition
Meet regularly (monthly or thereabouts)
A Lead Group meets regularly
to Help one another by Sharing Leads Many people looking out for leads Instead of just
you digging Your Network helps your company but the relationships stay with You Your Client How do you develop
your Client Network? Network Introductions Volunteer Ask for Introductions
Peers (non competing) SMPS
IFMA (International Facility Managers Assoc.)
CREW (Commercial Real Estate Women)
BOMA (Building Owners and Maintenance Assoc.)
SCUP (Society for College and University Planners)
NCHEA (NC Hospital Engineers Assoc.)
ACCFO (Assoc. of Comm. College Facility Officers)
etc.. Most Facilities have their own charities and fundraising activities and most facility personnel are involved in them.
Wake Technical Comm. College Golf Outing
Rex Hospital Gala Committee
Volunteer Services at UNC Hospitals
Duke Healthcare Habitat for Humanity Day
NCHEA Golf Outing Sponsorship Chair
Key to Relationship Building at a Conference -
Network with the clients when they
are networking with one another.
Breaks during the meetings
Conference Happy Hours
Dinners with clients
Just Do It! Be yourself
Don't take up too much of their time
Respect the Card
Who should you try to meet?
Where does Your Company Want to do Work? Develop a BD Roadmap Location (NC, Regionally, within 1 hour drive?)
Markets (Healthcare, University, K-12 Schools, Churches, etc.)
Specific Targets Ask Other Consultants
TBJ Book of Lists
Healthcare Blue Book
Google eg: Top Hospitals in NC The List Pick out the "singles" Have your elevator speech ready Write your notes as soon as you can
Follow up with a handwritten note
Capture the information
in your CRM / List / Outlook, etc. Set up a time to Visit
that potential client to introduce your company
Bring a technical person (when appropriate)
Check in regularly
Develop the relationship
Ask for the work Growing BD in
Your Office Seller / Do-ers (Professional Staff)
Their Job performance is Business Development
Your companys reputation rides on it - so does Your success
They are Busy....so, the easier you make their part of BD, the more they will do it
Discuss networking and help them learn to be comfortable in those situations Why do they want to help you?
Because You help Them!!!
Praise them often and make them look good
Encourage "teaming" with you to do Business Development
Talk to them regularly about their clients and new projects at that facility
Encourage them to ask for information that will help with the firms BD efforts Develop Relationships
Get to know what is important to them
Help them -volunteer at their events -send them articles
Introduce them to good people you know
Stay in touch with them The Current Economy Years Past
Winning Firm =
OR Had Relationship These Days
Winning Firm =
AND Have Relationship Smart Firms
Using this Year to Build Relationships! Proactive vs Reactive A, B and C Targets
Separate Lists for differing Markets
People from different levels of an instituion
Changes often With Organizations.....
The more you are involved
the more relationships you
Join a Committee
Get Involved Step 2
Staying in Touch Most Importantly: Mentor -
others to Help Yourself
In Business Development as in Life -
The More You Give
the More You Gain! Thank You! Roughly 75% of
is Research, Documentation,
Scheduing and Tracking 17 Touches