Every month the Business Development Committee reaches out to small business owners, marketing directors, and public relations specialists to gather valuable insight into the rapidly growing construction industry.
If you're looking to create marketing proposals, build relationships with customers, and increase sales, our Best Practices article series can help.
In order to execute a successful business development program, it is important to define what business development truly means and what steps are required to make it so. At its core, business development is the strategic manufacturing of revenue growth opportunities. While some use the term as a synonym for sales and others include mergers and acquisitions, business development actually involves a broader scope including corporate strategy, marketing, sales, and human resources. Each of these are prevalent throughout the following steps, which outline a successful business development process.
Congratulations. You made the shortlist. Now comes the interview. While it's not rocket science, it is work to pull off a great presentation. Here are 10 essential things to consider before every presentation.
When I first started writing proposals back in the mid-1980s, adding a few graphics was a fairly radical concept. There seemed to be a widespread expectation that technical service proposals must be staid and boring – nothing but the facts, ma'am. Now, attractive layouts, color, and ample graphics are common features in our proposals. But the proposals I've reviewed in recent years still lack effective design for the most part. While they are generally appealing to look at, they fail to meet the most important document design criterion – function. Effective design goes beyond pretty; it facilitates better communication. Let me suggest a few design tips that will distinguish your proposals, not just in terms of their visual impact, but also in their ability to clearly convey your message(s) to your prospects.
Have you ever had a difficult client? I don't mean the client from hell, I just mean garden-variety difficult. Difficult clients come in lots of different flavors. Fortunately, there is a common thread to all of these cases, which--if we understand it-- can help us succeed. The common thread has nothing to do with the clients. The common thread is us.
