building new business - strategiesgroup.com relationship management crm. ... achiever crm a...

Building New BusinessGeneral Contractors

An interactive Business Development solution for General Contractorsand Subcontractors Without full-time Business Development

Building New Business™

© 2017 by Construction Market Consultants, Inc.

www.cmconl.com

Business Development



www.cmconl.com

Defining The Terms – Business Development

Business Development - the creation of long-term value for an organization

from customers, markets, and relationships.

Forbes Magazine

Business Development - the ideas, initiatives and activities aimed towards

making a business better.

Investopedia

Business Development - the activity of pursuing strategic opportunities for a

particular business or organization.

Dictionary.com

Business Development - entails tasks and processes to develop and

implement growth opportunities within and between organizations

Wikipedia



www.cmconl.com


Business Development – Finding new customers and keeping them.

Bobby Darnell

Q: What is the difference between Sales and Business Development?

A: Prospect Base

Sales is the person calling you up at supper time, trying to get you to buy a $75 per

year membership to their road side assistance auto club.



www.cmconl.com



Bobby Darnell

Q: What is the difference between Sales and Business Development?

A: Prospect Base

Sales is the person calling you up at supper time, trying to get you to buy a $75 per

year membership to their road side assistance auto club.

Business Development is educating a qualified prospect why it you are their best

option to provide the goods or services they require.



www.cmconl.com

Best Practices



www.cmconl.com

Best Practices?

(Some pretty darn good, proven, techniques)



www.cmconl.com



Bobby Darnell

This Session

CRM

Prospecting

Marketing

Social Media

Networking

1

2

3

4

5 CRM

Prospecting

Marketing

Social Media

Networking



www.cmconl.com

For This Session

Role: National Subcontractor

Prospects: National, Regional and Local Retailers

Offering: New Store Sets, Remodels, Renovations

Contacts: Managers, Directors, Vice Presidents – Construction

Managers, Directors, Vice Presidents – Store Planning

Managers, Directors, Vice Presidents – Procurement

Business New Business



www.cmconl.com

CRM

Customer Relationship Management

CRM



www.cmconl.com

Business New Business – CRM



www.cmconl.com


Project Sales Achiever CRM



www.cmconl.com


Project Sales Achiever CRM

A successful CRM implementation and

program has less do with which system one

uses and more with how the system is used.



www.cmconl.com


Answer The Following Questions, Company Wide In Two Clicks Or Less

A list of all Customers

Categorically speaking, what are your top 25?

Categorically speaking, how did you learn of them?

How long has the company an approved vendor?

What is your ‘batting average’ for each?

How in love with us are they?



www.cmconl.com



A list of all Prospects

Categorically speaking, what are your top 25? (ALL current prospects)

Categorically speaking, how did you learn of them?

Where does the company stand on becoming an approved vendor?

In your current pipeline, what are the most promising, active opportunities?

What is your ‘batting average’ for each prospect?



www.cmconl.com



Other

What is this year’s incubation period compared to last year?

What is this year’s public to private win ratio compared to last year?

Who received gift baskets last year/Who gets them this year?

You are visiting ACME Development at 1212 Peachtree Street. What prospects are within five miles I can drop by and see afterwards?



www.cmconl.com


You can’t tell if you are wining or losing

unless you are keeping score.



www.cmconl.com

Prospecting

CRMCRM

Prospecting

Marketing

Social Media

Networking



www.cmconl.com

Business New Business – Prospecting

Answer The Following Questions

What is our geographical area of competitiveness?

Categorically speaking, who are our prospects?

How do we best engage, or approach, these prospects?



www.cmconl.com




www.cmconl.com




Architects

General

Contractors

Developers

Engineers

Retailers Municipalities

Building

Owners



www.cmconl.com



Title-Wise, who are our prospects?

Architects: Principal, Partner, Vice President, President, Director

General Contractors: Pre-Construction, Operations, Partner, Project Manager

Developers: Planner, Designer, Land Acquisition, Leasing, Construction Manager

Engineers: Principal, Partner, Vice President, President, Director

Building Owners/Facility Managers: Transaction Services, Sr. Project ManagerStrategic Sourcing, Procurement

Retailers: Store Planning, Construction, Real Estate, Operations

Municipalities: Project Manager, Procurement, Engineering, Facilities



www.cmconl.com

Business New Business – Prospecting – Lead Services



www.cmconl.com

Business New Business – Prospecting – Online Search

Companies -> People -> Contact Information



www.cmconl.com


For This Session


Prospects: National, Regional and Local Retailers

Offering: New Store Sets, Remodels, Renovations






www.cmconl.com




www.cmconl.com


For This Session


Prospects: National & Regional Retailers

Offering: Store Remodels and Renovations






www.cmconl.com

Business New Business – Prospecting – Contact Mining – LinkedIn



www.cmconl.com

Look What We Find Under

‘Contact Us’

Business New Business – Prospecting – Contact Mining – Company Website



www.cmconl.com

Business New Business – Prospecting – Contact Mining – Company Website



www.cmconl.com

Business New Business – Prospecting – Finding Email Addresses

First Source: www.email-format.com

First Source: www.email-format.com



www.cmconl.com




www.cmconl.com


Live Episode of ‘Stump The Band’

Challenge: Douglas Elliman Property Management, New York City



www.cmconl.com




www.cmconl.com


Live Episode of ‘Stump The Band’ Part II

Challenge: Related Contacts at Family Dollar



www.cmconl.com




www.cmconl.com

Business New Business – Prospecting – Public Information



www.cmconl.com


Companies

Contacts

Opportunities

Prospecting



www.cmconl.com

Business New Business – Prospecting – Warm Approach

1

2

3

4

5



www.cmconl.com

Business New Business – Prospecting – Warm Approach

In less than 90 minutes, I was able to reach out to 27 individual, qualified, key prospects.



www.cmconl.com




www.cmconl.com

Marketing

CRM

Prospecting

Marketing

Social Media

Networking

Business New Business – Marketing



www.cmconl.com

Information Package

Business New Business – Marketing



www.cmconl.com

Business New Business – Marketing – Information Package

OK, you now have a prospect ready to see your information.

What can you do to help set your package/letter apart from the possibly

dozen other pieces of mail received that day?



www.cmconl.com




www.cmconl.com




www.cmconl.com

CRM

Prospecting

Marketing

Social Media

Networking

Social Media

Business New Business – Social Media



www.cmconl.com

Social Media

At first…I didn’t get it.




www.cmconl.com




www.cmconl.com

Social Media

Later…I still didn’t get it.




www.cmconl.com




www.cmconl.com

Networking

CRM

Prospecting

Marketing

Social Media

Networking

Business New Business – Networking



www.cmconl.com


Networking Groups



www.cmconl.com


Networking Groups

Land Planners

Civil Engineers

Civil Contractors

Surveyors

Real Estate Brokers

Plan Expediters

Non-competing Contractors

Structural Engineers

Grading Companies

Landscape Architects

Environmental Engineers

Site Developers

Attorneys

Financial Officers/Lenders

Geotechnical Engineers

Mechanical Engineers



www.cmconl.com

Review

Business New Business – Review



www.cmconl.com

CRM – Customer Relationship Management

(Prospect Relationship Management)

Soccer on the beach

Embrace if you haven’t, enhance it if you do

Prospecting

Determine competitive area

Determine ‘critical mass’ for prospect categories

Determine best target titles

Mine prospect companies/contacts -> CRM

Warm approach -> follow up -> track/measure




www.cmconl.com

Marketing

Review and if needed, revive

Include AIA-305 if appropriate

Set yourself apart in presentation

Social Media

Embrace and engage

Set a realistic campaign

Everyone on board and active

Networking

Formal networking group

Networking goals, company-wide

Doer/Seller and Sayer/Seller incentives




www.cmconl.com

Construction Market Consultants, Inc. – For Geniuses Series

Business New Business – Resources

Prospecting For Geniuses Series…At Things Other Than Prospecting™

LinkedIn For Geniuses Series…At Things Other Than LinkedIn™

CRM For Geniuses Series…At Things Other Than CRM™

Social Media For Geniuses Series…At Things Other Than Social Media™

@cmcinc

@bobbydarnell

www.buildingnewbusiness.com

Finder’s Free Program via: www.cmconl.com -> Building New Business



www.cmconl.com

Business New BusinessBusiness New Business – Thanks For Your Time

Thank You



www.cmconl.com

Business New BusinessBusiness New Business – Q&A?

Questions?

building new business - strategiesgroup.com relationship management crm. ... achiever crm a...

Documents