Thoughts on PaperB&B Specialty ContractorsMarketing 2.06/20/13

What we Know30 years garners longevity, credibility, awareness

Current staff more tech/process less sales oriented

92% Repeat business from 200 long-term clients

Mostly working with CBRE

Largest business from MLGW

Missing opportunities to bid competitive market ( in TN, MS, AR)

Need: Offer a tangible value to clients/prospects & translate into measurable but easy sales speak

Get the Bid – Grow the Biz

Customer Segments

Do your Homework

Count on change. Prepare for various means to gauge consumer response when shifts occur.

Staying in-tune with related consumer attitudes…Know the market, Engage the customer, Declare your Value & Launch a stellar Plan.

Use information to address future needs and foster growth, vs. maintaining the status quo.

Market Leader - Proof Points

BOYLE

Over the years the company's projects have received numerous awards. Most recently, Mid-America Construction Company was the recipient of the 2007 National Association of Industrial and Office Properties, Middle Tennessee Award for Office Development of the Year.

Mid-America Construction Company has a tremendous amount of historical data available on all types of projects and utilizes this information to accurately project costs and schedules for buildings in the very early stages of design consideration. The company works closely with the architects in the various stages of design to ensure that a project is completed on schedule and within budget.

ALL TALK NO PROOF

Cool!

Cool!

Strategic Partner - Proof Points

CBRE

With a team of 91 employees, CBRE Memphis offers our clients comprehensive real estate service solutions. The company currently leases and/or manages more than 25.6 MSF across the region, and our professionals combine extensive market knowledge and excellent technological resources to provide our clients with the most informed and inclusive real estate services in the Mid-South. ALL TALK NO

PROOF

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Competitive - Proof Points

GRINDER HAIZLIP

Grinder Haizlip's philosophy is simple: Do quality work (which means doing the right things) on time and within a client's budget. The firm owners believe in building projects for clients for the long run, earning trust and developing relationships that can endure multiple projects... Staying close to the sub-contractors and the general construction community has benefited all parties working to complete jobs on time and under budget.

"The process was efficient, the cost was on target and the company was great to work with. I will use them again.”  Bob Berkhiemer Sunrise Hummer,Owner

And when the best isn't an option... but a necessity. It takes more than just quality materials and building skill. It requires the experience and savvy to bid on target, negotiate smart prices, deal profitably with changing weather, earn the trust and cooperation of labor, and deliver... on time. Our safety record is unsurpassed in the industry. That's not a bragging point, it's a profit point. Our employees are required to have a minimum of ten hours of OSHA safety training. This benefits our clients, our company and our employees. Grinder Haizlip maintains a modification rate of less than "1". ALL TALK NO

PROOF

Cool!

Proactive Business Building

Develop a dynamic tool to stay ahead of the curve on lead gen, underlying needs, retain brand loyalty & foster ‘net promoter’ culture.

Launch a proprietary business-building platform designed to keep current users satisfied, identify ways to entice prospects, and uncover growth opportunities in general.

Identify key trends and insights compared each quarter, with learning integrated over time.

Follow their Lead

Mirror key tactics of Strategic Partners, Competitors & Customers – Nurture ‘Likability’ – Establish

Differentiation

What we Need to Know

Issues, Agendas, Insights, Preferences.

The good, bad, & ugly – press, history, conflicts.

What are we missing? What do we excel at?

What is the expectation of new management?

What’s on their wish list?

How can we deliver beyond expectations?

Read your Customer

Qualitative Research

Develop hypotheses about consumer motivations and in helping to understand ‘resistance’ from the consumer's perspective, uncover insights from current employees, vendors and industry leaders.

Ongoing Surveys

Check the temperature before, during & after project completion. Continue the conversation beyond to help nurture existing business. (Think Net Promoter)

Game Plan

Value First –Deliver on Transparency

CRM Custom Dashboard: Project Management/Virtual Account Management

Collaborate Efficiently/Real Time Project Management

Account History, Files, Renderings, Billing

Proprietary App features Build Out Option with ROI /cost Optimization –

Marketing 2.0

o Streamline business processes & increase sales o Increase customer loyalty & maximized revenue o Provide a genuine competitive advantageo Precise project planning, up-to-date analyses of ongoing projects o Manageable & efficient projects – from planning resources, time & cost recording to QC

Build App – They will Come

Launch a revolutionary tool kit to Strategic Partners & Prospects to help Optimize Lease Contract & Build Out investment with varying options.

REIT.com

Dashboards DeliveredSYNCing Platforms:

Manage the proposal workflow from beginning to end, compare quotes, rate & review solution providers, collaborate, report on internal activity.

Leverage partnerships with industry players & sub-contractors. Deliver Project Management integration, measured customer satisfaction & trust.

Execute Vital TacticsPR Strategy/Corporate Social Responsibility

Industry: Participation, Engagement & Thought Leadership

Awards/Certifications/Ratings - Apply & Win!

Referral Program (NPS)

Qualitative Research : Current Employees, Suppliers/Vendors, Current Customers, Leasing Agents/PM, DOO/COO of regions Fortune 500

Sales/Account Mngmt. & Marketing Training & Toolbox (Recruitment)

Website Facelift & Functionality Upgrade (CRM integration, Video, timeline, Press, Testimonials)

Social Media: FB, TWT, LNKED, Blog

Direct Marketing & Email Marketing (CRM)

Seize the Day – Leverage your Specialty

Establish Leadership position in the Mid-South via technology, metrics & transparency. (no one else is offering this platform)

Do your homework & continue to measure success/failure with every ‘touch point’ to ensure long-term growth.

Invest in marketing, toolkits, technology, recruitment & training of staff/vendors.

Hire a Slavic Female Marketing Ninja to make it work!