Business Development Playbook

SECTION THREE

APPROACH

LET’S DIVE INTO SOME STRATEGIES FOR ULTIMATELY LANDING THAT PROJECT.

S o now that you’ve gotten a plan together for getting organized, let’s dive into some strategies for identifying clients and general opportunities, meeting with potential clients, and pursuing specific opportunities, and ultimately landing that project. Market Analysis: Service Line or Geography For breaking into new service lines and/or newgeographies, you’ll typically want to do some analysis that takes into account potential clients and risk factors. Some of the steps you will likely want to take and consider are the following. You may want to add others. • Identify potential clients • Research clients • Know your competition • Focus on Efforts That Have the Best Chance of Success for BL ‒ Growth ‒ Profit ‒ Follow-on Work • Strength, Weakness, Opportunity & Threat (SWOT) analysis and interpretation

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Business Development Playbook