Business Development Playbook

Teaming Arrangements There will frequently be times when teaming with other consultants represents a path to success for us. Sometimes, other consultants have existing relationships that we can leverage or are in geographies where we do not have offices or appropriate staff. In addition, frequently subconsultants are required due to specialty services or other requirements (such as DBE/MBE/WBE requirements for public work).

In these cases, the following strategies can be employed:

• Referrals • Establish consistent relationships with teaming partners • Trading Work (Quid Pro Quo)

Figure 1.2.

Buyer Trust Graph.

TIP: It’s helpful to cultivate your “elevator pitch” in how to talk about BL. An elevator pitch, elevator speech, or elevator statement is a short description of an idea, product, or company that explains the concept in a way such that any listener can understand it in a short period of time. This description typically explains who the thing is for, what it does, why it is needed, and how it will get done.

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Business Development Playbook