Business Development Playbook

WHAT MAKES YOU MOST EFFECTIVE? • Relationship building, responsiveness and client care. • I care about the Client in terms of both the business and personally. • Effective communication and timely responses. • Do not be pushy... hard sells don’t work well I have found. In person is key. • Understanding the needs of the client/project and how we fit into it. Find ways to always be a resource. • Willingness to share parts of my past/personal experience to make a connection. • Quick follow-up when clients call and providing professional guidance/information in response to clients’ inquiries. • Clients see lots of consultants and can smell a “sales job” right away. You want them to come away from the conversation thinking that you care about them as people as well as their issues as clients. • Biggest success is working with the client and contractor through CA to complete a project successfully. Clients are often looking at the next project when they are in construction. If it is going well, they will reach out for more work or recommend you to others. Contractors also make recommendations based on the relationships formed during CA. • Being a problem solver and willing to think outside the box. Also being able to connect the dots and see the forest through the trees. Also being a matchmaker between clients and business partners.

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Business Development Playbook