Business Development Playbook

HOW DO YOU COLD CALL?

• Try to create an opportunity for a follow up such as replying to a question they ask, or sending them an article of interest regarding their market, or trying to make an introduction to someone in the industry that can be of interest or service to them.

• My cold call approach is to keep it casual. I also let them know what services BL provides and that if

they have an existing engineer that we could help deepen their bench. I usually end with offering up zoning reviews and concept plans for free to help them make decisions on moving forward with purchasing a site.

ANY OTHER INFORMATION YOU’D LIKE TO SHARE? • BD is hard and not all have desire to do or have natural skills to do. However, with persistence, and ability (and desire) to work at building relationships, most can do and contribute in BD. Have to have right (positive) attitude and keep trying, including having thick skin and short memory as there will be a good amount of opportunities that don’t go our way but can’t get discouraged. • Have fun - what a great gig - meet successful and motivated business folks, understand what drives our Country’s economy and be part of positive growth for the community. If you don’t have a personality, side interests, and have a take no prisoners attitude, Clients don’t want to spend time with you. • It takes a team to be successful. Everyone needs to be knowledgeable about clients, strategies and pursuits as you never know when or how an opportunity will arise. • Be yourself, show your passion, Recognize we are a service/commodity- put yourself in their shoes and show them we understand their needs. • Building relationships and trust is the major key to repeat customers, building a good network for referrals and industry presence.

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Business Development Playbook