Business Development Playbook

SECTION sIX

CLOSING

T he greatest opportunity for repeat business occurs during project execution. This is the time when we have themost continuous contact with, and the greatest potential influence over, the client. Use this time to our maximum advantage to build a strong trust-filled relationship. One of the most difficult things for our PMs to do is ask for the next project. It is a skill that our PMs must be consistent with and know when the right time to ask is. Asking for more work in the middle of a project crisis, or immediately following a slipped deadline or feedback on quality IS NOT the right time. There is a knack to this, when the client seems happy with us (or life in general), or is discussing their business, program or related topics is a good time to begin those conversations. Don’t be pushy, be curious! Something along the lines of “what are your plans once we get this under construction” or, “do you have any other projects in mind that we can help you with” are appropriate ways of asking for future opportunities. the GREATEST OPPORTUNITY FOR REPEAT BUSINESS OCCURS DURING PROJECT EXECUTION.

37

Business Development Playbook