Every month the Business Development Forum reaches out to small business owners, marketing directors, and public relations specialists to gather valuable insight into the rapidly growing construction industry.
If you're looking to create marketing proposals, build relationships with customers, and increase sales, our Best Practices article series can help.
"It's Time To Change Your Story About BD"
Rich Friedman, Friedman & Partners
Business development is not a cheesy, disingenuous process of passing out business cards or relentless cold calling. Let go of the overly canned elevator speech and consider every conversation your opportunity to learn more about potential clients and their goals and challenges. In our latest AGC Business Development Best Practices, Rich Friedman, Friedman & Partners, explains why “It’s Time to Change Your Story About Business Development.
"Water the Bamboo: Positioning Relationships for Growth"
Pearl-Grace Pantaleone, Cornerstone General Contractors
Business Development is all about nurturing relationships, connecting people, and being strategic while being genuine. And mastering this takes time and patience. In the latest AGC Business Development Best Practice, Pearl-Grace Pantaleone, Cornerstone General Contractors, discusses how you can position relationships for growth.
“Proper Preparation Produces Pitch-Perfect Award Submittals”
Katrina Spinner-Wilson, VHB
Often, without even realizing, technical staff will get too technical, and describe a project in terms that only other technical staff can understand. Yes, no one knows a project better than the technical staff who worked on it—but how can we, as marketers, convey understandable and compelling information about a project to produce a winning award submittal? In AGC’s latest Business Development Best Practice, Katrina Spinner-Wilson, VHB, explains how “Proper Preparation Produces Pitch-Perfect Award Submittals”.
“Visually Conquer the RFP Response”
Chris Martin, Atlas Marketing
A winning proposal is a driving force behind the construction industry today. When a Request for Proposal (RFP) comes in the door, companies invest time and money to prepare, produce and track responses. The challenge lies in balancing your company’s story and showcasing the recommended solution, so those who weigh in on the review process understand that your company is best suited for the job. In our latest AG Business Development Best Practice, Christopher Martin, Atlas Marketing, discusses how to “Visually Conquer the RFP Response”.
Want a Strong Brand? Get Your Story Straight
Danielle Feroleto, Small Giants
Branding is largely misunderstood and is often associated with the firm’s logo, colors or brand “look”. But where the most powerful brands start is in understanding your own message and story. Once the richness of your unique story is uncovered the brand that emerges is lasting, convincing, exciting and authentic. In AGC’s latest Business Development Best Practice, Danielle Feroleto, Small Giants, shares insight on how to discover your true brand.
Essential Tools for the Busy Business Development Professional
Mauricio Henderson, Perseverance
The life of a business developer is never easy, whether you are just starting up or have been in business for a while. Many professionals tend to juggle too many tasks at once and may become overwhelmed and frustrated. In the latest Business Development Best Practice, Mauricio Henderson, Perseverance, reviews some of the latest technological apps and tools to make your life a little bit easier.
Business development in an open bid environment:In all the rough and tumble, it’s still about people
Lou Filippone, Graboyes Commercial Window Company
When you’re offering specialized expertise in a closed-shop environment where low bid is king, labor sources are equal, and material pricing is tight, how can you differentiate yourself? What makes you stand out from your competition? In our latest BD Best Practice, Lou Filippone, Graboyes Commercial Window Company discusses Business Development in an Open Bid Environment.
Lessons Learned from a Client-Focused BD Initiative
Diane Gillman, VHB
With the stress of billable targets, endless client meetings, project deadlines, and business development goals, it’s hard enough to find time together in the office, much less focus on a tailored business development strategy. How can marketing work with seller-doers to overcome these challenges and move in a targeted direction of success?
Driving Business: When Business Development and Marketing Are in Sync
Elizabeth Harr, Hinge
Business development and marketing go hand-in-hand and when they are in sync, your firm can see increases in visibility, growth, profitability, and more. In our latest Business Development Best Practice, Elizabeth Harr, Hinge, reviews each team’s different roles and responsibilities and then examines how the two can best collaborate to support each other’s efforts.
Business Development in a ‘Build, Baby Build’ Market
David Little, Gallegos Corporation
When times are good, some companies tend to drop or back-off on marketing and business development spending. Now is the time to educate your team and support their growth in technical knowledge and developing relationships. In our latest BD best practice, David Little, Gallegos Corporation, discusses “Business Development in a Build, Baby Build Market.”
5 Ways to Engage your Organization to Improve Win Rate
Tim Ashmore, Charter Contracting Company
Business Development leaders are responsible for identifying and vetting opportunities that are good for business. The steps taken can be the difference between winning and losing. So where do you start? In our latest Business Development Best Practice, Tim Ashmore, Charter Contracting Company, discusses “5 Ways to Engage Your Organization to Improve Win Rate.”
Celebrating Key Milestones:How AGC of America is Commemorating its Centennial
Brian Turmail, Associated General Contractors of America
Any time an organization reaches a key milestone like its 100th anniversary it has an opportunity to talk with its stakeholders and position itself for the future. In our latest Business Development Best Practice, Brian Turmail, AGC of America, discusses “ Celebrating Key Milestones: How AGC of America is Commemorating its Centennial” and provides take-aways your company can use in preparing for your celebration.
A Small Firm's Approach to Maximizing Business Development and Marketing Resources
Keith Horn, Rick Scott Construction
When budget allocations for business development and marketing are limited, a firm must choose wisely and allocate its funds where they will provide the most impact. In our new Business Development Best Practice, Keith Horn, Rick Scott Construction, discusses “A Small Firm’s Approach to Maximizing Business Development and Marketing Resources”.
Marketing in a Family-Run Business
Christa Ward, Kieffer’s Appliances
According to the U.S. Small Business Administration, there are nearly 30 million small businesses in the United States employing 47.8 percent of U.S. workers. In our latest Business Development Best Practice, Christa Ward, Kieffer’s Appliances, offers pointers specifically for those “Marketing in a Family-Run Business”.
Cultivating a Marketing Culture
Jessica Thornton, Wick Fisher White
Within the architecture, engineering and construction industry it is not uncommon for many firms to experience a disconnect when it comes to understanding the value of marketing. In our latest Business Development Best Practice, Jessica Thornton, Wick Fisher White, discusses some practical insights on how you can begin to grow and develop a culture where marketing is not only respected but embraced.
Danielle Feroleto, Small Giants
Is your company looking to expand its portfolio, build its industry profile or adjust its image? A LinkedIn Showcase may help! In this latest AGC Business Development Best Practice, Danielle Feroleto, Small Giants, provides an overview of Showcase pages on the LinkedIn platform and reviews how it could help your firm convey their service offerings and build its network.
CRM in the World of Construction
Kara Tanek, GLY Construction, Inc
Rebuilding a website is no easy endeavor. In her article “5 Must-Ask Questions for Getting Your Website Right”, Ida Cheinman, Substance151, helps you ask the right questions on the onset of the project to keep your team on track and your soon-to-be new website on the road to exceptional.
5 Must-Ask Questions for Getting Your Website Right
Ida Cheinman, Substance151
Rebuilding a website is no easy endeavor. Fortunately, if you ask the right questions at the onset of the project, you will keep your team on track and your soon-to-be new website on the road to exceptional. In our latest BD Best Practice, Ida Cheinman, Substance151, discusses the “5 Must-Ask Questions for Getting our Website Right”.
The One Question That Can Dramatically Increase Your Proposal Wins
Matt Handal, Founder of Help Everybody Every Day
In a fiercely competitive environment, small differences can play a major role in whether you win or lose a proposal competition. In this new BD Best Practices article, Matt Handal, Founder, Help Everybody Every Day, discusses the single question that can dramatically increase your proposal wins.
December 2017/January 2018
Integrated Project Teams Boost Success On Construction Projects
Christopher Halapy, Shook Construction
Clients’ needs and expectations relative to the services provided by their design and construction partners are evolving. This has led designers and contractors to increase their focus on collaboration to provide not only planning and design services, but also the budgeting and constructability support that helps guide and define the design. In this in this month’s Business Development Best Practice: Integrated Project Teams Boost Success on Construction Projects, Christopher Halapy, Shook Construction, discusses how collaboration helps provide clients with the best service and solutions.
Taking the Burden Out of Research
Jenny Grounds, BOUDREAUX
First Contact: Using Incentives and Automation to Spur Web Visitors to Action
Ida Cheinman, Substance151
Keys to Building Effective Business Relationships
Anne Liberto, General Building Contractors Association
Rebrand vs. Refresh: What's Right for Your Firm?
Ida Cheinman, Substance151
From the Ground Up: Setting Up Your Marketing Department
Lindsay Andrews, Kokosing, Inc.
Networking & Why I Hate Selfie Sticks
Danielle Feroleto, Small Giants
Win Rate Shouldn't be Your Key Metric
Kathy Nanowski, Fuss & O'Neill
7 Questions to Consider When Entering a New Market
Christie DeLuca, AECOM
How Effective Are Your Presentations?
Matthew Lee, Young Contracting
Effective Event Networking
Lindsay L. Young, nu marketing
Choose Your Clients Wisely
Marketers Need to Understand BIM
Julie Huval, Beck Technology
Creating an Unfair Advantage
Mike Clancy, Cynthia Paul, FMI Corporation
Pre-Winning in Business Development
Teri Jones, SUNDT
It's Not You, It's Me: Self-Centered Proposal Writing
Colleen Kelly, Beacon Occupational Health & Safety Services
Getting Lean with Your Go/No-Go Decisions
Katie Spear, i+iconUSA
LinkedIn for Business Development
Jon O'Brien, Master Builders Association
Hidden Jewel to Star of the Show: Write for Impact
Cynthia Paul, FMI Corporation
10 Things to Consider for a Successful Presentation
George Calys, Acumen
Beyond Pretty - How to Design an Effective Proposal
Mel Lester, The Business Edge
Looking for a way to get involved and recognized? Please contact Paige Packard today if you are interested in any of the following opportunities:
- Authoring a one-page best practice article
- Participating in an internally developed webinar
- Sharing or advertising related events or webinars hosted by other groups
- Discussing new ideas or initiatives that would benefit the Forum
The Forum Steering Committee will provide you with the necessary direction and support to make the process as easy as possible and, in return, you and your company will be prominently featured and marketed to the largest and foremost audience in the construction industry!