Sales Plan Development
Develop a blueprint for growth
Many business leaders have an intuitive sense of their strategy - they know where their organization needs to be and the key sales and marketing activities that will get it there. However, many times the strategy remains a virtual plan – locked in the heads of management and not well communicated throughout the organization. When management, business development, marketing, operations and even your customers know where you’re going, you position yourself ahead of your competition.
Once you recognize the need to plan, you now have to get it done: facilitating the buy-in and commitment of your leadership team and the rest of your organization. Call us to help facilitate an effective strategic sales planning session.
"Excellent - THIS IS A 10! The training workshop addressed exactly what my colleagues and I need to do: define, plan and execute". I wish we had 2 more hours to continue the discussion...."
"Lori made Strategic Planning look easy...the planning was broken down into easy, usable steps and reinforced how important strategy is"
"I will use several tips from this Workshop in the development of our Strategic Business Development, Marketing and Sales plan!"
Selling Skills for Technical Professionals
Ensuring that everyone is armed to help win new business
Today’s economy requires that everyone provide value to your organization and company leaders need everyone to contribute to winning new work.
Today, being technically proficient is not enough. Whether you are in a sales and marketing function for an Architectural, Engineering or Construction Organinzation or whether you are part of the technical team you have some responsibility for impacting new business development – whether it is in your job description or not.
This workshop is developed for Seller-Doers and Seller-Closers, as well as the people in AEC Organizations who support the technical team - Marketing Managers and BD People have all benefited from this workshop.
"As a Project Manager I came away with new ideas and tactics that I can use to help my Firm's BD efforts."
"The thought-provoking parts of the discussion were real-world and useful...not over the top. This is information I can use."
"It was worth my time to attend and I gained new information...definitely not just more of the same old sales stuff..."
"As a Project Manager I need to be able to help bring in work but I did not want to do sales - this workshop was a game changer for how I view sales."
As a Sales Manager Lori's training changed that way I approach my BD efforts
Building a Strategic Sales and Marketing Plan
Wednesday, October 25, 2017
ABC East Norriton Office
430 W. Germantown Pike, East Norriton, PA
CLOSED - check back for new dates
8am - noon
ABC Allentown Office
94 Marcon Boulevard, Suite 110, Allentown, PA
Fee: $125 Members; $150 Non-Members
Email questions to firstname.lastname@example.org
or call 610-279-6666.
Succeeding in the hyper-competitive Architecture, Engineering and Construction (AEC) market requires disciplined sales planning and well executed strategies.
This requires a written plan that deals with the realities of the market plus aligns the actions of management, sales, marketing and operations.
The purpose of this workshop is to learn how to build a strategic sales plan that sets measurable goals to drive performance, compensation and results.
This course is designed for AEC professionals who are responsible for securing new work and generating revenue.
Contract Negotiating Strategies that Enhance Customer Relationships
Thursday, May 4 - Registration closed - check back
8 am - 12 pm
894 Marcon Boulevard, Suite 110, Allentown PA 18109
Thursday, May 18 - Registration Closed-check back
8 am - 12 pm
East Norriton Main Office
430 W. Germantown Pike, East Norriton PA 19403
Cost: ABC Members $125
Lori Sullivan (President of BluePrint Growth Consulting) & Mary Jo Gilsdorf (Attorney & Managing Partner at Gilsdorf Law, LLC)
To sign up for this class, click the register button or email email@example.com.
Essentially everyone wants the same things: the project done on time, done on schedule, make a fair profit, be proud, have a good relationship, good quality and employee safety….do it again. In short: to make money and to keep the money you make by managing the risks you take.
This seminar addresses construction contracts from a different perspective - with an emphasis on customer relationships: promoting positive building and relationship outcomes through terms and conditions that manage key risk factors to achieve business objectives.
This approach uses the basic clauses of a construction contract as essential elements to building positive customer relationships. Utilizing contractual language to establish roles, expectation, and responsibilities among construction team members, the contract becomes a value added tool to use in selling your company. Since the contract lays out the terms of customers’ expectations and your promises – understanding these terms enables AEC professionals to deliver on your Value Promise!
This seminar also covers negotiating strategies that allow Contractors to manage risks and explain why balance in these terms benefits both the project and the Owner.
Excellent 5/5! Lori was informative and knowledgeable, I gained a good understanding of the sales and planning structure...it is just what we need to do! "
Hugh Pody, President, H.C Pody Company
" Lori presented a good balance of information on the subject and tools that the attendees can take back to his or her own business."
John Lawlor President, Keystone Fire Protection
"I rate this presentation a 5/5! The discussion reminded me that everyone in my Company is in Sales."
Chris Robbins, Partner Victor Robbins Group
"Very Professional Presentation! It recharged my batteries for sales and marketing"
Robert Schulk, Sales Manager VRG Woodworking
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