A 5-year BD Plan brings structure and best practices to a Regional CM
Background and Challenge:
A large, regional Construction Manager had experienced excessive turnover of their Marketing an Business Development Staff, creating disruption and inconsistent sales results. Despite the Company's strong position in the marketplace and a high rate of repeat and referral work, Leadership knew they needed a consistent Business Development effort to grow market share. Leadership engaged BluePrint Consulting to develop a Plan to address this challenge.
Approach and Recommendations:
BluePrint Growth Consulting used our propitiatory BDBluePrint Planning Model to establish goals for the Company, providing a clear definition for 5 year growth. Using the BDBluePrint framework, we worked with leadership to define a sales and marketing organization from which personnel profiles, position descriptions, chain of command protocols and compensation structures were crafted. Additionally, we assessed the Company's current BD processes, then worked with Leadership improve the sales administration functions. With a clear definition of Goals to be achieved in each Market Sector, who was going to achieve the goals, and new tools to support the BD Team, we worked with our Client to implement the Plan. Lori Sullivan acted as an interim Director of Sales and Marketing until the new Team was on-boarded and best practices were being consistently used.
We used our propitiatory BDBluePrint Planning Model to guide development of a Plan:
Results:
Based on our recommendations and work, The Company has restructured the BD and Marketing Department and is on track to fill the key positions in accordance with the 5-year plan. A new CRM system has been implemented and best practices have been established for Pipeline Management, Opportunity Nurturing, Forecasting and Reporting.
A large, regional Construction Manager had experienced excessive turnover of their Marketing an Business Development Staff, creating disruption and inconsistent sales results. Despite the Company's strong position in the marketplace and a high rate of repeat and referral work, Leadership knew they needed a consistent Business Development effort to grow market share. Leadership engaged BluePrint Consulting to develop a Plan to address this challenge.
Approach and Recommendations:
BluePrint Growth Consulting used our propitiatory BDBluePrint Planning Model to establish goals for the Company, providing a clear definition for 5 year growth. Using the BDBluePrint framework, we worked with leadership to define a sales and marketing organization from which personnel profiles, position descriptions, chain of command protocols and compensation structures were crafted. Additionally, we assessed the Company's current BD processes, then worked with Leadership improve the sales administration functions. With a clear definition of Goals to be achieved in each Market Sector, who was going to achieve the goals, and new tools to support the BD Team, we worked with our Client to implement the Plan. Lori Sullivan acted as an interim Director of Sales and Marketing until the new Team was on-boarded and best practices were being consistently used.
We used our propitiatory BDBluePrint Planning Model to guide development of a Plan:
- Establish 5 year sales and marketing goals
- Target New Markets
- Competitive Positioning based on a competitive analysis and extensive Customer Insight Surveys
- Sales Team development and on-boarding
- Value Proposition development
Results:
Based on our recommendations and work, The Company has restructured the BD and Marketing Department and is on track to fill the key positions in accordance with the 5-year plan. A new CRM system has been implemented and best practices have been established for Pipeline Management, Opportunity Nurturing, Forecasting and Reporting.
