Seller-Doer Training provides stability in the BD efforts for a Large Construction Manager
Background and Challenge:
An ENR top-ranked, regional Construction Manager needed structure around their Seller-Doer Program. The Company enjoyed a high rate of repeat and referral work, but turnover of their Marketing and Business Development Staff was creating disruption. Leadership determined that a Seller-Doer Program would provide stability and a more consistent Business Development effort. However, efforts to get traction with the program were stalling. To get it done, Leadership engaged BluePrint Growth Consulting to implement a Business Development Training Program for the Technical Staff.
Approach and Recommendations:
BluePrint Growth Consulting used our propitiatory SDblueprint Training System to create a Seller-Doer Team, establish goals, develop Personal BD Plans for each of the Seller-Doer Team members, and provide customized training for the Team. Using the SDblueprint framework, we worked with leadership to align the objectives of the Seller-Doer Team with the overall goals of the Company and the Marketing Strategy. With a clear definition of goals to be achieved, and with buy-in on the program from Leadership, Operations and Marketing we worked with our Client to implement the Plan.
We used our propitiatory SDblueprint Training System to guide development of a Plan:
Results:
Based on our research, recommendations and work, The Company has developed and trained a Team of over 30 Technical Professionals in 3 regional offices to help with prospecting, capturing new work, and retaining customers. Efforts to date have yielded new strategic customer accounts, expansion of opportunities with existing customer accounts, better forecasting of work opportunities, more efficiency in the RFQ/RFP response process, and more discipline in pipeline management. The Team has fully adopted the SDblueprint System for on-boarding the next generation of Seller-Doers.
With a cohesive Seller-Doer Team in place, our Client was well positioned during the Pandemic Crisis to develop a strategy to communicate with their customers and marketplace influencers; and to maintain marketing and BD momentum. The SD Team has consistently filled the pipeline with new opportunities, new customers and expanded work with existing customers.
An ENR top-ranked, regional Construction Manager needed structure around their Seller-Doer Program. The Company enjoyed a high rate of repeat and referral work, but turnover of their Marketing and Business Development Staff was creating disruption. Leadership determined that a Seller-Doer Program would provide stability and a more consistent Business Development effort. However, efforts to get traction with the program were stalling. To get it done, Leadership engaged BluePrint Growth Consulting to implement a Business Development Training Program for the Technical Staff.
Approach and Recommendations:
BluePrint Growth Consulting used our propitiatory SDblueprint Training System to create a Seller-Doer Team, establish goals, develop Personal BD Plans for each of the Seller-Doer Team members, and provide customized training for the Team. Using the SDblueprint framework, we worked with leadership to align the objectives of the Seller-Doer Team with the overall goals of the Company and the Marketing Strategy. With a clear definition of goals to be achieved, and with buy-in on the program from Leadership, Operations and Marketing we worked with our Client to implement the Plan.
We used our propitiatory SDblueprint Training System to guide development of a Plan:
- Establish objectives of the Plan and get buy-in
- Clarify Market Focus
- Develop training based on a competitive analysis and extensive Customer Insight Surveys and Market Research
- Develop personal BD Plans based on each Technical Professional's sales proficiency and preferences
- Create a system for tracking and measuring results
Results:
Based on our research, recommendations and work, The Company has developed and trained a Team of over 30 Technical Professionals in 3 regional offices to help with prospecting, capturing new work, and retaining customers. Efforts to date have yielded new strategic customer accounts, expansion of opportunities with existing customer accounts, better forecasting of work opportunities, more efficiency in the RFQ/RFP response process, and more discipline in pipeline management. The Team has fully adopted the SDblueprint System for on-boarding the next generation of Seller-Doers.
With a cohesive Seller-Doer Team in place, our Client was well positioned during the Pandemic Crisis to develop a strategy to communicate with their customers and marketplace influencers; and to maintain marketing and BD momentum. The SD Team has consistently filled the pipeline with new opportunities, new customers and expanded work with existing customers.
