BD Strategy & 5-Year Growth Plan
Creating a Winning Sales and Marketing Strategy results in 6x Growth for a Design-Build Firm.
Our client, a national Design and Build Firm wanted to solidify a growth plan. But Leadership needed a planning process to get the Regional Managers together, clarify their goals and objectives, gain clarity on the strategy, and to draft a written plan for implementation. They engaged BluePrint Consulting to get it done. READ WHAT THE CEO OF THIS HIGH-GROWTH COMPANY HAS TO SAY ABOUT THE RESULTS...
Our client, a national Design and Build Firm wanted to solidify a growth plan. But Leadership needed a planning process to get the Regional Managers together, clarify their goals and objectives, gain clarity on the strategy, and to draft a written plan for implementation. They engaged BluePrint Consulting to get it done. READ WHAT THE CEO OF THIS HIGH-GROWTH COMPANY HAS TO SAY ABOUT THE RESULTS...
Seller-Doer Training
A Customized Seller-Doer Training Program for a large CM offers BD stability and market results
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 stalled. READ MORE
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 stalled. READ MORE
Brand Strategy / Positioning / BD Planning
Sales Plan Stimulates Brand Visibility for a General Contractor
Pancoast & Clifford worked hard for their reputation as a highly-skilled general contractor, and after two decades in the business they wanted their new website to reflect the refinement and relationships that have been a part of their success. BluePrint Consulting was engaged by the Website Designer to craft a positioning strategy to guide the messaging. READ MORE
Pancoast & Clifford worked hard for their reputation as a highly-skilled general contractor, and after two decades in the business they wanted their new website to reflect the refinement and relationships that have been a part of their success. BluePrint Consulting was engaged by the Website Designer to craft a positioning strategy to guide the messaging. READ MORE
Positioning Strategy and Messaging
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Research Drives the Positioning Strategy for a Global Design Firm's Online Presence
CLR’s 30-year anniversary marked decades of global growth, and with it came new leadership, new offices, new employees and the need for a new website. The existing website was obsolete and lacked many modern features, such as mobile responsive design and a content management system. It was also very difficult to update. But more than this, the existing site strategy and messaging was old-fashioned and out of alignment with the current competitive landscape. Crucially, it did not position CLR adequately with important audience groups: new customers and prospective employees. Our team has worked with architects, engineers and builders for years, and we knew that CLR needed more than just another average website to maintain its position as the global leader in zoo design. CLR needed our help to recodify its character, capabilities and goals. Malish & Pagonis and BluePrint Growth Consulting teamed up to get it done. READ MORE |
Brand Positioning / Strategy
A Tiger Team is formed to address a mission-critical problem
Our client, an international architectural product manufacturer, was losing important late-stage sales opportunities. This was having a negative impact on sales force retention, customer acquisition costs and growth. The company asked BluePrint Consulting to analyze their competitive position, evaluate their messaging, determine specific strategies to drive customer acquisition, and to determine best practices for sales. READ MORE
Our client, an international architectural product manufacturer, was losing important late-stage sales opportunities. This was having a negative impact on sales force retention, customer acquisition costs and growth. The company asked BluePrint Consulting to analyze their competitive position, evaluate their messaging, determine specific strategies to drive customer acquisition, and to determine best practices for sales. READ MORE
Market Growth
Adjacent Market Growth in the Heavy and Highway Construction Market
An ENR Top 400-Ranked Contractor needed a plan to grow into new markets. With specialized niche expertise in select vertical markets and geographies, the Leadership wanted to develop a strategy and plan to diversify their business, manage market risk and create new opportunities for employees. They turned to Blueprint Growth Consulting to help determine a target market, establish a positioning strategy and to develop a 5-year implementation plan. READ MORE
An ENR Top 400-Ranked Contractor needed a plan to grow into new markets. With specialized niche expertise in select vertical markets and geographies, the Leadership wanted to develop a strategy and plan to diversify their business, manage market risk and create new opportunities for employees. They turned to Blueprint Growth Consulting to help determine a target market, establish a positioning strategy and to develop a 5-year implementation plan. READ MORE
Sales Planning/ BD Team Development
A Written Sales Plan gives Confidence to General Contractor to hire a Business Development Professional
A 2nd-generation, Regional General Contractor wanted to grow his business and to hire a business development professional to find new opportunities. Historically, business development was the responsibility of the President and the VP of Estimating, so the Company needed to define the expectations for the BD role to ensure success. They turned to BluePrint Consulting for help. READ MORE
A 2nd-generation, Regional General Contractor wanted to grow his business and to hire a business development professional to find new opportunities. Historically, business development was the responsibility of the President and the VP of Estimating, so the Company needed to define the expectations for the BD role to ensure success. They turned to BluePrint Consulting for help. READ MORE
Brand Positioning Strategy
Brand Positioning Strategy and on-line presence for an Architectural Firm
With new leadership at the helm, CW Architects needed a new on-line presence that was better aligned with their direction and culture. The Partners were busy producing work for clients and running the day-today operations of the firm. Although they recognized the need update their brand presence, they had little time to think about the details of a new website. The Team of Malish&Pagonis, Fabien Communication and BluePrint Consulting was engaged to help. READ MORE
With new leadership at the helm, CW Architects needed a new on-line presence that was better aligned with their direction and culture. The Partners were busy producing work for clients and running the day-today operations of the firm. Although they recognized the need update their brand presence, they had little time to think about the details of a new website. The Team of Malish&Pagonis, Fabien Communication and BluePrint Consulting was engaged to help. READ MORE
Interim VP Sales
Sales Process Review and development establishes a BD Plan for long term success
A Regional Construction Management Company had experienced excessive turnover in of their Business Development leaving a serious gap in the team, and concerns that they did not have the right hiring strategy. They turned to BluePrint Consulting to help. READ MORE
A Regional Construction Management Company had experienced excessive turnover in of their Business Development leaving a serious gap in the team, and concerns that they did not have the right hiring strategy. They turned to BluePrint Consulting to help. READ MORE
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"The Difference between BluePrint Consulting and other consultants is Lori's knowledge of the Construction Business. She was able to bring real-world expertise to the table - not just theory. She was quickly able to assess our sales efforts, make recommendation and document it in a plan. Since Lori started to work with us we have exceeded our sales goals for 5 consecutive years."
Steve Welte, President, Wallworks Commercial Carpentry |
"Lori worked closely with us to design a strategic planning conference for the first time in many years, which would motivate our participants and generate consensus around developing shared goals for our organization. We needed a clear agenda and methodology - Lori did an exceptional job of developing a program that helped us turn our ideas into a set of goals - and to facilitate the process to get them done. Lori took the time to understand what was important to the organization as a whole, the attendees who each have varied positions within the organization, what their concerns may be, and to facilitate the process of keeping all of us working collaboratively."
Robin Kelsh, Executive Director, Pennsylvania Land Title Association and Pennsylvania Land Title Trust |
"It has been our good fortune to be introduced to, and then work with, Lori Sullivan. Lori’s extensive experience in the construction industry, with companies both large and small, combined with her strong communication skills has resulted in tangible business development results for our company. We plan to continue to use Lori as a business development consultant and recommend her without reservation."
Frank Pancoast, President, Pancoast and Clifford Construction Company |
"Lori Sullivan has done a fantastic job leading the Seller / Doer program at IMC. Lori is a knowledgeable instructor. She is organized, professional and approachable. The Seller / Doer concept is not new to the construction industry, but Lori has provided a concise, easy to implement program that has helped employees at all levels learn how to grow in their roles, and become more valuable to IMC."
Jim Kerr, Project Executive
IMC Construction Company
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'After participating in the Seller-Doer program, my big "aha' was when I was sitting with the Architect [on a project], and we were working through a really tough situation, and I changed the way I approached the situation. I started to think about him as a partner and the value of our business relationship. It really helped me change my approach and helped us to find an agreeable solution."
Estimator for a Large CM Firm (quote after completing 'Foundations for Seller-Doer Success') |
"The thought-provoking parts of Lori's training are real-world and useful...not over the top. This is information I can use."
Bill Hutchinson, Owner/ PM, Hutchinson Mechanical "This works...look at what we have achieved. It really works"
Chief Strategy Officer - Top-ranking CM |
“While I came to ARCO with marketing and design experience, I was VERY new to the industrial construction world. I was pleasantly surprised to learn that I’d be working with Lori Sullivan after hearing about how much work she did to successfully redefine our business. Not only did Lori understand our customers, their needs & expectations, but she helped me position ARCO strategically by putting structured communication processes in place. Additionally, she always made sure I had the right tools in my toolbox for the future which is something I am still grateful for!”
Alexandra McNamara, Marketing Manager ARCO Design Build Industrial (Named on of the fastest-growing private companies by Inc. Magazine with a 3-year growth of 105%) |
"I recommend Lori Sullivan as a “Seller-Doer” coach. Her structured program provided me the tools to integrate business development into my daily routine without impacting my project management responsibilities. Her training allowed me to develop a selling style that is comfortable to me while delivering the results that my company expects."
Ed Shields
Project Executive
IMC Construction Company
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Blueprint Growth Consulting
124 10th Street, Suite B Avalon, NJ 08202 856-430-2504 Lori@BDblueprint.com |
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