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Increase your Win Rate! Winning new work is critical to the success of design and construction professionals. Our six-module workshop helps your team practice and understand business development strategies, tools and lessons-learned. The hands-on workshop format facilitates interaction between your experienced business developers and the rest of your team. Participating together helps build a common frame of reference and overall approach for your pursuits and will increase your win rates! Each workshop is customized to your company and includes specific examples and lessons-learned to help participants clearly identify with the concepts. We recommend presenting one module each quarter in your offices. Core Course (one day or two half-day sessions) Elements of a Win -- an overview of the business development and proposal process; emphasis on successful pursuits and what winning teams do. Participants will learn how to identify and qualify leads, develop a go/no go mentality, build a pursuit team and develop pursuit plans and winning strategies. Winning Strategies -- thinking strategically about your team's strengths, weaknesses and unique offerings; teaming and staffing for success; checklists to make sure all the bases are covered. Participants will learn a process for critically evaluating team strengths, develop a checklist for overcoming weaknesses, and further refine their skills in strategic plans for pursuits. Electives (half-day sessions) Relationships and Research -- building relationships with clients and teaming partners, identifying and qualifying prospects; building project knowledge base that will start you ahead of the competition. Participants will learn the benefit of relationship marketing; develop an understanding of how to conduct research about a client, project and the competition; will develop checklists to aid in verifying research; and will continue to refine their skills in strategic planning for pursuits. Punching Up Your Proposal Win Rates -- discussion about what makes proposals convincing; examples of successful proposal elements; customizing resumes; project experience and approach for each pursuit. Participants will evaluate proposal examples and identify effective elements (if desired, your proposals can be used for this exercise); learn why resumes and project profiles need to be customized for pursuits; and develop strategies for getting the attention (and votes) of reviewers. Scopes that Win -- hitting client hot buttons; tailoring work plans, management an technical content; customized templates that will allow you to focus on each project, every time. Participants will learn a process for writing project approach, project understanding and scopes of work that demonstrate the unique understanding and approach of your team; review examples of winning and losing scopes of work; and develop custom templates for their work. The Truth About Presentations -- information about what makes presentations effective; what clients really look for; the significance of question/answer segments; how to spend your preparation time effectively. Participants will learn what clients really want in presentations; review presentation skills and techniques; and practice strategies for effectively handling the question/answer segments of the presentations. |
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