Workshops

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Learn to Win More Work ...

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

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

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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Please contact us about the Winning Workshop!