Our 2009 Build Boston Presentation on Business Development in the New Economy

1. Kathy McMahon, Director of Marketing and Business Development, CBT Architects Gary Pease, Principal, Nitsch Engineering James Koloski, Business Development Manager, RDK Engineers Katy Redmond Emmott, Fox RPM B12 Business Development For The New Economy

2. Principal/PM Business Development Start with the assumption that your company is qualified – you belong there – be confident If you like making and keeping friends (and you are good at it), and you are organized, you should be doing more BD! People want to work with friends and generous with friends…makes work more fun. Can you do BD in 20%-30% of your time? Why not? What’s stopping you? From the Principal’s office

3. It’s all about relationships!

4. Where can you meet/see more BD folks/Principals of client firms and referral firms?? Join a lead exchange meeting Invite someone to coffee, lunch, cocktails, dinner, concert, sporting event, etc. Attend Conferences/Events/Golf – be seen Prepare and organize presentations – present and show your technical worth – to clients – maybe provide learning units!

5. Business Development?

6. Other important points/reminders Find common bonds: music interests, sports, kids, charity, church, etc. Remember that generosity begets generosity – but it has to be genuine to really work. Think first of others…It will come back to you. Don’t EVER keep tabs – EVER!!!! Keep confidential leads confidential Keep in mind that something that is not interesting to you is probably interesting to someone else.

7. Other important points/reminders Make sure your company sees the value in you doing BD – sometimes takes awhile to develop – set clear goals – be realistic Respect all parties – Principals/BD/PM, etc… Stay involved in projects – often the best BD you can do! Force yourself to make the time to have this be part of your job Need to be able to compartmentalize – effective time management Make it fun – you get to choose who you’re doing BD with! Be patient!!

8. Fish Finding

9. Plan, Plan, Plan Make the time to plan every day - 20 mins. every morning - 30 mins. at the end of the week - 1 hour at the end of the month Reserve time to get BD done - Block out time in Outlook - Treat it like any other meeting, take it seriously! Clearly define who to contact and end results - Who: decision makers/connectors - What: Value Proposition - Know your objective before you call Fish Finding

10. Don’t Hate The Player Fish Finding

11. Get Involved! Industry Associations - Attend events - Join committees work towards the board Never Eat Alone - Breakfast, Lunch, Coffee Reach Out and Touch Someone - Call, Email, Hand-write a note Toot Your Own Horn - Linked In Updates, Twitter, Speaking Opportunities, Write an Article Fish Finding

12. Fish Finding Don’t Forget to Smile!

14. What’s new in this day and age? Before Before 1. Team 2. Experience 3. Fee 4. Risk What does this mean for your marketing? Now 1. Risk 2. Fee 3. Experience 4. Team

16. Differentiate – Everybody’s doing it Establish client and project Hot Buttons, especially in current day conditions Pick up the phone No boilerplate!!! Be specific and memorable – why does xyz matter? Tee up the Interview

19. Seek feedback Be gracious Refer others Keep an eye on it! Whether you win or lose…