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Business Development for Architects, Engineers and Contractors

Become a successful business developer by understanding the legal and business planning process.

In order for an architecture, engineering or construction firm to maintain its operation and grow its business, it must continue to seek new opportunities where its services can help a client with its architectural, engineering and/or construction needs. The common solution is to employ a business developer, which can be part of marketing, but is really a sales function where prospects are identified and relationships are developed. The solution is for the business to provide the proper environment for business developer to be successful. This topic addresses the big picture of the business developer's role from legal and business planning perspectives and focusses on the process to become a successful business developer.

Runtime: 94 minutes
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Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Overview

Legal Issues' Relation to Business Development

  • Protecting Your Trade Name
  • Hiring Competitor Employees
  • Joint Ventures; Be Careful
  • Safeguarding Your Presentation

Planning-the Key to Success

  • Your Business Plan Provides the Framework for Business Development Success
  • To Be Successful, a Business Development Needs Marketing Support
  • Every Part of Your Business Impacts the Success of the Business Developer
  • Business Development Is a Methodical Process

The Art and Science of Business Development

  • BD's Objectives-Business Relationships and Chase Opportunities (Its Middle Game)
  • BD's Role-Facilitate Strategic Growth by Being a Business Scout, Intelligence Leader and Orchestra Leader
  • A Day in the Life of a Business Developer
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More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

Audio & Reference Manual

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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More Program Information

Why Lorman?

Over 31 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Ronald A. McKenzie

Ronald A. McKenzie

COMPASS Consultants Corporation

  • Registered architect in California with full NCARB registration since 1978
  • Team member with Marc Pacino of Ambiente Federal Service providing business planning for companies entering the federal military defense market
  • Author, Marketing Confidential: 101 Secrets to Increase Profits in the Construction Industry; Essential Tactics You Need to Know about Marketing, Business Development, Business Planning and Strategic Planning for Contractors, Subcontractors, Design/Builders, Construction Managers, Architects and Engineers
  • Author, Federal Fear Factors: How to Eliminate Fear and Make Money in the Federal Market
  • Author, The King and the Moat Contractor: Strategy, Business Planning and Marketing
  • President of COMPASS Consultants Corporation, a national strategic planning and marketing company helping architects, design/builders, contractors, subcontractors, construction managers and engineers develop a competitive advantage
  • B.Arch. degree, California Polytechnic State University (five year program)
Larry Silver

Larry Silver

Contractor Marketing, Inc.

  • Founder and executive director of the Contractor Business Development Association (1999-2008)
  • Publisher and editor-in-chief of Contractor Marketing magazine and Business Development Journal (1997-2004) and Business Development Ezine (2013-2016)
  • Design-Build Institute of America National Press Award Winner—2003
  • Sales Certified Trainer--Proposing to Win, Habit of Selling and Action Selling
  • National Recruiter for AEC business development, marketing and estimating professionals
No photo available

Vickie Verveniotis

Querrey & Harrow, Ltd.

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Product ID: 400731
Published 2017
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