Huh?? What kind of question is that?
Yet, firms continually start from scratch every year or every time a new staff member joins their BD / marketing team. There are no standard practices in place and the approach to pursuing work is often, "I have an idea on how we should do this!" or "XYZ firm is doing this to chase work. We should do it too!"
If you take a sales position in a Fortune 500 firm, you will, inevitably, be put into a sales training program and you will have ongoing sales training and coaching. Why? Because, those companies understand that success in sales comes from using proven, repeatable processes. Those companies have already tested a lot of different ways of doing things and they have distilled those successful processes down to a common denominator process. From there, yes, individuals can personalize what they're doing to fit their personality and the company, but a standard sales process is trained and used.
Does your firm have a standard sales process?
Using predictable, repeatable processes takes individual preferences and trial guesses out of the picture. It also means the process can be used by more than one individual and is trainable to others.
Consider it this way:
So why have defined processes?
When people use proven, repeatable processes, the predictability of the outcome increases.
That doesn't mean the processes can't or shouldn't be customized to the individual firm. Each firm has its own personality, culture, operational procedures, and so on. So that leaves us with two steps:
1.Define a basic BD process
2.Customize that basic BD process to fit your firm
How can you define your firm's own basic BD process?
How do we customize our basic BD process to fit our firm?
Instead of forcing a highly defined BD process on to staff, build in customization, to fit both your firm and the individual who is implementing the process.
Lots of ideas for building that customization into your basic BD process, plus the customization provides you with the opportunity to differentiate your firm from the competition by the manner in which you handle your prospects. H-m-m-m, that sounds like building your brand, reputation, and differentiation!
This will get you started. If you need help defining your firm's custom business development process, let me know. Email firstname.lastname@example.org and move your firm ahead of the competition.
Friday Chow is posted weekly, or thereabouts, to provide you with insights and considerations for AEC sales and marketing. Good stuff to feed your revenue engine!
When you're ready to improve your business development, marketing, and client relations programs, contact Red Hound Studios at email@example.com