Consider this: Your seller-doers spent four years or more, in school, learning their profession. They understand the details, the structure, and how to measure performance. They know how to create a great project and they usually understand how to allocate their time to get the job done. They know they have control over 100% of their time to make a successful project.
Then, along comes the requirement to be a “seller-doer.” Questions come out of the woodwork . . .
For grins, let’s reverse this. How about dedicated business developers who have multiple years of formal or informal training in pursuing work? Let’s look at how they might try to carve out a piece of their time, each week, to work on one of the firm’s projects. First, they haven’t been formally trained to be an engineer, architect or construction manager. Then, along come the questions . . .
Yep – those are the same questions on either side of the line. The whole who, what, when, where, why, and how of doing the job you are asked to do.
So, how do we make our seller-doers more effective?
That should get you started. There are plenty more in-depth ideas on how to make seller-doers more effective within their limited available time. The most important thing – consider BD from their point of view and understand they need and want your guidance and the learning opportunities on how to be a great contributor to the firm’s success.
Looking for more info? Email firstname.lastname@example.org.
Happy Holidays to all Red Hound Studios’ great followers! We wish you a wonderful season with your family and friends and a successful 2017!!
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