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I’ve spent the past several months with increased focus on seller-doers and am hearing some consistent themes on the challenges seller-doers are facing across design and construction firms. Here they are:
Those are good challenges, across-the-board, and, fortunately, there are solutions to them all. Some of the solutions are found in changing perspectives on the seller-doer role, some are in finding good processes to use, and some are in understanding people and how to build and expand relationships.
Think through the challenges your seller-doers are facing. Try to look at them in a different light. For example, when thinking there’s not enough time for BD, consider viewing the planning of activities differently. Project work ebbs and flows and it’s possible to have BD activities ebb and flow when you expand your planning window. Instead of planning on a daily or weekly basis, with short time frames for activities, have your seller-doers plan out their time on a monthly or quarterly basis. That longer time period provides flexibility, especially, when project emergencies arise and some BD meetings slip and have to be re-scheduled.
Food for thought!
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!
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