Increase your Win Rate!
Winning new work is critical to the success of design and
construction professionals. Our six-module workshop helps your
team practice and understand business development strategies, tools
and lessons-learned. The hands-on workshop format facilitates
interaction between your experienced business developers and the
rest of your team. Participating together helps build a common
frame of reference and overall approach for your pursuits and will
increase your win rates!
Each workshop is customized to your company and includes specific
examples and lessons-learned to help participants clearly identify
with the concepts. We recommend presenting one module each
quarter in your offices.
Core Course (one day or two half-day sessions)
Elements of a Win -- an overview of the business development and
proposal process; emphasis on successful pursuits and what winning
Participants will learn how to identify and qualify leads, develop a
go/no go mentality, build a pursuit team and develop pursuit plans
and winning strategies.
Winning Strategies -- thinking strategically about your team's
strengths, weaknesses and unique offerings; teaming and staffing for
success; checklists to make sure all the bases are covered.
Participants will learn a process for critically evaluating team
strengths, develop a checklist for overcoming weaknesses, and
further refine their skills in strategic plans for pursuits.
Electives (half-day sessions)
Relationships and Research -- building relationships with clients
and teaming partners, identifying and qualifying prospects; building
project knowledge base that will start you ahead of the competition.
Participants will learn the benefit of relationship marketing; develop
an understanding of how to conduct research about a client, project
and the competition; will develop checklists to aid in verifying
research; and will continue to refine their skills in strategic planning
Punching Up Your Proposal Win Rates -- discussion about what
makes proposals convincing; examples of successful proposal
elements; customizing resumes; project experience and approach for
Participants will evaluate proposal examples and identify effective
elements (if desired, your proposals can be used for this exercise);
learn why resumes and project profiles need to be customized for
pursuits; and develop strategies for getting the attention (and votes)
Scopes that Win -- hitting client hot buttons; tailoring work plans,
management an technical content; customized templates that will
allow you to focus on each project, every time.
Participants will learn a process for writing project approach, project
understanding and scopes of work that demonstrate the unique
understanding and approach of your team; review examples of
winning and losing scopes of work; and develop custom templates
for their work.
The Truth About Presentations -- information about what makes
presentations effective; what clients really look for; the significance
of question/answer segments; how to spend your preparation time
Participants will learn what clients really want in presentations;
review presentation skills and techniques; and practice strategies for
effectively handling the question/answer segments of the
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