It is difficult to resist pursuing “everything that is out there” in an attempt to build backlog; however, this is not a cost-effective way to prepare your firm for the future. In this webinar, Bill Long - a veteran seller-doer at construction management firms - will present an Account-Based Strategy that will reduce your business development expenses while simultaneously increasing your firm’s revenue and profits. The proven strategy is a Five-Step process that he refers to as the TREAT Strategy - Target, Research, Execute, Assess, and Track.
Bill will lead the attendees through a process of focusing on a firm’s clients that will lead to more profitable work. Specific account planning for the firm’s targeted clients encompasses the Research step. The Execution step that Bill will discuss will focus on the AEC Services Sales Cycle, specifically on the heart of that effort where a firm needs to establish credibility and trust. Ongoing Assessment and Tracking round out the strategy.
About the speaker:
William R. Long, PE – Principal, WRL Consultants
William R. Long is an experienced member of the design and construction community where he has been active for over thirty-five years. During that time, Bill has held multiple positions at both design and construction firms including Principal, Vice President, Project Executive, Director of Business Development, Project Manager, and Project Engineer. His experience has ranged from systems design and building construction to business development and firm management. Bill’s expertise has evolved into providing effective consulting to firms within the design and construction industry as well as leading intensive coaching and training to the staff at these firms. Focusing on topics incorporating strategic planning, organizational management, business development, firm leadership, and project management, Bill’s passion is positioning firms and individuals for a successful future.
Continuing Education:
CMCI Recertification Points: 1
Professional Development Hours (PDH): 1