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.
Duration: 1 hour | PDHs: 1 | Subscription: Members Only
Presented by: William R. Long, PE