Quote for the Day

The best time to plant a tree was 20 years ago. The second best time

is NOW.-- Chinese proverb --

Who is this guy?

10 years in the AEC Industry

Marketing Degree and MBA

40 under 40 list from BD&C

National Leader in SMPS

50+ presentations/articles

Good News…..

Forecasted GDP Growth Q3/Q4

Banks balance sheets appear to be stabilizing

Consumer Confidence rising

EDC’s reporting increased activity

ABI is… well it’s a rollercoaster!

Reality is…..

State/Local Government revenue and budgets under pressure

Credit requirements still tight for commercial development

Consumer spending forecasted to drop back to historical norms of GDP

Competition has changed in your market

So if you feel like this….

Marketing is…..

Business Development is…..

Everyone Love PIE!

Profits = Income – Expenses

Growing “I” a lot more fun than controlling “e”

Step 1: Look in the Mirror

Good AND BadKey Quantitative Metrics

- % billings by Market/Client/Geo- Day Receivables- Win Rates- 30/60/90 data

Key Qualitative Metrics- Staff Talents- Portfolio of work- Debriefing Notes- Client Feedback

Step 2: Look Around You

Locally- Condition of Economic Drivers- Trends that affect your top clients- Commercial RE reports- Competition Landscape (who and where)

Regionally- Federal Reserve Beige Book- ABI, PCI, etc index trends

Globally- New Services- Government Regulations

Step 3: Design a SIMPLE ‘BD’ Plan

Sample Components:

- 3 to 5 Market Sectorsi.e.- Univ, Urban Infill, Planning, Consulting, etc

- Define targets within each sector- who can sign your contract and pay you!

- Assign monetary and time budgets

- Set Goals: Revenue/Meetings

Step 3: Design a SIMPLE Plan

Market Target Budget Goal

College/

Univ

C&U within 100m radius

Arch within 50m radius  that have C&U resume

10 hrs/wk

$5K/yr

$350K

Streetscape Small towns within 100 mile radius of office

5 hrs/wk

$2K /yr

$100K

Private Focus on top 15 clients by 2008 billings

10 hrs/wk

$3K/yr

$75K

Step 4: Assign Responsibilities

Working from the Firm ‘BD’ Plan….

- ID Champions to lead effort(s)

- Leader needs to CLEARLY define expectations

- Set regular meeting with key people for updates

Step 4: Assign Responsibilities

Champion Market Tasks Status/Notes

Mickle C&U Sign up for email alerts from SCO

Done 9/3/09

Visit CA at UNC LVM 9/3, 9/7

Attend SCUP conference

Registration confirmed. 

J. Campbell Meeting with ABC Architects about Duke 

Scheduled for 10/2

Step 5: DO SOMETHING

MOST IMPORTANT STEP!!!!!

Step 6: Measure/Tweak…. REPEAT

You can’t afford to waste ANY Resource

Sample Metrics- # of meetings- # of RFP/Qs- Signed Contracts- Business Cards at event

Don’t over commit, and be willing to change course

Step 6: Measure/Tweak…. REPEAT

Use Metrics to Manage, don’t

Manage by Metrics!

WARNING: The CIA is the Enemy

C – Complacency- “We have always sponsored that event.”

I - Ignorance- “Those are national numbers, its different here.”

A - Arrogance - “Why wouldn’t they pick us?”

Final Quote of the Day!

Remember, It wasn’t raining when Noah

built the ark-- Howard Ruff --

Speaker Information:

Scott E. Mickle, CPSMCorp Director of Business Development & Marketing

Ph: 704.560.7079 (cell)E: smickle@landdesign.comL: www.linkedin.com/in/scottmickle

SmartBriefs.com

Over Twenty Industries and Growing

Over 70 Trade Associations

1.5M subscribers end of 2008

Other Online Resources

Globe St Newsletter www.globest.com

ENR www.enr.com

BD&C www.bdcnetwork.com

ACBJ Daily Updates wwww.acbj.com

Newspapers N&O, Washington Post, etc

Companies JLL, CBRE, etc

Professional Social Networks

Linked- In Tutorial

- Personal Profile

- Search Functionality

- Groups

- Question & Answer

- Special Features

Professional Social Networks

Website as a Bus Dev Tool

Business Development Planning