Advanced Business Development for General Contractors (Private Workshop)

Master the "Art and Science of Business Development" for profitable growth in all economic conditions.

Raymond Braswell Profile Picture Raymond Braswell
0
with early registration
1-2 Days Depending on Tailoring for Your Company
Finally, a resource designed specifically for Senior Management in the construction industry. This workshop will help explain the “Art and Science of Business Development” and what you can do to maximize the processes you already have. Custom: 1-2 days.
Learning Objectives
  • How to develop a market strategy incorporating industry trends, economic conditions, and project delivery methods.
  • How to develop a structured sales process including tactics and tools.
  • How to leverage the Business Developer role to maximize executive time.
  • How to use a 3-phase strategy for competing against larger competitors.
  • How to differentiate your company through Advanced Preconstruction Services
  • How to prepare proposals and interviews that win you the project.
  • How to evaluate and maximize the business development processes you already have.
Who Should Attend
  • General Contractors in the $50-300M range or branch offices of large GCs
  • Owners and Executives
  • Business Developers
  • Preconstruction Managers
  • Project Executives
  • PMs and Supers involved in the interview or preconstruction phase

Specialty and Civil contractors who regularly work directly with Project Owners or GCs as part of their project team. 

Advanced Business Development for General Contractors. Raymond Braswell.

 

This program is ideal for all General Contractors wanting to improve.  Training is tailored for mid-sized firms wanting to better complete with the large firms for larger projects, Large firms wanting to improve their Business Development department, and the Emerging Contractors wanting to take the next step in growing their business. 

This training program is also ideal for specialty contractors that regularly partner with their General Contractors or work directly with Project Owners in pursuing work.

 

Workshop Overview - Tailored Specifically for Your Company

1.  Market Strategies for Profitable Growth

  • Defining General Company Goals
  • Assessment of Your Current Capabilities, Clients, and Markets
  • Identify New Markets and Geographic Growth Trends
  • Understanding Your Competitive Landscape
  • Talent and Recruitment as a Competitive Advantage

Build a marketing message and collateral that opens doors.  

2.  Developing a Sales Process, Tools and Tactics

Sales Funnel: Scope, Networking, and Key Roles

 Leverage your CRM system for results.  

3.  Assessing the Business Development Capabilities of Your Whole Team

  • Key Roles and Responsibilities
  • Effective Integration With Preconstruction, Estimating, and Operations
  • Balance of Workload for Seller-Doers
  • Measurable Outcome Based Job Descriptions
  • Team Experience for Proposals Related to Your Market Strategy 
  • Interview Skills for the Estimating and Operations Team
  • Recruiting the Right Talent If Necessary

4.  Leveraging the Business Developer Role

  • The DNA of a Good Business Developer
  • Tailoring a Business Development Model that Works for Your Team and Markets 
Business Development Models.

 Related Article:  Integrating the Seller-Doer Model with the Dedicated Business Developer Model for General Contractors

5.  Differentiation Through Preconstruction Services

  • From Napkin to Nails — The Preconstruction Process
  • Building the Ideal Preconstruction Team
  • Conceptual Estimating Strategies, Tools, and Tactics
  • Selling the Value of Your Preconstruction Services

6.  Developing Winning Proposals and Interview Strategies

  • Proposal Formats and Content
  • Summarizing Project Schedules and Technical Details
  • Presenting Competitive Advantages
  • Presentation Training, Preparation, and Coaching
  • The Follow-Up Process
Consultant: Raymond Braswell.

Working with D. Brown Management is like having a team of very well-rounded executives working closely with you to solve a variety of business problems on an as-needed basis.

Download Advanced Business Development for General Contractors Private Training Brochure

Learn More About Raymond Braswell and our General Contractor Solutions

 

Inquire about Private Training tailored specifically for your company. Bizdev.

The value of training cannot be measured by cost alone.  It must be measured by the impact it has on your team and ultimately the results produced.  Depending on your situation, private training tailored specifically for your company may have the best return. 

  • Integration of metrics, terminology, pictures, projects, examples, and other specifics for your company and the markets you compete in.  
  • Group exercises designed to help with your biggest priorities.  
  • Integration of other content from across all of our training and development programs used with our retainer clients based on your specific needs. 
  • Delivery times from 1-4 hours, on-site or online.
  • Follow-up sessions designed to ensure progress is being made.
  • Development of a multi-part training program to accelerate development of your team.

Cost varies based on the level of tailoring, location, and scheduling.  Please schedule a conversation to see if private training could be the best option for your company.

 

Raymond Braswell frequently integrates this training with Advanced Business Development, Advanced Preconstruction Services and elements of our General Contractor Solutions for maximum impact in a two-day session.  

D. Brown Management helps construction contractors grow profitably.

We believe the construction industry is an integral part of the backbone of our country. We exist to help contractors build stronger businesses for the next generation by leveraging talent, technology, and capital through alignment and transparency.
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