Business Development
Building long-term relationships with potential clients is essential to acquiring ongoing projects, because clients want to work with people they already know and trust. That trust is built one conversation at a time.
 Non-Manipulative Approach
Being able to initiate those one-on-one conversations and manage them effectively is an essential skill for technical professionals, but one that doesn’t come naturally when the technical professional assumes that business development must be forced and contrived – like a product-oriented sales person with a quota!
By using JTG’s non-manipulative relationship marketing approach, professionals who are hired by clients for what they know about solving specific problems can learn how to develop business effectively, and even derive satisfaction from these activities.
Results
In one engineering firm, 18 participants generated more than $1 million in billable work by the completion of the three-session program.
A group of eight project managers and superintendents for a contracting company made and kept 17 appointments in the three weeks between the first and second session.
Four years after a training program in Business Development was completed for an architecture firm, all eight participants still were meeting the goals they established during the sessions. They had all produced millions of dollars in projects for their firm.
Expertise Developed
The JTG Business Development Training Program focuses on three areas of learning and skill development:
Deciding what to say and do when face-to-face with potential clients
Overcoming resistance and finding the time to develop business
Knowing whom to call and when
This relationship building approach is developed around the needs and concerns of the client or potential client, and becomes second nature to professionals who must regularly apply their knowledge to solve clients’ problems and bill for their time.
The program addresses the following key skills:
• Learning what is important to a potential client
• Talking about your firm, service, or idea
• Overcoming fear of rejection or making a mistake
• Letting a potential client know you are listening
• Addressing a potential client’s objections, questions, and concerns
• Getting a commitment to action
• Juggling business development while still obtaining required billable hours
Customized For You
Each program is tailored to your professional's unique type of expertise and your client base.
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