Enhancing Business Development in the Seller-Doer Model
Recorded On: 10/18/2016
Developing new business is always challenging in a competitive environment. It can be even more challenging for professional services firms. In many cases, selling is about building relationships, solving problems, and understanding your customers' goals and issues.
During our October webinar, you'll get an insider's look at how to enhance your business development (BD) skills in the seller-doer model that's common in many professional services firms. Our presenter Lyle White, vice president for Black & Veatch, will outline a three-year program that achieved significant improvement at his firm by invigorating the BD process.
The program, titled Intensified Client Engagement (ICE) concentrates on market drivers, client relationships, and opportunity development to win more work, especially value-based work. The ICE approach combines sales professionals with seller-doers in a progressive “get business" process as a team.
During this webinar, attendees will:
- Gain knowledge from the ICE initiative that is relevant to your business goals and objectives
- Apply the process and principals to your on-going BD efforts for the ICE Success Story
- Learn how business developers and seller-doers, working as a team, is key to the formula of winning new business
- Review ways to understand clients better so that it shows differentiated value to them
- Develop improved proposals for winning more work
Lyle A. White
Vice President, Black & Veatch Corporation
Lyle White is vice president and global director of business development for Black & Veatch's Power Generation Services Group. In this role, he works with regional area directors around the world for client engagement initiatives, new business development, sales strategy, and marketing support.
White currently leads the Black & Veatch ICE initiative, a training and implementation program designed to invigorate the BD process. White also coordinates industry leadership activities and participation at conferences, symposiums, and forums. He works with the Global Marketing and Communication Group to develop differentiated collateral, presentations, and effective ways to reach and influence clients.
CEU Credits SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.