Transcript Building Rewarding Relationships with Team Members and

What have We Done for You Lately?
Building Rewarding Relationships
with Team Members & Clients
Presented by:
Elizabeth McDaniel, Terri Simms & Francescka Bailey
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Business Development
Elizabeth McDaniel
Internal vs. External Customer
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Internal:
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All Team Members
External
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Architects
Developer
Owners
Municipalities
Law Firms
Construction
Companies
Federal Government
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A Natural Integration
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Every Team Member is an Ambassador
Working together with Marketing &
Business Development to create new
business opportunities for the firm
Marketing & Sales define the
company’s relationship with its
customers
Jointly responsible for driving
and achieving revenue
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Relationship Driven Business
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All Relationships Count and
perception is everything
Small actions “To Go the Extra Mile” will
keep clients coming back and
encourage them to recommend our
firm to others
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What Can Business Development
do for You?
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Provide Background Information
Work with Team Members to develop
marketing strategy
Make joint marketing calls
Act as a mentor to other Team
Members
Monitor activities and success with
clients
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Working Together as a Team
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Share information about
a particular client
Ask current clients about potential
new opportunities
Communicate information to Business
Development via email or phone call
Attend networking functions
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Customer Perspective
The Harvard Business Review states
that it costs a company 7-10 times
more to get a new customer than it
does to retain an existing one; yet
most companies in the U.S. will lose
half their client base within the first
five years.
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Marketing
Terri Simms
What is Marketing?
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Marketing generally refers to all
of the activities that prepares us
to approach a prospective client.
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What is Our Goal?
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To provide the right professional
image while effectively delivering
the desired message.
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How Do We Achieve
Our Goal?
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Create a consistent look for all
company materials
Create/update service and sector
focused literature
Enhance our industry presence
through advertising, tradeshows,
seminars, speaking events, and the
MBP website.
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Marketing Responsibilities:
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Trade Shows
Company Literature
Company Advertising
Outlook Newsletters
MBP Team Merchandise
Website
Professional Associations
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What Everyone needs
to know to Market MBP
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We are an ENR Top 60 Construction Management
and Engineering Firm. We can help you manage
your entire construction program or only a portion of
it. We provide design/constructibility reviews, cost
estimating and CPM Scheduling, on-site construction
management that includes inspections, QA & QC,
change order management, commissioning, project
documentation and project closeout. We also
provide construction disputes resolution and claims
mitigation.
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What Everyone needs
to know to Market MBP
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Our targets markets include education, both k-12
and higher education, transportation including
airports and mass transit, plant and utility and
commercial buildings.
We have provided these services for Federal, state
and local governments, private developers and
owners, architects, engineers, general construction
firms and attorneys.
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Designing for MBP
Francescka Bailey
Designing for MBP
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I design a variety of multimedia items
for two main audiences:
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MBP Team Members
Potential Clients / Partners
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Team Member Support
How I can help you maintain our brand and
promote MBP’s market presence:
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Leave-behinds / Handouts
PowerPoint presentations
Professional Association graphics
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Event Promotion (flyers, invitations, websites)
Newsletters
Association websites
Software support (Word, Publisher, Acrobat etc.)
Retreat and Picnic theme and graphics
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Client Outreach
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What are we doing to update
and improve the way we reach
potential clients?
We have significantly improved our:
 Print Collateral
 Website
 Tradeshow Display
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Print Collateral
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MBP has updated and expanded our
marketing materials to include:
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MBP Overview Brochure
MBP At-a-Glance Trifold
Disputes Resolution Trifold
Commissioning Trifold
Owner’s Guide to Construction Management
Unique Holiday Card
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Print Collateral
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Print Collateral
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Print Collateral
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On the Horizon:
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Service-specific brochures as needed
Sector-specific brochures as needed
Proposal and Marketing Material
design updates
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Website
Latest Updates:
Updated News section featuring
tradeshows, speaking engagements/seminars,
professional association events etc.
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Outlook and team member publications
available online
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Featured Projects
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Recruitment
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Website
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On the Horizon:
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Redesign of the homepage
Posting of Lunch & Learn
PowerPoint presentations
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New Tradeshow Display!
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Consistent with the “look” of
updated brochures
Inexpensive to ship and easy to set up
Panels can be swapped out depending on
the tradeshow
More panesl can be added as needed
Touchscreen Interactive Presentation
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Questions?
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