10.5 Business Development Tools for Seller-Doers

The term “seller-doer” sends chills down the spines of design and construction professionals everywhere, and yet clients are increasingly demanding to meet with potential team members from the earliest sales conversations. The seller-doer (doer-seller, closer-doer) model is not going away, but is in fact growing in prominence as clients become more sophisticated. This program is not about “why” firms need to embrace this model, but rather about “how” professionals can began selling immediately. Ten (and a half!) tools that design professionals can use to generate new business for their firms will be covered.

Learning Objectives

  1. Attendees will recognize the ten most effective tools for developing new business.
  2. Attendees will identify the business development tools that they are most comfortable with, and begin utilizing them.
  3. Attendees will create a personal business development plan based upon the template provided.
  4. Attendees will generate new opportunities for their firms.

Presented by: Scott D. Butcher, FSMPS, CPSM has more than 25 years of experience in marketing and business development in the AEC industry and is a Certified Professional Services Marketer (CPSM) and Fellow of the Society for Marketing Professional Services (FSMPS). Scott authored the SMPS/SMPS Foundation report, Sell. Do. Win Business. How A/E/C Firms are Using Staff to Win More Work and co-led/co-authored the SMPS Foundation book, A/E/C Business Development – The Decade Ahead. He has presented about business development to local, regional, and national programs and conferences. Scott served on the national board of directors for SMPS and is a past president of the SMPS Foundation.