Middle of Six
Business Development for Everyone: Tactics by Skillset and Comfort Level
CE Pending

If there was ever a term that induces imposter syndrome faster than you can say ‘our company’s future financial stability rests on your shoulders’, it’s ‘business development’. The pressure to bring in the next big win can be a caustic agent when mixed with an uncertainty of where to start, fear of rejection, or simply being slammed with other pressing tasks. Are you ready for a mental and professional re-set for you and your technical colleagues? In this presentation we will cover three key areas that address 1) the core tenets of developing business, 2) the common mental and logistical struggles that impede relationship building, and 3) a series of steps to dismantle the juggernaut known as BD into actionable steps you can incorporate into your daily schedule.

This session offers practical and easy-to-apply strategies for enhancing your business development efforts. We’ll start by clearly defining the roles of marketing and business development. Many challenges in BD stem from internal fears, conflicting priorities, and ambiguous guidance from leadership. By delving into effective ways to enhance your knowledge and readiness for interactions, you’ll find that strengthening your BD skills becomes progressively easier.

Learning Objectives:

• Attendees will learn the difference between BD and Marketing and gain clarity on the roles and responsibilities of both functions.

• Attendees will learn a variety of passive and active BD techniques suitable for entry-level to executive-level staff.

• Attendees will learn proven methods for building To-Do lists and time management that successfully make space for daily, effective, right-sized BD activities.

• Attendees will come away equipped with real-world examples and mentoring skills to help their technical colleagues focus their BD time in effective and persuasive ways.

Speaker:

Wendy Simmons is the founder and principal marketing strategist of Middle of Six, a marketing consultancy 100% dedicated to the A/E/C industry. She crafts compelling messages and rallies teams for winning pursuits on a weekly basis. She was recognized as Marketer of the Year by the Society of Marketers of Professional Services (SMPS) Seattle Chapter and is the host of The Shortlist, an award-winning podcast about all things A/E/C marketing.