From Handshake to Hired

From Handshake to Hired Building a Business Development Strategy that Suits Your Style

Sarah McGillicuddy DIRECTOR OF MARKETING & BUSINESS DEVELOPMENT ACENTECH “There is a distinct difference between hearing and listening.

A great deal can be gleaned by being a genuine listener and reading between the lines.

Always give without expectation – help others always and often and in turn you will help yourself.”

Kelly Bliss VICE PRESIDENT OF BUSINESS DEVELOPMENT SUFFOLK CONSTRUCTION “Be genuine and yourself.

Know your client and bring them value.”

Bob Barnes DIRECTOR OF FACILITIES BOSTON SYMPHONY ORCHESTRA “Exploit strengths, modulate weaknesses”

“Play to your strengths in choosing approach”.

“Festina Lente: Make haste … slowly” - Caesar Augustus

“Don’t rush the potential client!”

“They who will not risk, cannot win” - John Paul Jones “Be creative, yet be willing to crash and burn on occasion.”

Heather Taylor AIA, LEED BD+C CAMPUS PLANNER | ARCHITECT PHILLIPS EXETER ACADEMY “Be authentic in building relationships – this is a long journey – you are representing not only your organization/company but yourself – you are building your own brand. Integrity is paramount! You bring your relationships where ever you go.”

John Swift PE, CEM, LEED AP BD+C PRINCIPAL BURO HAPPOLD ENGINEERING “We should treat everyone like they are our client.”

Carolyn Hickey DIRECTOR OF BUSINESS DEVELOPMENT & MARKETING DELLBROOK | JKS “It’s critical to respect a client’s space when they ask for it. With top down pressure and the need to fill the pipeline, it’s tempting to repeatedly reach out. Several years ago when I was calling on an academic institution.

I spoke to the decision maker and he asked me to follow up with him in a few months. I respected that request despite pressure from above to follow up. When I reached back out to the client after the requested amount of time, he actually thanked me for following his request. From there, our relationship got off to a great start and we went on to work on several projects with that institution.”

Kim Sousa DIRECTOR OF BUSINESS DEVELOPMENT & MARKETING SAAM ARCHITECTURE “Always get a meeting.

In this world of technology, it’s easy to stay behind your computer. Personally, I still feel that the face-to-face meetings are where it’s at. You can develop a more personal connection with people when you get a few minutes in person with them. It’s also very important to respect their time. It’s more productive (and easier) to get a 30 minute meeting to introduce yourself and your firm, instead of a 2-hour lunch. After the meeting...the key is in the follow up.

Use your technology for that! Connect on LinkedIn, send a follow up email, an article of interest, invite them to an industry event...or maybe even, dare I say, send them a hand written note card?! I guarantee they will remember you.”

Andrew Feibelman NATIONAL DIRECTOR, CORPORATE SOLUTIONS JLL “Pay it forward. Be a giver as you get more from giving then you do from taking.

Be an active listener. You have 2 ears and 1 mouth for a reason.”

Derrick Goodwin DIRECTOR OF BUSINESS DEVELOPMENT LEE KENNEDY CO., INC. “Don’t burn bridges. A competitor today could be a collaborator tomorrow.”

Jackie Falla DIRECTOR OF CLIENT SERVICES ELAINE CONSTRUCTION “I have no time at all for people that just want something from me, and all the time in the world for someone that wants to help solve my problems.”

“This quote speaks to the fundamental philosophy that you need to give, give, give before you can ask for a favor. Not the other way around. Strive to be interesting and more importantly interested. Work should not be the first thing you dive into in any conversation — it should be the last.

Always take time to gather details about the other person, this is important, find common ground and dig into that.

Listen — don’t prepare your next remarks, be fully engaged in the conversation; it’s one of the highest compliments you can pay a person. Be consistent — do what you say you are going to do and be genuine, no one likes a used car sales person. Lastly, if you don’t sincerely like people, and have an interest in learning and investing in them — don’t do this for a living.”

Matt Chardavoyne MANAGING DIRECTOR OF BUSINESS DEVELOPMENT COLUMBIA CONSTRUCTION COMPANY “Work hard for a dollar but don’t do anything for it. Your integrity and your word is all you have. Don’t compromise either. Never act in bad faith. Don’t over promise. Always be honest — e ­ ven when it’s tough and remember to always deliver the tough news first! Have a plan, put it down on paper and execute it. Educate yourself, no one will do it for you. Learn about company strengths and weakness, key personal, competitors, industry trends. Never stop learning.

Be yourself and remember to speak in a genuine language that people can relate to.”

Katie Grimes CORPORATE WORKPLACE CULTURE & STRATEGY CONSULTANT | BUSINESS DEVELOPMENT EXECUTIVE “Your number one goal is to be of service. The time you spend with a prospect/client are 1:1, over 3-6 months, and can be 30 minutes over coffee. Avoid getting down to business, unless the person you’re meeting with wants to talk shop. The goal is to get to know one another in order to build trust. Connect on LinkedIn, immediately after, and follow-up via email on things you said you would.”

Gary Pease PRINCIPAL | VICE PRESIDENT NITSCH ENGINEERING, INC. “Don’t ever expect anything in return.

Generosity begets generosity.

It’s all about relationships and trust.”

Chloe Bourscaren CLIENT DEVELOPMENT NBBJ

“Make time for follow up after your meetings.

Don’t just view your scheduled meeting as a checked box; the follow through and maintenance is what keeps a relationship alive and well.

Schedule time in your calendar after your meetings, conferences and panel events to circle back with people you talked with or met.”

Derek Leclerc DIRECTOR OF BUSINESS DEVELOPMENT STV | DPM (DIVERSIFIED PROJECT MANAGEMENT) “Take the time to stay current on industry trends and common problems in your market so you can better understand how end users express their problems, not in your language, but in theirs. This will provide a great deal of value during client discussions, proposal development and conversations with industry peers.”

Robin Dorogusker VICE PRESIDENT OF CLIENT SERVICES HEREVA CONSULTANTS “Treat everyone the way you would want to be treated.

When you are meeting people, be interested in them and what they have to say. Don’t judge people by what they can do for you. Have a generosity of spirit — only by helping others will people want to help you.”

Tracy Lea Neff DIRECTOR OF WORKPLACE DESIGN & DELIVERY PWC “To be successful, you have to have your heart in your business, and your business in your heart.”

- Thomas Watson, Sr., former CEO, IBM “As a client I can either see if they have the passion or it’s a sale pitch. I can see if they truly want to help me solve my problem, or they want to make a sale. My humble advice — be authentic, be really good at what you do, have passion, truly care, and develop strong relationships where you are seen as a valued partner and not just a vendor.”