Business Development
Technical professionals can learn to develop business effectively.
Building long-term relationships with clients is essential because they want to work with people they already know and trust. That trust is built one conversation at a time.
Being able to initiate one-on-one conversations and manage them effectively is an essential skill for all professionals. But it doesn’t necessarily come naturally to technical professionals, because many of them assume business development must be forced and contrived – like a salesperson with a quota.
By using our nonmanipulative relationship marketing approach, technical professionals learn that they can develop business effectively – and even derive satisfaction from these activities.
“When we scheduled our training program, we had no idea how much the BD landscape would change. After rescheduling several times due to COVID, we proceeded with the training. While so much has changed, many principles remain the same, and we are very glad to have trained every single staff member in both basic and advanced business development skills.
Establishing goals and practicing these new skills with Johnston Framework has accelerated our COVID-era business development strategies. Our team has challenged themselves, with new leaders emerging and developing business, and this will carry our firm successfully through the uncertainty of the next season.”
—Emily Meyer, Client Engagement Manager,
Bernardo|Wills Architects
Results
In one engineering firm, 18 participants generated more than $1 million in billable work by the end of the four-session program.
A group of eight project managers and superintendents for a construction company made and kept 17 appointments in the three weeks between the first and second session.
Four years after a training program in business development was completed for an architecture firm, all eight participants were still meeting the goals they established during the sessions. The group generated millions of dollars in projects for their firm.