Building Relationships That Build Your Business
The reality in the A/E/C world today is that relationships matter more than ever, and there’s a split amongst firms on the path to building and nurturing those relationships. Some firms rely on business development professionals, and some rely on their project professionals (the doer-seller model). And some firms embrace the leverage that comes from having both business development professionals and a well-trained, coached and empowered team of doer-sellers. In a A/E/C world where relationships are the most valuable currency, firms invest in their doer-sellers in order to enhance profitable relationships and build stronger and more predictable pipelines.
What’s in it for your firm?
This high impact and customized Doer-Seller Training and Coaching Program is designed specifically for A/E/C firms looking to deepen industry relationships, strengthen their client acquisition strategies, and build a consistent pipeline of profitable work. Whether your firm focuses on commercial or infrastructure projects, this program delivers practical tools and proven strategies to elevate and amplify your relationship-building and business development efforts for more consistent and sustainable growth.
Key Takeaways:
- Develop a business development mindset across the firm and with your project managers and professionals
- Equip your project professionals with critical relationship building strategies, mindsets, skills and habits for more high-value and consistent opportunities
- Proven tools to identify, pursue, and win the right opportunities
- Practical relationship-building skills that generate trust and loyalty
- Build a predictable and systematic approach to business development and relationship building
The Foundations:
- Interactive sessions on relationship building, value communication, differentiation, and follow-through
- Personalized one-on-one and group coaching to support implementation, overcome roadblocks, and drive accountability
- Accountable tracking systems to manage and measure business development activity
- Real time opportunity assessment and feedback to enhance your team’s relationship building activities
What’s the impact?
- Increased lead flow and higher-quality project opportunities
- Shorter sales cycles and improved win rates
- Greater client retention and repeat business
- Clearer visibility into future revenue opportunities
- Business development and relationship building culture embedded in your firm
How Jeff Helped Our Team
“Most recently, Jeff Nischwitz led a group of our doer-sellers through a business development training and coaching program. This immersive program created new business opportunities and helped our people understand and embrace the challenge and habits that create consistent new sales opportunities for the firm.” Matthew Danis, CPSM, Vice President, Great Lakes Regional Manager
In working with hundreds of A/E/C professionals, Cornerstone Accelerators has found that most firms don’t have the internal resources to train, support and coach their doer-sellers into more effective and consistent relationship builders. We’ve also discovered that traditional sales training and coaching does not work because doer-sellers are not built to become sales people. But they can become consistent, predictable, and highly impactful relationship builders. That’s where Cornerstone Accelerators comes in and that’s what we do best!
To accelerate and unleash your business development efforts and results in your firm, contact Cornerstone Accelerators via email or 813.425.0264.
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