Developing An Intentional Business Development Strategy for the Re-Opening
In the midst of the Covid-19 Social Distancing work environment, we gathered with AIA New Orleans to discuss intentional plans to engage our customers and community as we move through Phases I and II of re-opening. Here are a few quick exercises and guidelines for your firm:
I. Communications Assessment
What communication have you shared with your clients & contacts in the last 4-6 weeks?
Have you contacted every client? Design and Construction Partner?
What current communication can you now share about your firm?
Current status on projects in progress
Current status of staff working/locations
Any positive stories during social distancing
What have you done to give back? Participate in supporting healthcare, education, public servants?
Any measures you have taken to protect staff, make changes internally
II. Flexible Planning
Have a documented plan with agility in mind
Conduct *Client Surveys* about their business practices, working hours, PPE, meeting guidelines
Discuss potential start dates and “meeting” options *Strategic Outreach Plan*
Review and update: pending projects sales funnel for 2020
III. Future Planning: Summer & Fall
Set a rhythm for BD outreach – Identify Business Developers (Seller/Doers)
Example: four meetings per week (in-office, coffee shops, virtual calls) Start asking for meetings early- even if dates have to slide.
Summer Review of your 2020 Strategic Plan for areas of adjustment. Fall Review/ Year End Review.
IV. Review of Lessons Learned
Discuss and Document:
Ideas for improvement
Company Culture – defining moments
Areas of advancement/solution
Other topics: telecommuting, new team dynamics, document-sharing, etc.
For more information about preparing your company's business development (BD) plan or setting strategies for the rest of 2020 and upcoming year, please get in touch: firstname.lastname@example.org