1 What have We Done for You Lately? Building Rewarding Relationships with Team Members & Clients Presented by: Elizabeth McDaniel, Terri Simms & Francescka Bailey

Business Development Elizabeth McDaniel

3 Internal vs. External Customer Internal: All Team Members External Architects Developer Owners Municipalities Law Firms Construction Companies Federal Government Internal: All Team Members External Architects Developer Owners Municipalities Law Firms Construction Companies Federal Government

4 A Natural Integration Every Team Member is an Ambassador Working together with Marketing & Business Development to create new business opportunities for the firm Marketing & Sales define the company’s relationship with its customers Jointly responsible for driving and achieving revenue Every Team Member is an Ambassador Working together with Marketing & Business Development to create new business opportunities for the firm Marketing & Sales define the company’s relationship with its customers Jointly responsible for driving and achieving revenue

5 Relationship Driven Business All Relationships Count and perception is everything Small actions “To Go the Extra Mile” will keep clients coming back and encourage them to recommend our firm to others All Relationships Count and perception is everything Small actions “To Go the Extra Mile” will keep clients coming back and encourage them to recommend our firm to others

6 What Can Business Development do for You? Provide Background Information Work with Team Members to develop marketing strategy Make joint marketing calls Act as a mentor to other Team Members Monitor activities and success with clients Provide Background Information Work with Team Members to develop marketing strategy Make joint marketing calls Act as a mentor to other Team Members Monitor activities and success with clients

7 Working Together as a Team Share information about a particular client Ask current clients about potential new opportunities Communicate information to Business Development via or phone call Attend networking functions Share information about a particular client Ask current clients about potential new opportunities Communicate information to Business Development via or phone call Attend networking functions

8 Customer Perspective The Harvard Business Review states that it costs a company 7-10 times more to get a new customer than it does to retain an existing one; yet most companies in the U.S. will lose half their client base within the first five years.

Marketing Terri Simms

10 What is Marketing? Marketing generally refers to all of the activities that prepares us to approach a prospective client.

11 To provide the right professional image while effectively delivering the desired message. What is Our Goal?

12 Create a consistent look for all company materials Create/update service and sector focused literature Enhance our industry presence through advertising, tradeshows, seminars, speaking events, and the MBP website. Create a consistent look for all company materials Create/update service and sector focused literature Enhance our industry presence through advertising, tradeshows, seminars, speaking events, and the MBP website. How Do We Achieve Our Goal?

13 Marketing Responsibilities: Trade Shows Company Literature Company Advertising Outlook Newsletters MBP Team Merchandise Website Professional Associations Trade Shows Company Literature Company Advertising Outlook Newsletters MBP Team Merchandise Website Professional Associations

14 What Everyone needs to know to Market MBP We are an ENR Top 60 Construction Management and Engineering Firm. We can help you manage your entire construction program or only a portion of it. We provide design/constructibility reviews, cost estimating and CPM Scheduling, on-site construction management that includes inspections, QA & QC, change order management, commissioning, project documentation and project closeout. We also provide construction disputes resolution and claims mitigation.

15 Our targets markets include education, both k-12 and higher education, transportation including airports and mass transit, plant and utility and commercial buildings. We have provided these services for Federal, state and local governments, private developers and owners, architects, engineers, general construction firms and attorneys. Our targets markets include education, both k-12 and higher education, transportation including airports and mass transit, plant and utility and commercial buildings. We have provided these services for Federal, state and local governments, private developers and owners, architects, engineers, general construction firms and attorneys. What Everyone needs to know to Market MBP

Designing for MBP Francescka Bailey

17 Designing for MBP I design a variety of multimedia items for two main audiences: MBP Team Members Potential Clients / Partners I design a variety of multimedia items for two main audiences: MBP Team Members Potential Clients / Partners

18 Team Member Support How I can help you maintain our brand and promote MBP’s market presence: Leave-behinds / Handouts PowerPoint presentations Professional Association graphics Event Promotion (flyers, invitations, websites) Newsletters Association websites Software support (Word, Publisher, Acrobat etc.) Retreat and Picnic theme and graphics How I can help you maintain our brand and promote MBP’s market presence: Leave-behinds / Handouts PowerPoint presentations Professional Association graphics Event Promotion (flyers, invitations, websites) Newsletters Association websites Software support (Word, Publisher, Acrobat etc.) Retreat and Picnic theme and graphics

19 Client Outreach What are we doing to update and improve the way we reach potential clients? We have significantly improved our: Print Collateral Website Tradeshow Display What are we doing to update and improve the way we reach potential clients? We have significantly improved our: Print Collateral Website Tradeshow Display

20 Print Collateral MBP has updated and expanded our marketing materials to include: MBP Overview Brochure MBP At-a-Glance Trifold Disputes Resolution Trifold Commissioning Trifold Owner’s Guide to Construction Management Unique Holiday Card MBP has updated and expanded our marketing materials to include: MBP Overview Brochure MBP At-a-Glance Trifold Disputes Resolution Trifold Commissioning Trifold Owner’s Guide to Construction Management Unique Holiday Card

21 Print Collateral

22 Print Collateral

23 On the Horizon: Service-specific brochures as needed Sector-specific brochures as needed Proposal and Marketing Material design updates On the Horizon: Service-specific brochures as needed Sector-specific brochures as needed Proposal and Marketing Material design updates Print Collateral

24 Website Latest Updates: Updated News section featuring tradeshows, speaking engagements/seminars, professional association events etc. Outlook and team member publications available online Featured Projects Recruitment Latest Updates: Updated News section featuring tradeshows, speaking engagements/seminars, professional association events etc. Outlook and team member publications available online Featured Projects Recruitment

25 On the Horizon: Redesign of the homepage Posting of Lunch & Learn PowerPoint presentations On the Horizon: Redesign of the homepage Posting of Lunch & Learn PowerPoint presentations Website

26 New Tradeshow Display! Consistent with the “look” of updated brochures Inexpensive to ship and easy to set up Panels can be swapped out depending on the tradeshow More panesl can be added as needed Touchscreen Interactive Presentation Consistent with the “look” of updated brochures Inexpensive to ship and easy to set up Panels can be swapped out depending on the tradeshow More panesl can be added as needed Touchscreen Interactive Presentation

27 Questions? ?