1. Presented By: Beth Harris & Pete Kienle www.mbpce.com Business Development: Method to the Madness

2. 2 Have cards, will travel — make a comment on business cards/logo/title/address. Wear Name Badge on RIGHT side, just below shoulder. Hand Shake — firm, not tight-no limp fish! Practice it. SMILE! Eye Contact — 3 rd eye technique. Make a Positive First Impression

3. 3 Mingle — talk to as many people as possible during networking opportunities. Use good body language — non-verbal messages. Limit alcohol consumption at networking events (and cheese). Follow-up on promises or commitments made in conversation — take notes. Make a Positive First Impression

4. 4 Small talk — safe topics, remember F-O-R-T –F = Family – children, kids sports, schools, PTA –O = Organization – ask about their firm-how long have they been there, what do they do—or the association- membership, on a committee, usual attendance? –R = Recreation – vacations, sports (college/pro favorite teams), weekends, community events, books they’ve read –T = Transportation – Roads, traffic, weather Make a Positive First Impression

5. 5 Scan registration table for name tags of people you might want to meet. Carry your drink in your left hand — keep right hand ready so you can shake hands. Look for loners, sit with strangers, and stand near food. If you must eat, eat early — watch for bad breath. Arrive early — stay late. Networking

6. 6 Show you care, be interested. If you are interested, then you are interesting. Listen, respond to what person is saying, don’t give canned “pitch” response. Have your elevator speech ready. Be generous with your talents, experiences, and ideas, and always respect those around you. Show Sincerity

7. 7 MBP Office MBP Job Site MBP Booth at Tradeshow/Conference MBP Short List Interview MBP Job Fair ACEC Meeting What to Wear?

8. 8 CMAA Black Tie Optional Dinner Lunch with an Attorney at Morton's Going Down a Waterslide Thanksgiving Dinner Going to a GA Tech Game What to Wear?

9. 9 Energy Enthusiasm Empathy Engagement Entertainment The 5 E’s of Communication

10. 10 Associations and Professional Organizations Referrals Chambers of Commerce Social Club/Group Current and Past Clients Developers Publications, Periodicals, and News Alerts Lead Sources

11. 11 Internal Database – VISION Subscription Service –Dodge Report Search Engines and Directories FedBizOpps Economic Reports/Forecasts Lead Sources

12. 12 Strategic Marketing Firms Neighbors Family MBP Team Members Lead Sources

13. 13 How long from lead to job? What are the most valuable business development activities? –Writing articles –Making presentations –Do what you say you will do –Help people; they will help you Business Development Activities

14. 14 MBP Core Values –Teamwork –Quality –Hard working –Integrity –Forward Looking –Community Business Development Activities

15. 30-Second Commercial Source: Raleigh Chamber of Commerce, New Member Orientation. 2009

16. 30-Second Commercial Source: Raleigh Chamber of Commerce, New Member Orientation. 2009

17. 30-Second Commercial Source: Raleigh Chamber of Commerce, New Member Orientation. 2009

18. Thank You! Questions & Discussion