Seller-Doer Accelerator Module 1: Business Development Strategy-Seller-Doer Module 1 Presentation Slides

Seller-Doer Module 1 Presentation Slides

Pdf Summary

This presentation outlines a strategic approach to business development for A/E/C firms, emphasizing that BD is a relationship-based, trust-driven function—not just sales. Julie Wanzer explains that firm growth depends on seller-doers balancing billable work with business development, especially as firms mature.<br /><br />Key themes include building a strategic BD plan aligned with the firm’s mission, vision, values, target markets, and growth goals. The plan should be grounded in market research, including competitive analysis, positioning, messaging, and pipeline accountability. Firms are encouraged to define an ideal client profile based on context and behaviors, then use an 80/20 client analysis to identify which clients generate the most revenue and best project quality.<br /><br />The 80/20 framework helps firms focus resources on top-tier clients, assign their best staff to high-value relationships, and identify low-value clients that may warrant a phased exit. The presentation also notes that some low-revenue clients may still be worth keeping for strategic or reputational reasons.<br /><br />For entering new markets, the presentation recommends evaluating market demand, competition, financial impact, technical capability, regulatory risk, and strategic fit. Firms should examine who is already doing the work, how they do it, and their profit margins. Growth strategies include short-term and long-term approaches using both human capital and knowledge capital, such as market champions, cross-training, CRM systems, debriefs, and mentorship programs.<br /><br />Implementation tools include branding guides, elevator speeches, CRM platforms, and lead-tracking systems. A major tactic is “following the money” by tracking public, private, grant, and P3 funding sources through databases, government meetings, financial disclosures, and industry relationships.<br /><br />Overall, the presentation provides a practical framework for firms to strengthen client relationships, pursue the right markets, and use data-driven BD strategies for sustainable growth.

Keywords

business development

A/E/C firms

relationship-based selling

strategic BD plan

ideal client profile

80/20 client analysis

market research

competitive analysis

CRM systems

sustainable growth