{"id":27383,"date":"2019-11-13T12:43:15","date_gmt":"2019-11-13T17:43:15","guid":{"rendered":"https:\/\/smps.org\/?p=27383"},"modified":"2023-06-20T19:01:51","modified_gmt":"2023-06-20T19:01:51","slug":"the-entire-business-development-process-in-11-words","status":"publish","type":"post","link":"https:\/\/smps.org\/2019\/11\/13\/the-entire-business-development-process-in-11-words\/","title":{"rendered":"The Entire Business Development Process in 11 Words"},"content":{"rendered":"<p>&nbsp;<\/p>\n<p><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone wp-image-27382 size-full\" src=\"https:\/\/smps.org\/wp-content\/uploads\/2019\/11\/Marketer-11Words-1280x570-2.jpg\" alt=\"The Entire Business Development Process in 11 Words\" width=\"1280\" height=\"570\" \/><\/p>\n<p>Earlier this year, I was asked to describe the A\/E\/C sales process to a room full of peers. My initial reaction was, \u201cSales is a result\u2014business development is a process!\u201d Yes, we\u2019re trying to generate sales, but with professional services, that should be considered the preferred culmination of effective and timely marketing and business development efforts.<\/p>\n<p>In a vernacular sense, sales or customers are more transaction-based, similar to retail. Business development is the process of securing clients, and clients are those with whom you have to earn trust before there is any chance of working together. And that process, as you\u2019ll be reminded, does not start at the RFP!<\/p>\n<p>That being said, I gathered myself and decided to create a simple list of words that align with the chronological process of what I (and all you other business development leaders out there) do on a daily basis. I wanted to be able to write these on a flip chart very quickly. I thought of key action words that I execute from Point A to Point Infinity. These words are: Identify, Engage, Listen, Understand, Respond, Inform, Pursue, Affirm, Win, Fortify, Cultivate.<\/p>\n<p>That\u2019s it \u2026 the 11 words that best describe the entire business development process. Now, let\u2019s take them one at a time to clarify what they mean.<\/p>\n<p>To read more, <a href=\"https:\/\/smps.org\/wp-content\/uploads\/2023\/06\/The-Entire-BD-Process-in-11-Words_Marketer-October-2019.pdf\" target=\"_blank\" rel=\"attachment noopener wp-att-27381 noreferrer\">download the article<\/a>.<\/p>\n<p>&nbsp;<\/p>\n<p><em>Written by Michael Buell, FSMPS, CPSM, Assoc. DBIA, this article first appeared in the October 2019 issue of Marketer.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; Earlier this year, I was asked to describe the A\/E\/C sales process to a room full of peers. My initial reaction was, \u201cSales is a result\u2014business development is a process!\u201d Yes, we\u2019re trying to generate sales, but with professional services, that should be considered the preferred culmination of effective and timely marketing and business [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":43336,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[35],"tags":[109,86,208],"class_list":["post-27383","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketer","tag-bd","tag-business-development","tag-process"],"_links":{"self":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/27383","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/comments?post=27383"}],"version-history":[{"count":1,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/27383\/revisions"}],"predecessor-version":[{"id":43337,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/posts\/27383\/revisions\/43337"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/media\/43336"}],"wp:attachment":[{"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/media?parent=27383"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/categories?post=27383"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/smps.org\/wp-json\/wp\/v2\/tags?post=27383"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}