Business Development Manager

Business Development Manager

[1] – Role of the Business Development Manager (BDM):

1. Defines short and long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions and competitor analysis. The BDM manages all efforts of market research, proposal and presentation development, database management, and developing sales/marketing collateral.
2. The BDM works with the executive team, marketing coordinator, and other managers to increase sales opportunities and thereby maximize revenue potential. Position Paradigm as the most respected general contractor in the Houston market amongst owners, architects, subcontractors, and staff.
3. The BDM identifies potential new customers in core markets, presents plans and strategies for potential new markets, and converts pre-sold prospects into clients with a high hit-ratio. They promote the Mission and Core Values through customized sales and marketing strategies focused on the “Paradigm Difference”.
4. The BDM helps manage existing accounts and ensure they stay satisfied and positive. Work to achieve “Customer for Life” status with our existing clients.
5. The BDM calls on clients, both existing and new, and often makes presentations on solutions and services that meet or predict their clients’ future needs. They champion the Paradigm brand: a great company to work with and a great company to work for.
6. The BDM is skilled to differentiate Paradigm as a company: “Building to a Higher Standard” with a passion to make a difference in the lives of the people we serve.

[2] – Duties and Responsibilities of the Business Development Manager:

New Business Development:

1. Prospect for potential new clients and develop focus list of new business opportunities.
2. Cold call as appropriate within core markets to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network. Tap into the network of other Paradigm staff.
3. Identify potential clients, and the decision makers within the client organization.
4. As soon as possible, Lead a Go No-Go meeting for each prospective client with the executive team and other key managers. Document path forward.
5. Research and build relationships with new clients.
6. Set up meetings between client decision makers and company’s executive team or other key managers as required.
7. Plan approaches and pitches to serve client needs. Develop the Paradigm Difference for each prospect.
8. Work with executive team, the marketing coordinator, and other key managers to develop proposals and presentations that speaks to the client’s needs, concerns, and objectives.
9. Develop competitive pricing solutions based on project requirements.
10. Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
11. Persuade or negotiate to a win scenario based on best value vs low price.

Client Retention

1. Present new products and services to enhance existing relationships.
2. Within the contractual agreement, work with project teams (PM and Superintendent) to assist in any way to ensure customer needs are met.
3. Arrange and participate in internal and external client debriefs.
4. Maintain client contact (thru meetings, lunches/dinners, events) on a regular basis.

Business Development Planning

1. Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
2. Present to and consult with executive team on business trends with a view to penetrating new markets, developing new services, alternative pricing strategies, and marketing initiatives.
3. Identify opportunities in new markets, alternative services, joint ventures, financial arrangements, etc. that will lead to an increase in sales.
4. Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and the Paradigm Difference.

Management and Research

1. Submit weekly progress reports to executive team and lead a weekly Business Development meeting to include members of the executive team and other key managers as required.
2. Ensure that all reports are current and coordinated with other key departments (executive team, marketing, estimating, BIM).
3. Forecast upcoming proposals and bid dates early to ensure proper resources and time availability to execute properly.
4. Work with marketing coordinator to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
5. Ensure all team members present and represent the Paradigm brand.
6. Present business development training and mentoring to other internal staff.
7. Research and develop a thorough understanding of the company’s people and capabilities.
8. Understand the company’s 5-year target, 3-year picture, and 1-year plan. Propose and execute strategies and tactics that support these initiatives.
9. Coordinate all efforts to be in alignment with the company marketing plan. Work closely with the marketing coordinator to ensure all marketing goals and initiatives are executed.

[3] – Tasks and Deliverables of the Business Development Manager:

Market Analysis

1. Share Core Market opportunities, trends and best practices
2. Identify Target Customers
3. Identify Key Consultants/Trade Partners
4. Competitor SWOT analysis and insights
5. Develop Doer/Sellers in Core Markets
6. Establish Sales Goals
7. Track/Report/Recalibrate Business Development Goals
8. Establish & Track BD Budget
9. Select Customer Appreciation Opportunities (Sports Tix, etc.)
10. Lead Weekly Business Development Meetings
11. Target Local Events for attendance & sponsorship
12. Client Events at Paradigm offices – Marketing, getting the right who’s, follow-up

Customer Development

1. Customer Capture Tools
2. Decision Makers & Influencers & Current Events
3. ‘Zipper’ with Target Customers
4. Analyze Red Zone Characteristics
5. GM Analysis (Customer History)
6. Shed Bad Customers
7. Customer Info in Pipeline
8. Customer Satisfaction Surveys
9. Marketing Strategy for new clients
10. Connections with other offices

Positioning

1. Customer Data Mining
2. Differentiators Worksheet (Customer Specific)
3. Opportunities to Win Without Competition or Influence the RFP
4. Target Core Market Customer Events (Instructional Opportunities & Fun Events)

Pre-Selling

1. Go/No Go Analysis of all Pursuits
2. Challenger Sale Strategies
3. Commercial Insight
4. Drive Project Capture Plan Discussion
5. Identify Paradigm Ops Team Early - RFP & Interview
6. Differentiators Worksheet (Project Specific)
7. Provide content and proof Proposal Content
8. Interview Prep
9. Quality control of all marketing pieces that go out

Negotiating & Closing

1. Interview Follow Up – Questions left unanswered, additional insights
2. Identify Concession Strategy

Post-Pursuit

1. Post Mortem Reasons for Win or Loss
2. Customer Follow Up for Team Performance (interview only)
3. Help Identify Newsworthy Stories on Awarded/Completed projects
4. Visit jobsites on periodic basis