Educational Session

Defining Your BD Sluggers


Niekro Room March 7, 2018 10:15 am - 11:30 am

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Terry Hawley, CPSM
Andrew Weinberg, FSMPS, CPSM

And Improving Everyone’s Batting Average

How does your firm fit into the seller-doer model trend? What about technical staff who don’t fit the model? What is your role in this effort? This program teaches attendees how to better incorporate their technical staff to make beautiful business development music. We want them all to be rock stars, but it takes a whole ensemble to successfully build business. We explore how everyone, including the ‘non-sellers,’ add to the BD equation. We discuss both the internal side where defined roles and coaching occurs, and externally where your team is ‘on the front lines.’

Additionally, we discuss:

  • The three types of technical people we all deal with: technical gurus, technical/occasional BD, and BD rock stars
  • How you determine which category each of your technical people belong in – including screening techniques
  • The importance of surveying your technical people to learn about their strengths and challenges as business developers