Marketing & Business Development: Oil & Water or Peanut Butter & Jelly?


March 7, 2017 9:45 am - 11:00 am

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Lee D. Jarboe, CPSM
Kim Williams, CPSM

Marketing and business development professionals each possess their own unique set of skills and responsibilities within professional service firms. And while they may seem to be at opposite ends of the spectrum, when they work together in harmony, great things can happen!

Led by two seasoned SMPS-ers, who also happen to be friends for more than a decade and now work for the same firm, this session will dispel the stereotype of the wining & dining, out-of-touch business developer vs. the introverted paper-pushing marketer. During this session, attendees will learn strategies on how marketers and business developers can work collaboratively to develop strategies for winning work for their firms. They will learn the nuances of each job and how the two can play off each other for success.

Attendees will work through a “MAP Session” and learn how to develop a “Market Action Plan” that requires input from business development, marketing and operations as a team. They will be able to take this sample “MAP” with them and utilize it back in the real-life environment at their respective firms.

Whether you are a marketer or a business developer, working with each other can be challenging but so beneficial. Attendees will leave this session with a new found respect for their counterparts and new ideas of how to collaborate on project pursuits to benefit their firms’ bottom line, win more work and have fun in the process!

Learning outcomes/takeaways

Definition of the roles of marketing and business development as separate disciplines.

Gain a better understanding of how each role works together & should support each other.

Learn how when marketing & BD work TOGETHER, everybody wins. Pursuits are more streamlined, more strategic and your firm will win more projects.

Attendees will participate in a mock “Market Action Plan” (MAP), demonstrating a technique for collaboration between marketing, business development (and technical professionals as well). They can take this MAP with them and customize for their unique situation.