Chuck Fenske, Knoch Corporation In order to execute a successful business development program, it is important to define what business development truly means and what steps are required to make it so. At its core, business development is the strategic manufacturing of revenue growth opportunities. While some use the term as a synonym for sales and others include mergers and acquisitions, business development actually involves a broader scope including corporate strategy, marketing, sales, and human resources. Each of these are prevalent throughout the following steps, which outline a successful business development process.

Chuck Fenske, Knoch Corporation In order to execute a successful business development program, it is important to define what business development truly means and what steps are required to make it so. At its core, business development is the strategic manufacturing of revenue growth opportunities. While some use the term as a synonym for sales and others include mergers and acquisitions, business development actually involves a broader scope including corporate strategy, marketing, sales, and human resources. Each of these are prevalent throughout the following steps, which outline a successful business development process.

George Calys, Acumen Congratulations. You made the shortlist. Now comes the interview. While it's not rocket science, it is work to pull off a great presentation. Here are 10 essential things to consider before every presentation.

Mel Lester, The Business Edge When I first started writing proposals back in the mid-1980s, adding a few graphics was a fairly radical concept. There seemed to be a widespread expectation that technical service proposals must be staid and boring – nothing but the facts, ma'am. Now, attractive layouts, color, and ample graphics are common features in our proposals. But the proposals I've reviewed in recent years still lack effective design for the most part. While they are generally appealing to look at, they fail to meet the most important document design criterion – function. Effective design goes beyond pretty; it facilitates better communication. Let me suggest a few design tips that will distinguish your proposals, not just in terms of their visual impact, but also in their ability to clearly convey your message(s) to your prospects.

Charles H. Green Have you ever had a difficult client? I don't mean the client from hell, I just mean garden-variety difficult. Difficult clients come in lots of different flavors. • There's the client who will not take the time up front to share critical information, explore ideas, or otherwise involve you in the early stages of a project. • There's the client who just cannot make a decision, regardless of how much data or analyses you provide at their request. • There's the client who is frozen by politics or fear or ignorance, who will not face facts about critical issues. • Finally, there's the client with personality issues, who argues, or rejects, or is otherwise disrespectful to you and your team, yet often shows favoritism to someone else or another team. Fortunately, there is a common thread to all of these cases, which--if we understand it--can help us succeed. The common thread has nothing to do with the clients. The common thread is us.

An archive of each session of AGC’s recent two-part webinar on Understanding the Davis-Bacon Act and the New Federal Contractor Minimum Wage Law is now available for purchase and immediate viewing from AGC’s online bookstore. Visit http://store.agc.org/ and search for product codes WB294 and WB295. Be sure to login to see member pricing.

The AGC Pipeline The AGC Pipeline is a publication for AGC’s Municipal & Utilities Division. It covers legislative and regulatory affairs affecting utilities contractors and excavators, educational and networking opportunities, issue alerts calling members to action, and AGC advocacy efforts on behalf of contractors engaged in utility construction. Archive | Subscribe