Mistake: That’s Their Sixth BD Director!

If you go through business development directors faster than bloody towels at a boxing match, you’ve got to stop and look at the one variable that remains unchanged: you.

There are some carpetbaggers out there and there are LWL (ladies who lunch). With a well thought-out and well-developed business development plan, however, you can reduce (and in some cases eliminate) this bloody phenomena that has come to be the norm.

There is immeasurable pressure in firms these days to get work. The pressure is real, and so is the need for those capable of delivering new opportunities. But, “Just get work!” isn’t going to cut it. Our business—architecture, engineering and construction—is based on relationships, not sales calls. Hiring and firing business development directors can well be a reflection of you—your unrealistic expectations, lack of focus, inattention to market conditions, and oh yes, your inability to close the deal.

Keep in mind, unless you’re hiring a seller-doer, you (or some principal) must close the deal. Ask yourself: “What is my plan?” “Who am I targeting?” “What is my value proposition?” If you don’t know, here’s a thought: before you hire your seventh business development director, ask them to develop a business plan outline. Who would they target for your firm, and why?

A client used this technique before they hired their business development professional, and guess what? It worked! Why? Because they understood the successful candidate’s proposed plan and direction and were able to “weed out” others who could not deliver on all the hype. In the end, it saved them time and unnecessary lunches. But, more importantly, it created stability and focus in their business development efforts.

Karen Compton, CPSM. Karen Compton is principal of A3K Consulting (Glendale, CA), a business development and strategic planning firm specializing in the architecture, engineering and construction industries. Ms. Compton is also the founder of Industry Speaks™, a web-based business-to-business portal that connects AEC firms with experienced consultants, provides peer reviews of consultants, reports on key industry trends, and publishes expert reviews of professional courses and books. Contact her at kcompton@a3kconsulting.com.