Module 1, Tuesday, February 22 – Developing the “right” relationships and opportunities
• Top of the Sales Funnel: Prospecting in your market
• Qualifying opportunities for your estimators
• Identifying the proper points of contact within your target clients/customers
• Opportunities to reach out and interact with potential clients
• Building rapport and the relationship over time to increase negotiated bid opportunities
• Creating a contact marketing plan to promote your highest and best use of your time

Module 2, Thursday, February 24 – Conducting professional meetings that produce results. Set a clear purpose, and gaining agreement
• How to set a clear purpose for discussions with potential clients: What you gain
• In addition to job specification questions: learn what else you should be asking
• Developing a “Question guide” so you and your team can be better prepared for meetings
• Developing a “Objection guide” in the event you don’t win the desired project – what should you be saying or doing?
• Presenting – why the relationship step is important, and what you should be doing
• Setting concrete next steps for follow up, value engineering, negotiation

Module 3, Tuesday, March 1 – Building a relationship and value over time
• Interactions with client staff on work in progress – how to maximize and build relationships while on the job
• Identifying additional influences for future work or opportunities
• How to structure getting called in when the apparent “low bidder” fails to perform (either as project management or to take on the in progress work)
• Learn what you should be doing outside of the job site – set a yearlong agenda for relationship building activities (marketing calendar)
• Learn about and identify methods of possible support to your clients outside of the work you perform