When: Thursday, April 23 / 8:00 am – 12:00 pm
Where: ABC Baltimore Add to calendar: iCal / Google Calendar

Categorized under: Partner Programs

Relationship & Business Development Academy (ABC)

This is a 12 hour learning module held over three days on April 9, 23, & 30 from 8 am to noon at the ABC Greater Baltimore office.

Who should come: Business Development professionals from commercial construction primes doing business with private and public owners; sub-contractors performing commercial work; and members with services related to the commercial building industry.

Module 2, April 23:
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

Learn more and register