BUSINESS DEVELOPMENT training
Not everyone has the same skill sets... and that's actually okay. It's called "strength management."
Some doer-sellers can identify, set up, and pursue the leads, and some are adept at closing the deal.
They work together to be successful.
Business Development needs multiple cooks in the kitchen working together, so how do you train and coach your winning sales teams to deliver the goods?
BUILD RELATIONSHIPS.
We have decades of hands-on experience specializing in business development and award-winning marketing communications (both strategic and tactical) for B2B and B2C.
JAM generates measurable and definitive results in the pursuit of overarching strategic initiatives by planning, implementing, and evaluating the creative concepts - from origin to completion to distribution - that achieve them.
We also teach award-winning BD training programs that give you a foundational process from which to build your business and your employees' interest and expertise in building your business.
AEC Business Development: Leveraging AI for Strategic Advantage
Discover how AI is transforming the Architecture, Engineering, and Construction (A/E/C) industry, with the potential to revolutionize business development. Learn practical AI techniques designed to foster sustainable growth and drive strategic innovation within your firm and sales teams. The program showcases real-world examples, highlighting how AI integration can enhance business development strategies and deliver significant operational and strategic advantages.
Business Development Kick-off Keynote
Let’s start your BD efforts off with a bang! A little fun, a little serious, but always truthful, Kristin Kautz, FSMPS, CPSM will share a few inspiring stories, tips, and advice in her keynote. She’ll take questions to set the stage for a day of learning and productivity that in turn sets the stage for a year of progress and success. She promised you’ll think differently about BD! This is a 1-hour presentation designed as a kick-off to a BD conference or meeting and includes advice, stories, and anecdotes that will get your group energized.
Business Development 101: The Basics of Pursuit
Perfect for seller-doers, this wholly comprehensive business development training deep dives into all segments of the Project Life Cycle: Planning, Selling (Target and Position), Delivery (Proposal and Interview), Performance (Design and Service), and Maintenance (Client Satisfaction and Culture). This presentation also includes Customer Avatars, Client Capture Plan samples, Go/No-Go Process, Proposal Worksheet, Interview Worksheet, Project Debrief samples, and Client Survey samples.
YIPPEE PIE YAY: Business Development through Plan, Implement, and Evaluate (PIE)
If you need a concrete, real-life, honest-to-goodness formula to follow for writing a Business Development structure, you have come to the right place! We will walk you through the different parts of a plan, show you how to implement it (even without fancy equipment or a CRM system!), and discuss how to evaluate it. We like to call this PIE. Who doesn't like PIE?!?! A successful BD process is complex and takes a significant amount of time, effort, and resources...not to mention creativity, persistence, patience, resilience, and a personal touch. But it's not complicated, and we'll show you the ingredients and instructions to this powerful recipe.
FOR EVERYONE IN A PROFESSIONAL SERVICES ROLE, WE HAVE ACTUALLY BEEN THERE AND DONE THAT, SO WE KNOW WHAT IT'S LIKE!
Your senior leadership and the “up and comers” are tasked with bringing in business, building new relationships, and fostering current client engagements, yet they have no guidance, momentum, or substantial encouragement to accomplish any of these tasks. They have been given limited training, support, and tools to start building or expanding their sales pipeline and network. They also have little time to devote to this effort because they are actively working with current - and most importantly, billable - clients and managing projects.
JAM can help. We are here to train and coach your team on business development, setting them on the right track to planning, implementing, and evaluating a full project life-cycle process and then mentoring their progress through clear direction, actionable steps, and key metrics for success.
JAM are specialists within the professional services industry, ready to train and coach your "doer-sellers" on successful strategy, sales, business development, and marketing. We excel at guiding your employees - regardless of role, expertise, or experience - through a proven process that helps them agree on vision/goals/strategy, identify markets, analyze clients, manage realistic business goals, and effectively execute client capture plans and marketing efforts with accountability and metrics.
We can help your firm make the most of its assets and strengths by giving you the tools to be successful long term. Our unique engagement outlines a step-by-step program that will create a culture of teamwork and strategic selling to meet your specific goals.