- Member, SMPS-NY
At BD Live! on June 28, 2018, SMPS New York marketers gathered around the poshly decorated Knoll New York Showroom to discuss the do’s and don’ts of business development meeting strategies. This professional development program featured live demonstrations of common scenarios that play out in BD settings from the initial networking encounter and follow up phone call, to the ultimate in-person meeting. Discussions covered a myriad of issues that often arise during these exchanges.
The event was facilitated by Andrew Weinberg, FSMPS, CPSM from Whitestone Associates and Kayla McCause of Dragonfly AEC Consulting. The players in the live scenarios included Jesse McCarter of NYU Langone as the Client, and Scott Stelzer, PE from Trimble-SketchUp-Sefaira, Gilbert Brindley, PE, CPSM from UHPC Solutions and Sarah Nolan Hoff from Hoffhaus Creative, LLC, who each represented a different stage of the BD process. Attendees were immersed in the business development experience with both extreme and humorous examples of BD interactions gone wrong, followed by quality interactions of effective BD tactics.
BD Live! allowed attendees to discover what works and what doesn’t, how to get the desired information from prospective clients, and how to further relationship goals. It was a valuable introductory program that equipped marketers with solid techniques to implement on future business development endeavors.
Check out photos from the event here!
Key takeaways include the following:
When attending conferences, seminars or networking events, try to find out who other attendees will be and plan accordingly.
Incorporate an engaging personable approach when networking with others. Common interests often aid in developing a connection.
Be prepared with key information about the work you do, and the services that your company provides. Try to have as many answers as possible.
Take interest in the client by asking them questions.
Be respectful of the client’s time.
Reflect and celebrate what went well and always consider what could’ve been done differently.