STUDYING - STEP 3
GO Strategies offers seller/doer training for every step of the BD process. These trainings are packaged for the way your company works best, tailored for your changing clients, and designed to engage your unique team and inspire your talent.
Working from the basic five step BD process, GO offers multiple programs relative to each step. These programs vary in length and can be customized to fit your team’s working schedule. Sessions are part lecture, but mostly workshop style events where staff is engaged and active in determining outcomes. The sessions described in this document cover the third of five steps, studying. This step involves truly understanding the pursuit, the client, and the process better than anyone else competing to win.
UPFRONT AND PERSONAL
This session is all about “live” client conversations. Similar to the popular SMPS program “BD Live!” this session brings client conversations front and center with your staff. Working with your leadership and marketing team, GO brings a real “live” client to your office as part of this training. Best done with a strong, existing client that understands the purpose of the training, different seller/doers meet and talk with the client one-on-one in a safe, familiar environment – your office space. GO works with your team to help the client understand what it’s all about and how to best help your seller/doers get better at these important conversations. The session begins with an overview of the basics of client conversations, then one-on-one interviews with the client happen on stage (or on camera) before a small audience. Each seller/doer gets an allotted volume of time to meet with the client (usually 5 – 7 minutes) and after the last seller/doer comes to the stage, everyone debriefs on what worked and what didn’t. Often hearing this critique from a real client or even an objective third party playing the part of a client, can be highly informative and educational. The session closes with seller/doers discussing their personal approaches and ideas to improve.
PULLING OUT ALL THE STOPS TO WIN
This is pursuit management 101. Winning work is about genuinely understanding what the client is asking for, often times when the client themselves is uncertain. Getting to the root of what a client genuinely needs presents a world of opportunity for good seller/doers; those true consultants who listen carefully, invest time wisely, are thoughtful, and most of all, determined in following a plan. “Pulling out all the stops” offers participants a variety of capture planning tools that can be put to work immediately. These include tools to track competition, to uncover a client’s real needs, to put together an unbeatable team, and more. The session offers the blueprints for strategy and the team needed to bring it home. Whether it’s winning multi-million dollar federal contracts or a great foot-in-the-door project with a new client, these tools are customizable, easy to use, and offer different ways to find your edge.
DO YOU HAVE WHAT IT TAKES - HONEST EVALUATIONS
Proposals and interviews cost firms thousands of dollars, as well as tens of thousands of dollars in opportunity costs. We all know this and yet, as an industry, we continually spend this money even when we know we probably won’t win. This workshop session takes an honest, objective look at the things that really don’t change from one pursuit to another – your boiler plate: staff resumes, the projects you hold up as your very best, and your firm materials. It looks at the strengths and weaknesses of what you have and uses it to develop tools and strategies for evaluating opportunities and making better decisions.
SETTING THE STAGE FOR INNOVATION
In the studying phase, innovation and creativity can often lead to that elusive differentiating edge. Engineers, architects, and contractors are natural talents. They bring a level of problem solving creativity to bear on their work every day. Sadly, in a world where every hour is dollars, that creativity often gets lost or dumbed-down. Some argue that technology has all but commoditized their craft. Bringing innovation and creativity to the forefront can be done. This session explores ways that your team can awaken this muse and apply it towards winning work using environmental conditions, social interactions, and technical processes. But, finding the creative edge is just the beginning – educating your clients and setting the stage for innovation is critical work in the studying phase. If the first time your client is hearing about your great idea, is in your proposal, it’s too late. GO helps with strategies to inform and educate, but also to build ownership and need for great ideas with your clients.
BUILDING BETTER TEAMS
Post-great recession, teaming is the name of the game. When it works, you stick with that teaming partner through thick and thin. Clients see the magic on proposals and projects alike come together in a winning combination. But too often, there is a disconnect between prime and sub that results in a rocky relationship. It starts with communication in this studying phase, gets bumpy in the winning phase, is visible in the interview, and project delivery is a catastrophe. This session looks at what works and what doesn’t work in teaming, explores ways to make your teaming more strategic, stronger, and effective. It covers what to look for in teaming partners, the effectiveness of teaming agreements, and ways to safeguard confidentiality.
CHEMISTRY TRUMPS EVERYTHING
“Minimal positioning and a so-so proposal got them to the interview, how did they slam dunk the win?” Ever been there, wondering how the competition beat you? Almost every time, it comes down to team chemistry – the way the team interacted with one another and with the client. That chemistry doesn’t always just happen because everyone knows everyone else on the team and it’s not magic. This sessions explores scalable strategies and techniques for building team chemistry. This is not a ropes course or falling backwards into the arms of a stranger; these are tools that work for architects, engineers, and contractors in ways they can get behind and adopt.