Business Development Manager

New Business Development

• New Business Development Prospect for potential new clients and develop focus list of new business opportunities.
• Cold call as appropriate within core markets to ensure a robust pipeline of opportunities.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Tap into the network of other Paradigm staff.
• Identify potential clients, and the decision makers within the client organization.
• Lead a Go No-Go meeting for each prospective client with the executive team and other key managers.
• Document path forward.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s executive team or other key managers as required.
• Plan approaches and pitches to serve client needs.
• Develop the Paradigm Difference for each prospect.
• Work with executive team, the marketing coordinator, and other key managers to develop proposals and presentations that speaks to the client’s needs, concerns, and objectives.
• Develop competitive pricing solutions based on project requirements.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Persuade or negotiate to a win scenario based on best value vs low price.
• Client Retention
  • Present new products and services to enhance existing relationships.
  • Within the contractual agreement, work with project teams (PM and Superintendent) to assist in any way to ensure customer needs are met.
  • Arrange and participate in internal and external client debriefs.
  • Maintain client contact (thru meetings, lunches/dinners, events) on a regular basis.

  Business Development Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Present to and consult with executive team on business trends with a view to penetrating new markets, developing new services, alternative pricing strategies, and marketing initiatives.
  • Identify opportunities in new markets, alternative services, joint ventures, financial arrangements, etc. that will lead to an increase in sales.
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and the Paradigm Difference.

  Tasks and Deliverables

  • Market Analysis
    • Share Core Market opportunities, trends and best practices.
    • Identify Target Customers.
    • Identify Key Consultants/Trade Partners.
    • Competitor SWOT analysis and insights.
    • Develop Doer/Sellers in Core Markets.
    • Establish Sales Goals.
    • Track/Report/Recalibrate Business Development Goals.
    • Select Customer Appreciation Opportunities (Sports Tix, etc.).
    • Lead Weekly Business Development Meetings.
    • Target Local Events for attendance & sponsorship.
    • Client Events at Paradigm offices – Marketing, getting the right who’s, follow-up.
    • Customer Development
      • Customer Capture Tools.
      • Decision Makers & Influencers & Current Events.
      • 'Zipper' with Target Customers.
      • GM Analysis (Customer History).
      • Shed Bad Customers.
      • Customer Info in Pipeline.
      • Customer Satisfaction Surveys.
      • Marketing Strategy for new clients.
      • Connections with other offices.
    • Positioning Customer Data Mining
      • Differentiators Worksheet (Customer Specific).
      • Opportunities to Win Without Competition or Influence the RFP.
      • Target Core Market Customer Events (Instructional Opportunities & Fun Events).
    • Pre-Selling Go/No Go Analysis of all Pursuits
      • Challenger Sale Strategies.
      • Commercial Insight.
      • Drive Project Capture Plan Discussion.
      • Identify Paradigm Ops Team Early - RFP & Interview.
      • Differentiators Worksheet (Project Specific).
      • Provide content and proof.
      • Proposal Content.
      • Interview Prep.
      • Quality control of all marketing pieces that go out.
      • Negotiating & Closing Interview Follow Up – Questions left unanswered, additional insights.
      • Identify Concession Strategy.
      • Post-Pursuit Post Mortem
        • Reasons for Win or Loss.
        • Customer Follow Up for Team Performance (interview only).
        • Help Identify Newsworthy Stories on Awarded/Completed projects.
      • Visit jobsites on periodic basis.