What We’ll cover…
The Harsh Realities of Selling A/E/C in 2020 and What Competitive Firms are Doing to Win.
Out here, you’re
faced with new truths…
- Too many good A/E/C firms are chasing fewer opportunities.
- The way buying teams are buying is inherently causing commoditizationCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter..
- The decline of traditional face to face relationship building leaves the old approaches out of touch and ineffective.
are adapting and improving…
- They’re using objective data to understand and make better decisions on staffing.
- They’re arming their business development teams with pitches and messaging that connects to their prospect’s real priorities.
- They’re using technology to record and analyze “game film” and train towards real-world scenarios.
Title: Can My Biz Dev Team Compete Now?
Date: July 15 11AM-12PM (EDT)