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WTS-Boston PD Committee Hosts Interactive BD Workshop with Rich Friedman

May 2, 2014 02:50 PM
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By Beth Musacchio

On April 9th, over 30 WTS-Boston members and industry professionals gathered for an interactive evening of discussion on the importance of integrating business development (BD) strategies and techniques into every level of business. Rich Friedman, founder and president of Friedman & Partners, shared insights on BD and marketing tools that he believes provide the best return for investment. With over 20 of years experience working and consulting in the AEC and environmental industries, Rich has extensive experience in strategic marketing planning, market research and analysis, PR and positioning strategy, and BD.

Rich shared with the group the importance of establishing trust with clients, understanding their specific needs, relationship building and identifying services you and your firm can provide to contribute to your client’s success. He also offered his thoughts on challenges like balancing BD efforts with billability/utilization targets, relying on a few key “rainmakers” or just one individual as opposed to an “army” of employees who can find new opportunities and share their knowledge of clients from the field, and the increased need to tailor marketing efforts to the specific client’s needs and project goals. Participants asked questions throughout the presentation and Rich shared tips for networking, following up with clients, building credibility, and using BD strategies to provide more effective project delivery to clients.

Thank you to Arzu Kurkoglu and HNTB for hosting the workshop, as well as the following WTS-Boston Professional Development Committee members who contributed to the success of the event: Irene Shea, MBTA; Carrie Lavallee, MassDOT – Highway Division; Beth Musacchio, Parsons Brinckerhoff; Erin Pacileo, McMahon Associates; and Jackie Carver, Howard/Stein-Hudson, Associates. 

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