Services

Business Development Performance & Strengthening

Market-Masters designs and develops custom Marketing and Business Development programs for your company with you that result in measurable success including increased (well) win rates, enhanced client relationships and marketing, and marketing team work. 

Beginning with a BD Assessment and Survey, we identify together the areas of the 12 Domains to build your program around.

Every business should have a structured sales and marketing plan in place annually. We assist you in determining your current position, setting goals for the future, and devising the necessary strategies to achieve them. 

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Strategic Pursuits, Must-wins, and Sole-source

 Strategic Pursuit Programs can dramatically elevate your firm’s ability to consistently win larger projects and programs. We collaborate with you to set ambitious Strategic Pursuit Program goals, targeting two to ten times ($2X to $10X) construction or fee value, win rates ≥ 75%, and MROI (marketing return on investment) ≥ 25:1, with timelines to achieve these set goals within one to three years.

A Strategic Pursuit Program enables your firm to build a portfolio of winnable opportunities, rather than a mere “wish list.” Our approach includes training and coaching leaders in building and managing these pursuit programs effectively, whether the objective is firm-wide growth or to launch a new market, geographic, service, or delivery initiative. 

We help leaders to develop a strategic perspective on opportunity management, providing tools like an opportunity management spreadsheet and a graphical representation of the portfolio, which includes individual pursuit trajectories categorized by likelihood: Strategic Pursuits, Must-wins, and Sole-source. Zones within the portfolio indicate the probability of success, classifying pursuits as likely wins, competitive, or flat-lined.

Building a successful portfolio involves not just listing opportunities but actively selecting those that align with your firm’s strategic and operating goals. Individual strategic pursuit success requires a trained pursuit leader who follows a structured capture plan customized to your firm. Key success factors include beginning preparations six months to two years ahead of solicitations, proactively shaping the opportunity, conducting comprehensive Client Analysis℠, and developing opportunity-specific Theme Modular℠ Value Propositions.

HDR’s Bottom Line Impact Maximizing Pursuit (BLIMP) program, led by AEC Market Masters’ Don Sherman, serves as a prototypical model for strategic pursuit. Its goal was to achieve a 75% win rate on large projects with fees of $5 million or more within four years. Working closely with HDR’s President and Executive Vice Presidents of Water, Environment, and Transportation, the program exceeded expectations, with a targeted win rate over 90% achieved within the first year, and $5-million fee wins by the second year. Critical to this success were:

• Developing a templated capture planning process
• Training senior corporate leaders and managers in pursuit management
• Utilizing CPR screening to build a targeted portfolio of winnable opportunities

If your firm lacks a consistent program for winning work and promoting your services, we are here to help you build one that drives results and long-term success.

If you do not currently have a consistent program for winning work and “selling your services,” we are here to help you. 

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Leadership, Coaching, and Training

AEC Market Masters specializes Business Development Leadership and Coaching, along with on-site and virtual business development training curriculum for individuals and groups.  We offer a la caret and of training from Business Development 101 to seasoned professionals and executives currently leading your firm and its major business lines, services, programs, and projects.

Our cutting-edge strategies empower your team to craft and enhance your approach for conveying themes, messages, and setting yourself apart from competitors. Whether you aim to secure a new client or secure pivotal projects, Market-Masters provides the tools and expertise to drive your success. 

AEC Market Masters regularly provides Strategic Pursuit leadership and coaching for firms and their leadership that have identified "must-win" opportunities and want to strengthen the pursuit team's opportunity to win.

AEC training offerings included:

• Introduction to BD 101
• Winning Proposals & Presentations 201
• Business Development Management and Leadership 501
• Capture Planning 502
• Strategic Pursuits 503
• World Class Presentation 504
  

In addition, we offer the full catalog of Dag Knudsen's pioneering Professional Services Sales and Marketing training courses, including "Client Account Analysis" and "Design & Delivery of Winning Presentation and Proposals" are processes are critical building blocks of AEC Market Masters' templated Capture Planning process. The full catalogue includes:

• Proactive Positioning
• • The CPR of Business
  • Client Account Analysis
  • Making Client Contacts
• Selective Pursuits
• • Strong Go / No-Go
  • The SRT Commitment (by M-M)
  • Building and Managing A Portfolio of Winnable Opportunities, not a Wish-List (by M-M)
• Design & Delivery of Winning Interview Presentations and Proposals
• • Effective Visual Aids
  • Creating a Favorable Audience Response
    
  • Creating Audience Centered Presentations
  • Organizing Presentations for Various Situations
  • Storyboard Techniques
  • Winning Proposals

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