Join ACEC Georgia for a webinar on Selling Professional Services is Evolving – Is Your Firm Responding?
The consulting engineering business was thriving when the COVID-19 pandemic hit. Even months later, many firms continue to fare well. But backlogs are declining and a reckoning awaits the industry ahead. State and local governments—a large portion of the industry's business—have been particularly hard hit. Other market sectors will face contraction in the coming year. Is your firm ready to tackle the downturn in spending, increased competition, and changes in how clients buy?
This webinar explores how the selling of professional services is evolving and how your firm should respond. Most of these changes were already underway before the pandemic arrived but now will likely accelerate in the new reality. Mel Lester, a consultant, and business development professional for over 35 years will outline the emerging model for marketing and selling your services, which includes:
Marketing for lead generation. The industry has long undervalued marketing as part of the business development mix. That is beginning to change. Effective marketing is about more than promotion; it should be a major generator of sales leads.
The shortening sales cycle. Clients are increasingly turning to the internet rather than sellers early in the buying process. If your firm is not engaged in producing helpful online information and advice, you’re missing out on a key opportunity to position your firm early.
Engaging buyers virtually. The most recent change in how buyers buy is the limited face-to-face interactions in the age of COVID. Virtual platforms like Zoom or Teams can be very effective, but present new challenges to even experienced seller-doers.
Bringing value to every sales conversation. Busy clients don’t have time for sales pitches and introductions to new firms seeking their attention. Successful sellers begin helping and consulting during the sales process, bringing value to every sales call.
Making the business case and delivering ROI. Consulting engineers too often focus on technical solutions without connecting them to the business results clients care about. Distinguish your firm by focusing on the outcomes that matter most to the client.
These are the business development tactics that are driving success today in selling professional services. Join us to learn more about how to bring these to your firm in these challenging times.
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Categories: Continuing Education, Business Resources, Business Development, Virtual Learning