J.S. Barclay provides training in business development with a special focus on the client’s technical staff and their immediate managers. Why? It can be one of your best returns on investment.
It’s also a challenge, since your technical staff was not hired to sell. Depending upon what professional service you offer, they are first and foremost computer programmers, engineers, architects, accountants, lawyers, facility managers, medical specialists, personnel managers, construction managers or consultants. Selling is not in their job description, and typically not in their personality. See our article, “It’s Not My Job-the Technical Professional Marketing Issue”, which provides useful pointers and programs for unlocking the potential business development value of the technical professional.
One valuable program is training, and at J.S. Barclay, we provide several in house training workshops:
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Selling Light- A Customized Course for the Technical Professional that will orient the professional to the business development process and cover such subjects as building relationships, working the crowd at conferences, better proposal and presentation participation, communicating value, among others. The goal of the course is to develop a stronger operations/business development partnership, and improve the overall contribution of the technical professional to the business enterprise.
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Client Relations and Account Expansion- More and more corporations and government agencies are going towards more open-type contracts, also known as task order or on-call contracts, which challenge the technical professional and manager to utilize the entire value of the contract. We address such issues as task order management, identifying additional opportunities, how to effectively expand contracts and developing stronger client relationships.
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Selling Smarter/ A Sales Tune-Up- If you have a business development staff already in place, we focus on improving productivity, differentiation, and more problem-solving skills vs. selling. We improve upon your time and territory management, go-no/go decision criteria, getting to the real need, and closing more business.
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