2 Flashcards
(54 cards)
Simply everything and every step done in order to make the
architecture firm more successful.
Architecture firms of all sizes need a plan to develop new business so that they can sustain growth and stay competitive in the market.
Consistent business development efforts help maintain ansteady pipeline of projs, ensuring a continous flow of revenue
BUSINESS DEVELOPMENT
KEY ASPECTSINBUSINESS DEVELOPMENT
MARKET RESEARCH AND ANALYSIS
CLIENT RESEARCH MANAGEMENT
BRANDING AND MARKETING
PROPOSAL AND BID MANAGEMENT
PARTNERSHIPS AND COLLABORATIONS
Understanding the sectors, geographical areas and
client types that offer the most potential while keeping
up with industry trends and technological
advancements.
MARKET RESEARCH AND ANALYSIS
Building and maintaining strong relationships with
clients through regular communications and excellent
service
CLIENT RESEARCH MANAGEMENT
Creating a strong brand identity that communicates the
firm’s value proposition and using various tactics such
as social media to increase visibility and attract new
clients.
BRANDING ANDMARKETING
Responding to requests for proposals (RFPs)
and participating in bidding processes to
secure projects
PROPOSAL AND BID MANAGEMENT
Building relationships with other professionals such as
contractors, engineers and developers to
create collaborative opportunities
PARTNERSHIPS AND COLLABORATIONS
BUSINESS DEVELOPMENT COMPONENT
EXECUTIVE SUMMARY
BUSINESS DESCRIPTION
MARKET ANALYSIS ANDSTRATEGY
MARKETING AND SALES PLAN
MANAGEMENT AND ORGANIZATION DESCRIPTION
PRODUCTS AND SERVICES DESCRIPTION
COMPETITIVE ANALYSIS
OPERATING PLAN
FINANCIAL OPERATION AND NEEDS
EXHIBITS AND APPENDICES
Overview of the business plan as a whole and
highlights the products and services offered
EXECUTIVE SUMMARY
Description of the business, its goals, products,
services and target customer base.
BUSINESS DESCRIPTION
● Location of target market
● Needsof target market
● Demographics of target market
● Where your target market spends most of their
time.
MARKETANALYSIS ANDSTRATEGY
Includes how you plan to market your products and
services
● Marketing promotion strategies
● Pricing plans for your products and services
● Yourunique selling proposal
MARKETING ANDSALESPLAN
The company’s leader and human resources indicate
their qualifications and responsibilities.
MANAGEMENT AND
ORGANIZATION
DESCRIPTION
Further details the description of products and services
company offers written in the executive summary
PRODUCTSANDSERVICESDESCRIPTION
Detailed comparison with competitors which includes
strengths or weaknesses on the competition in the
marketplace.
COMPETITIVE ANALYSIS
Describes how the company will operate such as
shipping, logistics and patent for intellectual property.
OPERATING PLAN
Describes the sources and amount of funding.
Includes financial statements, analysis and cash flow
projection.
FINANCIAL OPERATION AND NEEDS
Extra information such as permits, legal documentation
and pictures of the final product.
EXHIBITS AND APPENDICES
BUSINESS DEVELOPMENT MISTAKES
NOT FOCUSING ON YOUR CLIENTS
FAILING TO IDENTIFY YOUR MOST PROFITABLE
CLIENTS
TALKING TOO MUCHLISTENING TOOLITTLE
CONFUSING BUSYNESS ANDPRODUCTIVITY
CONFUSING SALES WITH
BUSINESS DEVELOPMENT
FAILING TO PREPARE
Getting caught up in the day-to-day operations
and failing to keep your focus on clients and
customers
NOT FOCUSING ON YOUR CLIENTS
The 80/20 rule says that 80% of your business will
come from 20% of your clients.
FAILING TO IDENTIFY YOUR MOST PROFITABLE
CLIENTS
it’s important to remember that communication is a
two-way street, take the time to understand their needs
and wants.
TALKING TOO MUCHLISTENING TOOLITTLE
Just because you’re busy doesn’t mean that you’re
being productive. To be truly productive, you need to
focus on activities that will create
value for your company.
CONFUSING BUSYNESS ANDPRODUCTIVITY
Sales is about generating revenue and
Business Development is about creating long-term
value for the company
CONFUSING SALES WITH
BUSINESS DEVELOPMENT
