Kramer Management Consulting"specializing in the construction industry"

Box 14195 Scottsdale, AZ 85267(480) 824-8194 www.k-advise.com

Business Development & MarketingProfitable Results You Can Build On

Presented in San Diego, CA at AGC ConventionMarch, 2009

Presentation By:

Terence Kramer, Presidenttkramer@k-advise.com

Copyright© 2008 Kramer Management Consulting

This program is registered with the AIA/CES for continuing professional education. As such it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product. Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation

• Associated General Contractors of America (AGC) is a Registered Provider with The American Institute of Architects Continuing Education Systems. Credit earned on completion of this program will be reported to CES Records for AIA members. Certificates of completion for non-AIA members are available on request.

The Associated General Contractors of America (AGC) has been approved as an Authorized Provider by the International Association for Continuing Education and Training (IACET), 8405 Greensboro Drive, Suite 800, McLean, VA 22102.

In this session you will learn to:

• Identify how to quantify work acquisition production. • Recognize organizational structure needed to make work

acquisition successful. • Determine key elements to be included in Business Development

and Marketing plans.

How Do We Profitably Market What We Do?

(480) 824-8194 • www.k-advise.com tkramer@k-advise.com Copyright© 2008 Kramer Management Consulting

Agenda

I. Business Development Challenges

II. Business Development & Marketing Plans

III. Preparing to Reach New Customers

IV. Market Research

Aligning The Whole Organization

The Market Company Strategy

Work Acquisition

Pipeline

Organizational Structure

(480) 824-8194 • www.k-advise.com tkramer@k-advise.com Copyright© 2008 Kramer Management Consulting

Profitable Results You Can Build On

What are your action plans to build your work acquisition systems?

QUESTIONS?

Kramer Management ConsultingBox 14195 Scottsdale, AZ 85267(480) 824-8194 • www.k-advise.com

tkramer@k-advise.com Copyright© 2008 Kramer Management Consulting