Business Development / Seller-Doer Model

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December 17

11am

to

1pm

Small Giants Learning Lab

Class Description

The Academy’s “Business Development / Seller-Doer Model” class dives into the unique challenges and opportunities of integrating business development with project execution. Led by Danielle Feroleto, founder of Small Giants, this course will guide attendees through the model, helping them understand how to balance selling with delivering high-quality projects. Participants will leave equipped with strategies to enhance their effectiveness in both roles, ultimately driving business growth.

Key Takeaways

  • Explore the seller-doer model and its relevance in the construction industry.
  • Learn techniques for effectively balancing business development and project execution responsibilities.
  • Identify key skills and attributes needed for success in the seller-doer role.
  • Develop actionable strategies to foster collaboration between business development and project teams.

Suggested Attendees

  • Owners
  • Company Executives
  • Project Managers
  • Business Development Managers
  • Estimators

Class overview:

  • For many companies, 90% of new work comes from repeat clients, which means our greatest sales asset are the teams clients have experience with. This supports the seller/doer model, which means that the project team members, those with boots on the ground, are best suited to procure new work from existing clients.
  • Through this session, Danielle Feroleto will speak on four critical levels of business development and how technical staff can specifically participate.

When you establish and build contractor/client relationships built on a foundation of trust, expertise and proven experience, the team is empowered to pursue work successfully with the support of our partnerships.

  • Tasking Project Managers and Project Executives with bringing in new work in addition to their roles within the company, can be demanding, but not impossible. Relationships trump all and the right relationships position you to win.
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Danielle Feroleto, CPSM

Owner and President of Small Giants Marketing

In 2006, Danielle Feroleto, CPSM, founded Small Giants, specializing in CRE and AEC sectors. With extensive experience in commercial construction, including editorial roles and marketing for major contractors, Danielle has empowered over 300 clients to excel in the industry. Recognized as one of the “Most Influential Women in Commercial Real Estate,” she facilitates strategic plans and guides project pursuits with innovative techniques. Danielle’s dedication to mentoring led her to pioneer a marketing and business development course at ASU and publish “The Truth Helps: An Honest Guide to Project Interview Success.” Beyond her professional achievements, she enjoys competitive running, swimming, and archery, reflecting her dynamic nature.

We look forward to seeing you in the classroom

Crafting Excellence, One Course at a Time

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