Tag Archives: Business Development

Seller-Doer Tools: Networking (Free Book)

By Scott D. Butcher, FSMPS, CPSM In previous posts within the Seller-Doer Tools series, we looked at several techniques that involve limited personal interaction with prospects and clients – content marketing, which takes many forms including blogs, and social media, which is a way to connect with prospects online and create a “virtual network.” We […]

When Should You Up Your Business Development Game?

By Scott D. Butcher, FSMPS, CPSM You’ve probably heard the one about the company that got so busy working on projects that they stopped doing business development. And why not? Their phone just kept ringing with new opportunities. But then the phone stopped ringing – that was okay, it seemed, because there was still work […]

Seller-Doer Tools: Content Marketing

  by Scott D. Butcher, FSMPS, CPSM In a prior post, we looked at the value of social media and social selling as a business development tool for seller-doers. In this post we’re going to review a related, but totally different approach: content marketing. Sometimes referred to as education-based marketing, inbound marketing, or thought leadership […]

Seller-Doer Tools: Warm Calling

by Scott D. Butcher, FSMPS, CPSM If you’re like most A/E/C professionals, you probably don’t enjoy conducting sales over the telephone, especially if you are prospecting. Yet sometimes you still need to pick up the phone, no matter how much you hate it. It makes sense. Traditional “cold calling” is now considering “interruption marketing,” meaning […]

Helping Seller-Doers Improve Business Development

by Scott D. Butcher, FSMPS, CPSM, Vice President / CMO Over the past few years, I’ve had the opportunity to research, write, and present about the seller-doer (aka doer-seller, closer-doer) model of business development. This is a common approach in architectural, engineering, and construction (A/E/C) firms, and typically involves principals, partners, vice presidents, project executives, […]