Barry Correa Outlook 2012


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Barry Correa of McGraw Hill Construction presents at Construction Outlook 2012.

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Barry Correa Outlook 2012

  1. 1. Business Development through Business IntelligenceBusiness Development through Business Intelligence
  2. 2. Business Development through BusinessIntelligence  Business Development Expectations is a combination of…Strategicthe process of strengthening ties with It is Targeted SalesAnalysis clients as well as cultivating customers inexisting Marketing other sectors of the market
  3. 3. Business Development through BusinessIntelligence  Business Development – Strategic Analysis Know the Key Steps in the Process #1 #3 Determine Market Size Target Key& Identify Pockets Relationships toof Opportunity Build or Strengthen #2 #4 Build Your Prioritize Specific Company’s Opportunities – Visibility Increase W/L Ratio
  4. 4. Business Development through BusinessIntelligence Business Development - Strategic Analysis Proficiency in many areas is needed to identify & capitalize on growth opportunities.  Understand Your Assets  Stay Current On the Industry  Know Your Competition  Know Your Perception in the Industry  Prioritize Opportunities
  5. 5. Business Development through BusinessIntelligence Business Development - Marketing Meeting Customer Needs – Reach and Influence  Know Who Should Be Your Customer  Continuously Cultivate Interest in You & Your Firm  Identify Potential Projects for Each Prospect  Use Multiple Means of Communicating Your Value With Prospects
  6. 6. Business Development through BusinessIntelligence Business Development - Sales Develop a Strong Business Plan  Do the Research  What Is the Size of Your Market  Identify Key Players / Projects  Identify What Differentiates Your Firm  Your Strengths VS Competitor’s  Pricing Strategy  Create a Strong Communication Plan  Testimonials  Networking  Website  Events  LinkedIn, Twitter  Education Seminars
  7. 7. Business Development through BusinessIntelligence Business Development - Sales FOR DISCUSSION What Are Some of Your Current Business Development Challenges?
  8. 8. Business Development through BusinessIntelligence Forming Your Plan FOR DISCUSSION Start With Objective, Reliable Business Intelligence Going Live… Top Project Types Top Owners w/ Projects in Early Design Stages Top Architects w/ Projects in Design Stages Active Contractors – Competitors or Potential Partners
  9. 9. Business Development through BusinessIntelligence Measuring you Market
  10. 10. Business Development through BusinessIntelligence California-Medical Project OwnersCompany name Phone Fax Address City County State ZipCode301 Industrial LLC 510-839-0683 300 Frank H Ogawa Plz Ste 510 Oakland Alameda County CA 94612-2040Advanced Particle Therapy 858-875-2260 4747 Executive Dr Ste 590 San Diego San Diego County CA 92121-3100Alexandria Real Estate Equities 626-578-0777 626-578-0770 135 N Los Robles Ave Ste 250 Pasadena LA County CA 91101-4527Alta Bates Medical Center Summit 510-655-4000 350 Hawthorne Ave Oakland Alameda County CA 94609-3108Canyon-Johnson Urban Fund 310-272-1500 310-272-1501 2000 Avenue Of The Stars Los Angeles LA County CA 90067-4700Centennial Founders LLC 310-446-1278 661-322-1112 10880 Wilshire Blvd Ste 1900 Los Angeles LA County CA 90024-4101Dameron Hospital 209-461-3152 525 W Acacia St Stockton San Joaquin County CA 95203-2405Development Contractor Inc. 619-444-2054 110 Town Center Pkwy Santee San Diego County CA 92071-5801Discovery Builders/Pacific Mountain 925-682-6419 925-689-2047 4061 Port Chicago Hwy Ste H Concord Contra Costa County CA 94520-1153Episcopal Senior Communities 925-956-7400 2185 N California Blvd Ste 575 Walnut Creek Contra Costa County CA 94596-7323Forest City Development 415-836-5980 875 Howard St Ste 330 San Francisco San Francisco County CA 94103-3000Fortu Powercell USA 650-223-4045 2109 Landings Dr Mountain View Santa Clara County CA 94043-0839Foursquare Foundation 1910 W Sunset Blvd Ste 800 Los Angeles LA County CA 90026-3283Good Samaritan Hospital 213-977-2121 1225 Wilshire Blvd Los Angeles LA County CA 90017-1901Henry Mayo Newhall Memorial Hospital 661-253-8000 23845 McBean Pkwy Valencia LA County CA 91355-2001Housing Partners I Inc. 1053 N D St San Bernardino San Bernardino County CA 92410-3521HPL Development 650-577-1288 650-577-8822 3130 La Selva St Ste 109 San Mateo San Mateo County CA 94403-2148Imperial Partners LLC 310-342-0000 310-342-0101 5933 W Century Blvd Ste 614 Los Angeles LA County CA 90045-5457Jensen and Partners 213-748-3431 213-748-3491 950 S Grand Ave Los Angeles LA County CA 90015-1436Los Alamitos Medical Center 714-826-6400 3751 Katella Ave Los Alamitos Orange County CA 90720-3113Lowe Enterprises 415-694-7400 415-983-4109 300 California St San Francisco San Francisco County CA 94104-1407March Healthcare Development 310-962-6736 1960 Chicago Ave Ste E9 Riverside Riverside County CA 92507-2312Newland Communities 858-455-7503 858-455-5368 9404 Genesee Ave Ste 230 La Jolla San Diego County CA 92037-1354Newport Hospital Corp. 601 Lido Park Dr Apt 1A Newport Beach Orange County CA 92663-4456Optiflex Properties and Development 323-517-9805 323-727-7574 200 E Beverly Blvd Ste 200 Montebello LA County CA 90640-7001Palo Alto Medical Foundation 650-321-4121 650-324-5325 330 Town And Country Ctr Palo Alto Santa Clara County CA 94301Palomar Pomerado Health System 858-675-5583 15615 Pomerado Rd Poway San Diego County CA 92064-2405Quattro-Del Norte LLC 805-278-8220 501 Spectrum Cir Oxnard Ventura County CA 93030-7949Rideout Memorial Hospital 530-749-4300 530-749-4391 726 4th St Marysville Yuba County CA 95901-5656Santa Barbara Cottage Hospital 805-879-8993 PO Box 689 Santa Barbara Santa Barbara County CA 93102-0689Scripps Memorial Hospital Encinitas 760-633-6501 354 Santa Fe Dr Encinitas San Diego County CA 92024-5142Sonoma Valley Hospital 707-935-5360 707-935-5358 347 Andrieux St Sonoma Sonoma County CA 95476-6811Southland Development Co. 949-916-2300 949-916-5700 31501 Rancho Viejo Rd Ste 102 San Juan Capistrano Orange County CA 92675-1870Steiner Development 209-357-8761 Atwood Placentia Orange County CA 92870Suzanne Elledge Planning 805-966-2758 805-966-2759 800 Santa Barbara St Santa Barbara Santa Barbara County CA 93101-2220The Hammes Co. 949-705-0900 949-705-0901 2 Park Plz Ste 600 Irvine Orange County CA 92614-3517The Penstar Group 559-268-6090 855 M St Ste 1110 Fresno Fresno County CA 93721-2759Tower Investments LLC 530-668-1000 530-666-5574 250 W Main St Ste 101 Woodland Yolo County CA 95695-3686Tracy Gateway LLC 916-852-8710 916-852-0795 11806 Melones Cir Gold River Sacramento County CA 95670-7736US Department of Veterans Affairs (VA) 707-562-8277 707-562-8348 1175 Nimitz Ave Ste 200 Vallejo Solano County CA 94592-1003Washington Township Healthcare System 510-791-3475 2000 Mowry Ave Fremont Alameda County CA 94538-1716
  11. 11. Business Development through Business IntelligenceBuilding Relationships through Business Intelligence