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

1. Business Development through Business
Intelligence
Business Development
through
Business Intelligence

2. Business Development through Business
Intelligence
 Business Development
Expectations
is a combination of…
Strategicthe process of strengthening ties with
It is Targeted Sales
Analysis clients as well as cultivating customers in
existing Marketing
other sectors of the market

3. Business Development through Business
Intelligence
 Business Development – Strategic Analysis
Know the Key Steps in the Process
#1 #3
Determine
Market Size Target Key
& Identify Pockets Relationships to
of Opportunity Build or Strengthen
#2 #4
Build Your Prioritize Specific
Company’s Opportunities –
Visibility Increase W/L Ratio

4. Business Development through Business
Intelligence
 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. Business Development through Business
Intelligence
 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. Business Development through Business
Intelligence
 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. Business Development through Business
Intelligence
 Business Development - Sales
FOR DISCUSSION
What Are Some of Your Current Business
Development Challenges?

8. Business Development through Business
Intelligence
 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. Business Development through Business
Intelligence
Measuring you Market

10. Business Development through Business
Intelligence
California-Medical Project Owners
Company name Phone Fax Address City County State ZipCode
301 Industrial LLC 510-839-0683 300 Frank H Ogawa Plz Ste 510 Oakland Alameda County CA 94612-2040
Advanced Particle Therapy 858-875-2260 4747 Executive Dr Ste 590 San Diego San Diego County CA 92121-3100
Alexandria Real Estate Equities 626-578-0777 626-578-0770 135 N Los Robles Ave Ste 250 Pasadena LA County CA 91101-4527
Alta Bates Medical Center Summit 510-655-4000 350 Hawthorne Ave Oakland Alameda County CA 94609-3108
Canyon-Johnson Urban Fund 310-272-1500 310-272-1501 2000 Avenue Of The Stars Los Angeles LA County CA 90067-4700
Centennial Founders LLC 310-446-1278 661-322-1112 10880 Wilshire Blvd Ste 1900 Los Angeles LA County CA 90024-4101
Dameron Hospital 209-461-3152 525 W Acacia St Stockton San Joaquin County CA 95203-2405
Development Contractor Inc. 619-444-2054 110 Town Center Pkwy Santee San Diego County CA 92071-5801
Discovery Builders/Pacific Mountain 925-682-6419 925-689-2047 4061 Port Chicago Hwy Ste H Concord Contra Costa County CA 94520-1153
Episcopal Senior Communities 925-956-7400 2185 N California Blvd Ste 575 Walnut Creek Contra Costa County CA 94596-7323
Forest City Development 415-836-5980 875 Howard St Ste 330 San Francisco San Francisco County CA 94103-3000
Fortu Powercell USA 650-223-4045 2109 Landings Dr Mountain View Santa Clara County CA 94043-0839
Foursquare Foundation 1910 W Sunset Blvd Ste 800 Los Angeles LA County CA 90026-3283
Good Samaritan Hospital 213-977-2121 1225 Wilshire Blvd Los Angeles LA County CA 90017-1901
Henry Mayo Newhall Memorial Hospital 661-253-8000 23845 McBean Pkwy Valencia LA County CA 91355-2001
Housing Partners I Inc. 1053 N D St San Bernardino San Bernardino County CA 92410-3521
HPL Development 650-577-1288 650-577-8822 3130 La Selva St Ste 109 San Mateo San Mateo County CA 94403-2148
Imperial Partners LLC 310-342-0000 310-342-0101 5933 W Century Blvd Ste 614 Los Angeles LA County CA 90045-5457
Jensen and Partners 213-748-3431 213-748-3491 950 S Grand Ave Los Angeles LA County CA 90015-1436
Los Alamitos Medical Center 714-826-6400 3751 Katella Ave Los Alamitos Orange County CA 90720-3113
Lowe Enterprises 415-694-7400 415-983-4109 300 California St San Francisco San Francisco County CA 94104-1407
March Healthcare Development 310-962-6736 1960 Chicago Ave Ste E9 Riverside Riverside County CA 92507-2312
Newland Communities 858-455-7503 858-455-5368 9404 Genesee Ave Ste 230 La Jolla San Diego County CA 92037-1354
Newport Hospital Corp. 601 Lido Park Dr Apt 1A Newport Beach Orange County CA 92663-4456
Optiflex Properties and Development 323-517-9805 323-727-7574 200 E Beverly Blvd Ste 200 Montebello LA County CA 90640-7001
Palo Alto Medical Foundation 650-321-4121 650-324-5325 330 Town And Country Ctr Palo Alto Santa Clara County CA 94301
Palomar Pomerado Health System 858-675-5583 15615 Pomerado Rd Poway San Diego County CA 92064-2405
Quattro-Del Norte LLC 805-278-8220 501 Spectrum Cir Oxnard Ventura County CA 93030-7949
Rideout Memorial Hospital 530-749-4300 530-749-4391 726 4th St Marysville Yuba County CA 95901-5656
Santa Barbara Cottage Hospital 805-879-8993 PO Box 689 Santa Barbara Santa Barbara County CA 93102-0689
Scripps Memorial Hospital Encinitas 760-633-6501 354 Santa Fe Dr Encinitas San Diego County CA 92024-5142
Sonoma Valley Hospital 707-935-5360 707-935-5358 347 Andrieux St Sonoma Sonoma County CA 95476-6811
Southland Development Co. 949-916-2300 949-916-5700 31501 Rancho Viejo Rd Ste 102 San Juan Capistrano Orange County CA 92675-1870
Steiner Development 209-357-8761 Atwood Placentia Orange County CA 92870
Suzanne Elledge Planning 805-966-2758 805-966-2759 800 Santa Barbara St Santa Barbara Santa Barbara County CA 93101-2220
The Hammes Co. 949-705-0900 949-705-0901 2 Park Plz Ste 600 Irvine Orange County CA 92614-3517
The Penstar Group 559-268-6090 855 M St Ste 1110 Fresno Fresno County CA 93721-2759
Tower Investments LLC 530-668-1000 530-666-5574 250 W Main St Ste 101 Woodland Yolo County CA 95695-3686
Tracy Gateway LLC 916-852-8710 916-852-0795 11806 Melones Cir Gold River Sacramento County CA 95670-7736
US Department of Veterans Affairs (VA) 707-562-8277 707-562-8348 1175 Nimitz Ave Ste 200 Vallejo Solano County CA 94592-1003
Washington Township Healthcare System 510-791-3475 2000 Mowry Ave Fremont Alameda County CA 94538-1716

11. Business Development through Business
Intelligence
Building Relationships
through
Business Intelligence