This document discusses seller-doers, who are responsible for business development and driving new projects. It identifies different seller-doer personas like technical experts, BD professionals, and firm principals. It also outlines why firms should implement seller-doer strategies to increase industry awareness, build relationships, and ensure succession. The document provides challenges of seller-doer roles like time management and burnout. It proposes a seller-doer toolkit with elements like strategy, marketing support, communication plans, training, and goals to create successful seller-doer programs within firms.

1. driving seller-doer
accountability
GREG BRENNER
Managing Principal, Managing Director
National Client Services
WB Engineers+Consultants
ASHLEY SCHMIDT, CPSM
Vice President, Director
of Business Development
HKS
presented by:

2. + strategist
+ dedicated business developer
+secret introvert
+passionate AFmeet ashley
Ashley Schmidt Vice President
Director of Business Development

3. + 17 years architecture
+ 11 years engineering
+ building national seller doer team
+gregarious go-getter meet greg
Greg Brenner Managing Principal
Managing Director of National Client Services

4. what is a seller doer?

5. who’s responsible for it?
what is a seller doer?

6. technical expert BD professional project manager firm principal
marketing admin professional
seller doer personas

7. why should
you do it?

8. why should you do it?
industry
awareness
market
awareness
intelligence
gathering
build
relationships
succession

9. what are the
challenges?

10. + time management
+ burn out
+ personality
+ communication skills
+ tracking follow up
the challenges

11. creating a successful
seller doer

12. SELLER DOER
TOOLKIT
+ strategy
+ leadership alignment
+ marketing coordination support
+ communication tracking plan
+ training
+ expectations
+ motivation
+ measurable goals for success
+ celebrating wins, learning from
losses
the toolkit

13. tactics for
implementation

14. creating motivation and positive culture
passion
positive
personal
empower
praise

15. what are successes we can
celebrate with our teams?

16. measuring
success

17. wins don’t always come in the form of projects

18. GREG BRENNER ASHLEY SCHMIDT