Presentation to 2013 MVRC SMPS Conference Three strategies A/E/C firms must employ to adapt to the significant changes in the marketplace. #smps #mvrc #sales #salesprocess #strategy

1. Ⓒ 2013 Vmax Performance Group • www.VMaxPG.com
1-on-1 Management® is a registered trademark.
Winning Business in a Losing Economy
Twitter: @KellyRiggs
www.VMaxPG.com
Tuesday, April 16, 13

2. Booming building industry
Abundant opportunities
Open-minded clients
Positive changes in
customer priorities
Increased emphasis on
“customer experience”
Collaboration; teamwork
Contracting building industry
Limited opportunities
Budget-minded clients
Negative changes in customer
priorities
Less interest in “customer
experience”
Fierce competition
Pre-2009 Economy 2009 to Present
Tuesday, April 16, 13

3. Past Determinants
of Success
Booming building
industry
Good People
Good product or service
Willpower
(Git ‘r Done Mentality)
Bid/Take Just About
Everything
Do Good Work
Strong Leadership
Mission Clarity
Defined Strategic Plan
Engaged Workforce
Differentiated product
or service
Business Development
Focus
Do GREAT Work
Future Determinants
of Success
Tuesday, April 16, 13

4. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
3. Develop a “selling” mentality
1. Create a plan
2. Fiercely exploit your
competitive advantages
Tuesday, April 16, 13

5. 1
Tuesday, April 16, 13

6. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
“Strategy without tactics is
the slowest route to victory...”
Tactics without strategy is
the noise before DEFEAT.”
Sun Tzu , The Art of War
Tuesday, April 16, 13

7. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
“We pursued strategies that
were either poorly conceived
or poorly timed...
Bill Ford
We strayed from what got us to the
top of the mountain, and it
COST US GREATLY.”
Tuesday, April 16, 13

8. 2
Tuesday, April 16, 13

9. © 2011- 2013
Vmax Performance Group
www.VMaxPG.com
“If all you're trying to do is
essentially the
Michael Porter
be very successful.”
SAME THING
...then it's that you'll
as your rivals...
UNLIKELY
Tuesday, April 16, 13

10. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Because we have confidence in your work
Because we perceive less risk with you
Because you understand my business and what is
important to me
Because your people are helpful, cooperative, and easy
to work with
Because you take responsibility for your work, regardless
Because you solve problems others can't
Because you have more resources available than your
competitors
Because you are responsive and address issues very
quickly
Because we TRUST you
Why you?
Tuesday, April 16, 13

11. What are we
known for?
What do we do
better than
everyone else?
What do we do
that is unique?
What do our
customers want?
Tuesday, April 16, 13

12. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Does LOWEST PRICE mean lowest “cost?”
Does LOWEST PRICE mean best final result?
Does LOWEST PRICE mean innovative solutions?
Does LOWEST PRICE ensure attention to detail?
Does LOWEST PRICE ensure common sense will be applied to issues?
Does LOWEST PRICE ensure cooperation between parties?
Does LOWEST PRICE create understanding of customer’s intent?
Does LOWEST PRICE guarantee expertise?
Does LOWEST PRICE provide opportunity to adapt to new technology?
Does LOWEST PRICE allow for best practices?
Does LOWEST PRICE create the best customer experience?
Does LOWEST PRICE mean timely support and follow-up?
Does LOWEST PRICE mean on-time?
Does LOWEST PRICE create a standard
that ensures clients get what they want?
Tuesday, April 16, 13

13. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Dependable
OUTRAGEOUSLY
Tuesday, April 16, 13

14. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Relationships
Strategic Partnering
Client Experience
Design Innovation
Technical Innovation
Unique capabilities
Competitive Advantages
Unique resources
Niche Expertise
Total Cost of Construction
Supply Chain Management
Logistics Management
Agility & Responsiveness
Tuesday, April 16, 13

15. 3
Tuesday, April 16, 13

16. Business development...
is the strategic integration of marketing,
FMI, 2012 Business Development Survey
SALES, and customer service efforts.
Tuesday, April 16, 13

17. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Source: HR Chally 2007 World-Class Sales
Excellence Research Report
Factors That Impact a Sale
•Price
•Quality
•Offering Total
Solution
•Effectiveness of
the Salesperson
18%
21%
22%
39%
Tuesday, April 16, 13

18. © 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Failure to differentiate from competitors
Pursue the wrong opportunities (bad fit)
Fail to identify all decision makers
Fail to understand the client’s needs
Make too many assumptions
Fail to identify critical issues
Ineffective presentation
Lack of credibility
Failure to build trust
WhyO!o"unities Are Lost
Tuesday, April 16, 13

19. “If you can't describe what you
are doing as a PROCESS,
W. Edwards Deming
you don't know what
you're doing.”
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
Tuesday, April 16, 13

20. 3. Develop a “selling” mentality
1. Create a plan
2. Fiercely exploit your
competitive advantages
Tuesday, April 16, 13

21. W i n n i n g B u s i n e s s i n a Losing Economy
© 2011- 2013
Vmax Performance Group
www.VMaxPG.com
$anks!
Twitter: @KellyRiggs
www.VMaxPG.com
Tuesday, April 16, 13