We’ve had record-breaking attendance at our first two luncheons of the year, and memberships and sponsorships are increasing as well. What that tells me is that we’re hitting the mark on our focus for the year (“Building Business Relationships Together”) and bringing in not just traditional marketing and business development personnel, but also more of the decision makers at the firms that are looking to increase their win rates and bring in new work.
The economy is beginning to show signs of life, as well, although as Dr. Adibi predicted at our November Economic Forecast last year, the pace is still terribly slow. Whether it will eventually translate into more work for consultants remains to be seen. So what can we do to build business now that will pay off for us down the line? If any of you have attended our luncheons this year, you’ve by now seen that I like to take a non-traditional approach with my luncheon welcome addresses. The questions I handed out to each table at our January luncheon (you can review the questions and see viewers’ proposed “answers” by going to http://www.glassdoor.com/blog/top-25-oddball-interview-questions-2011/) definitely made some of us uncomfortable! What’s the purpose of an activity like that? To remind us all that there will be times when a client asks an uncomfortable question – and that we have to be prepared with answers that will not only satisfy the client at that moment, but can actually help lead to more opportunities to do business in the future.
As I’ve spent time in this and other industries, I’ve learned (as most of us know) that winning business is about who you know as much as about what you know. But how do we take that first step to get to know a potential client, or potential consultant partner, when we don’t have an easy way to get our foot in the door? The most successful business developers know that relationships are built over time, and through a common bond that establishes rapport and provides a foundation for trust.
It’s our goal at the Business Development Association of Orange County to give you time to get to know others in our industry on a more personal level, which brings me to the exciting events we’ve got planned for the first half of the year. In this newsletter, we feature a conversation with one of the industry’s experts in building business. We’re about to take the SF330 to dizzying new heights with a half-day workshop that will demonstrate how one of the biggest firms in our industry produces these forms with winning results. We’ll also be holding several evening events focused on taking your networking game to the next level. And of course, we’ll have our monthly luncheons with Southern California agencies and owners to let you know where the work is. And yes…you can bet I’ll have another fun “getting-to-know-you” activity planned for our March luncheon!
Wishing you success!
Jennifer Green
2012 President of BDA/OC
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DECEMBER 2011 INCOMING PRESIDENTS MESSAGE
2011 was both an exciting and a challenging year for all professional associations in our industry. Looking ahead to 2012, we face yet another year of uncertain economics, political showmanship, an increasingly polarized nation, and international instability. If you are like me, at the end of each of the last few years, you’ve said to yourself, “Surely next year will be better.” Yet we’ve continued to see talented people out of work and firms having to cut back on expenditures…or worse. As difficult as it has been, most firms have found ways to rise above the turmoil and managed to succeed in these trying times.
As a professional association, BDA has seen its share of challenges in the past year, but we’ve also become stronger in many ways. Our membership has stayed consistent, with a tremendous increase in our online social media presence. Our networking events have presented the greatest challenge, and as a result, the 2012 Board is working on new ways to increase interest in our face-to-face events, and to bring added value to our new, existing, and future membership base.
We would not be so well-positioned had it not been for the incredible dedication and enthusiasm of our 2011 Board. As I have been given a word count limit, let me just say that over the years I’ve been involved with BDA/OC, I’ve become aware of the tremendous amount of hard work and coordination that goes into making each event memorable and unique. Each and every one of our past Board and committee volunteers deserves our respect, thanks, and admiration for their contributions.
The coming year will bring a lot of changes to our association, some of which are already underway, such as the wonderful new website that we recently launched. The biggest and most dramatic change will be to our name. There are so many acronyms in our industry, and we want to distinguish ourselves as well as express the involvement of our many members outside of Orange County. As such, we are focusing on our full name, “Business Development Association of Orange County” rather than BDA/OC. We will also be emphasizing our programs throughout Southern California, not just Orange County.
As we look ahead, we will consider other ways to bring value to your firms, just as you are doubtless examining ways to add value to your clients. Your new Board is working hard on programs, workshops, and networking events that will be targeted not just toward business development and marketing staff, but also to firm principals, project staff, and others who play an equally important role in retaining current clients and helping to win new ones. We want our programs and activities to stay relevant to the changes that are occurring in our industry, as well as your individual business model, and help everyone in your firm take a more active role in business development.
We’ll continue to offer the programs you have come to know and enjoy most – the hottest topics and speakers, great networking events, and answers to the most important question: “Where’s the work?” But for those who are “do-ers” rather than sellers, we’ll offer creative new ways to make stronger connections and turn those relationships into more business opportunities. Our theme for 2012 is “Building Business Relationships Together,” and we’re positive you’ll find us the most valuable business development resource in the A/E/C industry. We look forward to your participation in these new events and encourage you to bring your colleagues and co-workers.
While none of us has a crystal ball, we all have our fingers crossed for more growth and success in the coming years. Right now, cost-effective marketing and business development activities are essential. As the 2012 president, I encourage and will shamelessly ask for your participation, support, and opinions on how we can continue to provide added value to your firms and your people. Even if you are lucky enough to be doing well in these difficult times, the opportunity cost of not continually re-evaluating your business development efforts may prevent you from being as successful as you could be.
I will leave you with one final statistic, directly from a recent industry study of business development practices in the U.S. construction industry: a whopping 63% of companies that allocated more resources to business development in 2010 felt that they had achieved their desired returns on that investment.
As one firm involved in the survey stated:
“There’s no doubt in my mind that we could be double the size we are now, if we had taken this approach to business development five years ago.”
If you ask me, that sounds worth the effort! Looking forward to a great 2012 for the Business Development Association of Orange County and for all of you as well!
Jennifer Green
2012 President of BDA/OC
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