Having access to a list of projects does not automatically generate new sales. To produce results, project data must be filtered, understood, prioritized and integrated into a structured business development process.
1 Clearly Define Your Target Market
Define the territories served, industry sectors, building types, project values, required products and relevant development stages. A clear profile helps your team focus on opportunities with the greatest potential.
2 Prioritize the Projects
Define the territories served, industry sectors, building types, project values, required products and relevant development stages. A clear profile helps your team focus on opportunities with the greatest potential.
3 Identify the Right Contacts
Depending on the project stage, the right contact may be the owner, developer, architect, engineer, consultant or general contractor. Identifying key participants allows you to adapt your message.
4 Prepare a Relevant Approach
An effective first contact demonstrates that you understand the project and its potential requirements. Explain why you are reaching out, the need you have identified, the solution you can provide, comparable experience and a useful next step.
5 Follow Up Consistently
Construction projects evolve over several months and sometimes several years. Document communications, schedule future follow-ups and monitor developments affecting the projects that matter to your company.
From Information to Action
CCD Canada helps business development teams search, filter and monitor Canadian projects based on their markets and priorities. The true value of a database lies in helping your team quickly identify the right opportunities and act while there is still time to influence important decisions.
Discover how CCD Canada can support your prospecting strategy by requesting a personalized demonstration.