The Strategy of Business Development Accountability

Business Development Accountability Success StoryTriad Engineering, Inc. is a 175-person engineering, environmental, quality control, and testing firm. With a 45- year history, the firm operates eight offices in MD, VA, WV, OH, and PA. In recent years Triad has undergone leadership changes, and with retirements and promotions, the make-up of their business development program needed to evolve and focus on the unique service offerings for each office.

Scott Butcher was commissioned to plan and facilitate a strategic business development retreat. Attendees included the primary staff members with business development roles – regional managers, practice leaders, business developers, and principals. Leading up to the daylong session, a business development survey was developed and distributed to attendees as well as the firm’s project managers in order to establish perceptions, concerns, and background information. A “stoplight” exercise looked at what’s working well, what could be improved, and what’s not having any impact on business development.

Strategic Business Development Retreat

Scott presented the survey findings at the retreat, and then facilitated a company-wide business development SWOT discussion and analysis. Afterward, attendees were broken into geographic regions to conduct SWOT exercises for the different regions/offices. Current business development and marketing trends and tactics were presented, and a framework for creating customized business development plans was reviewed to allow Triad Engineering to create BD and marketing plans for each office and practice line. Attendees worked together to populate an example for a specific service as a training exercise for their post-retreat “homework.” The day ended with a discussion of accountability and primary Key Performance Indicators to ensure they are focused on plan creation and implementation, working toward their goal of making business development cultural within Triad Engineering.

ROG Partners

“I highly recommend Scott for A/E marketing/BD consulting needs and opportunities.”

“I highly recommend Scott for A/E marketing/BD consulting needs and opportunities. An energetic thought leader who understands the macro trends and forces impacting our industry as well as those company-specific growth challenges facing marketing executives.”

Steve Gido, CFA
Principal
Rusk O'Brien Gido + Partners, LLC

Stambaugh Ness Strategic Growth Advisory Services
2020-12-14T14:53:40-05:00

Steve Gido, CFA
Principal
Rusk O'Brien Gido + Partners, LLC

ROG Partners
“I highly recommend Scott for A/E marketing/BD consulting needs and opportunities. An energetic thought leader who understands the macro trends and forces impacting our industry as well as those company-specific growth challenges facing marketing executives.”
Triad Engineering

“From the initial conversation, it became evident that we chose the right person for our strategic planning event.”

"From the initial conversation, it became evident that we chose the right person for our strategic planning event. During our planning calls and through the entire process, Scott actively listened and asked strategic questions that helped him understand Triad’s current business development situation and made bold suggestions on how to structure our time together for maximum engagement and results. With Scott’s facilitation, we were able to strategize and actively create the framework to enhance and build a business development culture that will be crucial to our company’s success. Scott shared enthusiasm, knowledge, and leadership which was highly valuable and appreciated. Our company’s senior leadership that attended the retreat were very impressed with Scott and his presentation of material.  Post the event, we got immediate action out of all staff involved and within just 2 months put together detailed strategic plans for all company service lines. We would highly recommend Scott and his expertise to help any company create or expand their business development and help them succeed.”

Bradley Reynolds, PE
CEO
Triad Engineering, Inc.

Stambaugh Ness Strategic Growth Advisory Services
2020-11-30T15:26:13-05:00

Bradley Reynolds, PE
CEO
Triad Engineering, Inc.

Triad Engineering
"From the initial conversation, it became evident that we chose the right person for our strategic planning event. During our planning calls and through the entire process, Scott actively listened and asked strategic questions that helped him understand Triad’s current business development situation and made bold suggestions on how to structure our time together for maximum engagement and results. With Scott’s facilitation, we were able to strategize and actively create the framework to enhance and build a business development culture that will be crucial to our company’s success. Scott shared enthusiasm, knowledge, and leadership which was highly valuable and appreciated. Our company’s senior leadership that attended the retreat were very impressed with Scott and his presentation of material.  Post the event, we got immediate action out of all staff involved and within just 2 months put together detailed strategic plans for all company service lines. We would highly recommend Scott and his expertise to help any company create or expand their business development and help them succeed.”
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Stambaugh Ness Strategic Growth Advisory Services