CEU Exam: Business Development: How to Win Projects

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AIA Registration Number

Question 1 *

According to the presenter, define business development:

Building relationships and how to build strategic relationships with other companies
Developing a 1-, 3-, and 5-year plan for sales
Designing materials and other collateral that help promote your company
None of the above
Question 2 *

According to the presenter, define marketing:

Exhibiting at tradeshows and other industry events
The act of buying advertisements in trade magazines
Producing documents, materials, and other press releases about the engineering firm
None of the above
Question 3 *

According the presenter, what are the biggest challenges and obstacles that prevent a firm from winning more work?

Sales
Time
Identifying what client wants
Lack of sales leads
More competition than in the past
All of the above
Question 4 *

Who is responsible for business development?

Marketing team
Principals and senior staff
Junior staff
All of the above
None of the above
Question 5 *

Define BCE Training:

Biggest of Company Executives
Bold and Conservative Engineers
Business of Consulting Engineering
Business of Catching Engineers
Question 6 *

Who are the best clients to attract?

New customers
Previously-lost customers
Repeat customers
Poached customers from competition
None of the above
Question 7 *

What is involved in hunting for clients?

Doing your homework
Gathering recon information
Identifying your differentiators
Pursuing teaming partnerships with architects, contractors, developers, other engineers
Bringing info and value to teaming partners
All of the above
None of the above
Question 8 *

What is the first rule of marketing?

Information is Power
Know the customer
Catch phrases
Cheapest cost for promotion
None of the above
Question 9 *

What are the key characteristics of effective interviews with clients?

Practice. A lot
Turn off cell phone
PowerPoint
Make personal connection
Bring actual team
Ask for project
All of the above
Question 10 *

Even if you lose the project during the RFP phase, what is something you and your engineering firm can take away from a loss?

The fact that you built a relationship with a client
Practiced interviewing skills in a live scenario
The fact that there’s no such thing as a wasted marketing effort
All of the above
None of the above
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