CEU Exam: How to Network and Build National and International Relations

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Question 1 *

Where does business development primarily start?

With the manager/principal and company culture
With current clients/contracted parties
With marketing and public relations
With Web searches
Question 2 *

Conferences and trade shows have many business development opportunities. Select the option where all three options are correct and pro-active, according to the presenter:

Speaking engagements/conference presentation, meeting business prospects in food line, host a private event with end-users
Speaking engagements/conference presentation, obtain pre-registration list prior to conference, host a private event with end-users
Speaking engagements/conference presentation, obtain pre-registration list prior to conference, visit every booth and meet vendors/manufacturers
Speaking engagements/conference presentation, host a private event with end-users, visit every booth and meet vendors/manufacturers
Question 3 *

True or false: When hosting lunch educational opportunities, it’s best to meet with the younger or less experienced clients (architects or end-users) so that you can draw them into your firm and its opportunities early in their career.

True
False
Question 4 *

Internal resources to network and building new business relationships include:

Business development associates
Subordinates, partners, and C-level colleagues
Samples of current and past work
All of the above
Question 5 *

External resources to network and building new business relationships include:

Social networking and lead-sharing groups
Social networking and Google searches
Lead-sharing groups and Google searches
None of the above
Question 6 *

The best person to follow up with a prospective client basic information after a first meeting is:

C-level engineers or top-level managers
The lead consulting engineer
The newest/youngest engineer on the team
All of the above
None of the above
Question 7 *

Steps to expand your firm’s reach with a current client should include:

Find geographic synergy between organizations
Learn about client’s market sectors
Meet principals in charge of market sectors
All of the above
Question 8 *

True or false: When expanding your firm’s reach to new locations, it’s best to first start with local representatives or business development associates at your firm.

True
False
Question 9 *

Three goals to meet when reaching the end-user or architect are:

Understand their business, secure contracting opportunities, hire the best engineer once the contract is signed
Understand their business, secure contracting opportunities, expand to leverage reach beyond accounts and region
Understand their business, expand to leverage reach beyond accounts and region, hire the best engineer once the contract is signed
None of the above
Question 10 *

True or false: The best way to know and remember a local client’s details is to work directly with my firm’s local representative.

True
False
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