Kim Williams, CPSMLee Jarboe, CPSM

Marketing & Business DevelopmentOil & Water or Peanut Butter & Jelly?

Straw Poll: Why are you here?

• How many marketers?• How many business developers? • Any seller-doers? • Anyone working for the same firm?

Our Story

2005

2006

2007

Our Story

• Today:• Kim Williams, Director of Marketing –

East Region• Lee Jarboe, Director of Business

Development, Atlanta Division

2016

Oil & Water

Pressure Points

Let’s Define Marketing vs. BD

Business Development

Marketing

Business DevelopmentIdentifying opportunities, developing relationships, and securing profitable work for the firm.

Let’s Define Marketing vs. BD

MarketingCreating awareness for the firm and providing support for business development activities.

As defined by SMPS Blueprints

Peanut Butter & Jelly

Pursuit Process

6 months to 2 years 30 to 60 days 1 - 4 years

“Wait, the pursuit process starts before the RFP comes out?”

Market Action Plan (MAP)

Market Action Plan (MAP)

Market Action Plan (MAP)

Market Action Plan (MAP) Session

Group Break-outs

Final Thoughts

• What happens when:• Marketing & Business Development DON’T work together? • They DO?• You have a BD colleague with no marketing background?

Q&A