Winning By Design Intro

~ REALITY CHECK~
Business Development is getting more challenging because… Your market is changing! Your competition is changing! Your clients are changing! And You? What are you changing?

	The success of your business depends on you winning profitable work in a timely fashion and attracting and keeping competent technical talent.
	—But competition is getting fierce both for work and for people. Large firms are entering your markets. Out-of-state and even overseas firms are competing in your backyard.
	Smaller firms are entering your markets and pushing their low costs.
	Clients cannot differentiate among competing shortlisted firms.
	Price bidding is becoming the norm and your clients increasingly select the low price proposal.
	Your business is becoming a commodity.
	The fun of running a professional services organization where respect and trust and technical competence are valued are replaced with price-bidding, litigation and endless proposal writing with lower and lower win rates.

So—how can you favorably differentiate yourself from the field of competitors in order to stand out as the preferred technical professional, and be recognized and retained on the basis of your value and not just your fee?

The Solution

This is where my program will help you!

DAG KNUDSEN’S DVD-based training gives you a notably effective approach to BUSINESS DEVELOPMENT which…

• Positions You for a Win Before RFP/RFQ is Issued
• Helps You Learn Your Clients’ Real Needs
• Enables You to Effectively Communicate Your Value
• Helps You Win at the Right (Not Necessarily Low) Price
• Helps You Control and Manage Your BD Efforts
• Improves Your Staff’s BD Effectiveness

You can win by Design and not by Chance when you apply Dag Knudsen’s Business Development Principles, as reflected by the equation:

Proactive Positioning + Selective Pursuits + Persuasive Communication
leads to Winning By Design

The DVD-based lectures provide the structure and content to help you implement the proven, practical principles that can dramatically improve the success of your company. This program is created for engineers, scientists, architects, and construction professionals in private practice.

When you proactively pursue selective opportunities and persuasively communicate your value-added, your win rates go up and corporate growth happens.

“	Dag, welcome back for the second program. We are 5 for 6 using your process.” —JE, Milwaukee, WI.

In PROACTIVE POSITIONING you will learn how to become strongly positioned as the preferred firm by…
running business development as a project with plans, goals, schedules, deliverables, record-keeping and feedback analyzing your clients in order to understand whether you are positioned for a win developing focused sales action plans for specific opportunities understanding how people make decisions and how to use this knowledge in your communications
In SELECTIVE PURSUITS you will learn how to replace the common, nonproductive Go, No-Go decision criteria with a simple, but profound* decision approach.
In PERSUASIVE COMMUNICATIONS you will learn…
Communication barriers that must be overcome Why cue-note type bullet-charts work against you How to create an audience-centered message How to design and deliver winning interview presentations and proposals How to communicate the value of your fee How you can apply this knowledge to any technical communication

* “profound” as stated by Dag’s clients

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