Business Development / Seller-Doer Model - December 17 - Online

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Class Description
The Academy’s “Business Development / Seller-Doer Model” class dives into the unique challenges and opportunities of integrating business development with project execution. Led by Danielle Feroleto, founder of Small Giants, this course will guide attendees through the model, helping them understand how to balance selling with delivering high-quality projects. Participants will leave equipped with strategies to enhance their effectiveness in both roles, ultimately driving business growth.

Key Takeaways

• Explore the seller-doer model and its relevance in the construction industry.
• Learn techniques for effectively balancing business development and project execution responsibilities.
• Identify key skills and attributes needed for success in the seller-doer role.
• Develop actionable strategies to foster collaboration between business development and project teams.

Suggested Attendees

• Owners
• Company Executives
• Project Managers
• Business Development Managers
• Estimators

Class overview:

• For many companies, 90% of new work comes from repeat clients, which means our greatest sales asset are the teams clients have experience with. This supports the seller/doer model, which means that the project team members, those with boots on the ground, are best suited to procure new work from existing clients.

• Through this session, Danielle Feroleto will speak on four critical levels of business development and how technical staff can specifically participate.

When you establish and build contractor/client relationships built on a foundation of trust, expertise and proven experience, the team is empowered to pursue work successfully with the support of our partnerships.

• Tasking Project Managers and Project Executives with bringing in new work in addition to their roles within the company, can be demanding, but not impossible. Relationships trump all and the right relationships position you to win.

Meet the Instructor:



In 2006, Danielle Feroleto, CPSM, established Small Giants, focusing solely on serving the CRE and AEC sectors. Drawing from her extensive background in commercial construction, including roles as an editor for two construction publications and in marketing and business development for major contractors, Danielle’s expertise has empowered over 300 clients in achieving their goals and visions to compete at the highest industry level.