Design/Build Contracting

This two-day seminar will provide participants with the skills necessary to establish and/or grow a design/build business within their existing organization.

Who Should Attend

Anyone interested in implementing or improving a design/build business unit will find this program invaluable.

Skills and Insight Gained

• Learn the basics to implementing a design/build division
• Discover the 3 "D's" for Integrating Project Delivery
• Understand when "No" means: "I need to kNOw more"
• Learn to overcome the "Design, Competitive bid, Construct and Sue" barriers to effective design/build
• Learn the process differences between traditional and design/build construction
• Determine the benefits to implementing design/build contracting
• Learn the various business development and marketing/sales strategies

What You Will Learn

Day One
8:30 AM–4:30 PM

The Basics

This segment will help you begin to understand that a new business plan and strategy is required to transition into the design/build marketplace.

Teaching Design/Build Contracting to Everyone

This segment will help you understand the D/B transition process, precautions for using D/B, and advantages of implementing the D/B process.

Business Development Strategies

This segment will help you understand the importance of preparing a business development plan, the steps to begin plan development, how the BDP helps you sell more than price, and helps identify targets for a D/B strategy.

Marketing and Sales - Part I

This segment will help you understand how to begin drafting a Marketing Action Plan, how to determine your market niche, how to develop a best practices in your customer relationship development and management, how to create brand image, and how to develop a go, no-go checklist.

Day Two
8:30 AM–4:30 PM

Marketing and Sales - Part II

This segment will help you to understand how to establish the value add service of D/B contracting, develop customer loyalty, determine if you are selling or bidding, and some of the reasons why your organization was not chosen for a project.

Marketing and Sales - Part III

This segment will help you to understand the process for selling D/B contracting, how others approach the issue, how to begin developing materials to help sell D/B, and establishing a contingency strategy when all else fails.

Marketing and Sales Pitch Strategy

This segment will help you to understand what the 30-seconds with client pitch is, what it must contain, and what are the 6 questions your pitch must answer.

Is Your Company Right for the Project?

This segment will be a round-table panel discussion to help review and establish the different D/B methods, and to help determine which projects they may be best suited.