1. Velcroed Relationships: How to Position Your Firm for Future WorkPresented By William R. Long, PE, LEEDAP, CPSM

2. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

3. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

4. Introduction William R. Long, PE, LEEDAP, CPSM President TRINIUM Resources Group

5. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

6. Velcroed Relationships Effectiveness Buying Process

7. Velcroed Relationships Who builds these relationships for the company? Owners/Principals/Partners Marketing/Business Development Personnel Project Executives Project Managers Project Architects/Project Engineers Estimators Every employee

8. Velcroed Relationships Velcroed Relationships is based on the fact that a client usually has more than one decision-maker for projects Each decision-maker has his/her own: Concerns/Issues/“Hot Buttons” Likes/Dislikes Constituents Past Experiences Personalities

9. Velcroed Relationships Zippered Relationships: Suggests one-on-one relationships Velcroed Relationships: Multiple employees need to have multiple relationships

10. Velcroed Relationships Multiple client/company interactions that: Are linked by: Skill set Knowledge Experiences Interests Style ‘Stick’, i.e. difficult to pull apart Built for the long-term

11. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

12. Case Study Year 1 Year 3 Year 4 Year 2 Employee A A Regional Manager B B B B B B B B B B B C C C D D D E A BD Associate January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Executive B B B B B B C C D D D E E E President

13. Case Study Regional Manager Business Development Associate Project Executive President Project Manager - F Project Manager Superintendent Project Manager - G Client Company Vice President - A Vice President - B Vice President - C Director of Construction - D President - E

14. Case Study Case Study Facts Multiple client contacts Multiple company contacts Business Development process took over three years before ultimate buying decision was made …In following three years, over $100-million worth of work awarded from this client

15. Case Study Year 1 Year 3 Year 4 Year 2 Employee A A Regional Manager B B B B B B B B B B B C C C D D D E A BD Associate January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Executive B B B B B B C C D D D E E E President

16. Case Study Year 1 Year 3 Year 4 Year 2 Employee A A Project Manager B B B B B B B B B B B C C C D D D E A Mechanical Engineer January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Electrical Engineer B B B B B B C C D D D E E E Principal

17. Case Study Year 1 Year 3 Year 4 Year 2 Employee A A Associate B B B B B B B B B B B C C C D D D E A Project Architect January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Manager B B B B B B C C D D D E E E Partner

18. Case Study Year 1 Year 3 Year 4 Year 2 Employee A A Business Developer B B B B B B B B B B B C C C D D D E A Estimator January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Manager B B B B B B C C D D D E E E Project Executive

19. Case Study Regional Manager Business Development Associate Project Executive President Project Manager - F Project Manager Superintendent Project Manager - G Client Company Vice President - A Vice President - B Vice President - C Director of Construction - D President - E

20. Case Study Project Manager Mechanical Engineer Electrical Engineer Principal Project Manager - F Project Manager Mechanical Engineer Project Manager - G Client Company Vice President - A Vice President - B Vice President - C Director of Construction - D President - E

21. Case Study Associate Project Architect Project Manager Partner Project Manager - F Project Manager Project Architect Project Manager - G Client Company Vice President - A Vice President - B Vice President - C Director of Construction - D President - E

22. Case Study Business Developer Estimator Project Manager Project Executive Project Manager - F Estimator Project Manager Project Manager - G Client Company Vice President - A Vice President - B Vice President - C Director of Construction - D President - E

23. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

24. Networking Professional Networks Industry Organizations

25. Networking Industry Organization Year 1 Year 3 Year 4 Year 2 Employee A A Regional Manager B B B B B B B B B B B C C C D D D E A BD Associate January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Executive B B B B B B C C D D D E E E President Industry Organization

26. Networking Professional Networks Industry Organizations Client Organizations Consultants/Subcontractors Complementary Firms

27. Networking Complementary Firm Year 1 Year 3 Year 4 Year 2 Employee A A Regional Manager B B B B B B B B B B B C C C D D D E A BD Associate January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Executive B B B B B B C C D D D E E E President

28. Networking Professional Networks Industry Organizations Client Organizations Consultants/Subcontractors Complementary Firms Former Co-workers

29. Networking Year 1 Year 3 Year 4 Year 2 Employee A A Regional Manager B B B B B B B B B B B C C C D D D Former Co-worker E A BD Associate January - RFP Project #1 February - Awarded Project #4 C C January - RFP Project #3 December - RFP Project #4 November - RFP Project #2 A Project Executive B B B B B B C C D D D E E E President

30. Networking Professional Networks Industry Organizations Client Organizations Consultants/Subcontractors Complementary Firms Former Co-workers Chambers of Commerce Economic Development Organizations Networking Clubs

31. Networking Personal Networks Hometown

32. Networking

33. Networking Personal Networks Hometown High School College Neighborhood Children Religious Community Electronic

34. Networking

35. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

36. Tomorrow’s To-do List Action #1 Relay Concept of Velcroed Relationships to Entire Staff

37. Tomorrow’s To-do List Action #2 Help Fellow Employees Expand Their Professional Networks

38. Tomorrow’s To-do List Action #3 Expand Your Own Personal Network

39. Tomorrow’s To-do List Action #4 Join/Become Active In a Social Networking Community

40. Tomorrow’s To-do List Action #5 Take Someone From a Complementary Firm to Lunch

41. Tomorrow’s To-do List Action #6 Track Down a Former Co-Worker

42. Tomorrow’s To-do List Case Study Introduction Velcroed Relationships Impact of Networking

43. William R. Long, PE, LEEDAP, CPSM TRINIUM Resources Group wrlong@triniumresources.com 610-688-1450 www.triniumresources.com/blog Axium Axium helps architecture and engineering firms streamline difficult processes and increase profitability with easy to use accounting, project management and business development software. www.axium.com