Follow up deck after prospect meeting.

1. Thoughts on Paper
B&B Specialty Contractors
Marketing 2.0
6/20/13

2. What we Know
30 years garners longevity, credibility, awareness
Current staff more tech/process less sales oriented
92% Repeat business from 200 long-term clients
Mostly working with CBRE
Largest business from MLGW
Missing opportunities to bid competitive market ( in TN, MS, AR)
Need: Offer a tangible value to clients/prospects & translate into
measurable but easy sales speak
Get the Bid – Grow the Biz

3. Customer Segments

4. Do your Homework
Count on change. Prepare for various means to gauge
consumer response when shifts occur.
Staying in-tune with related consumer attitudes…Know
the market, Engage the customer, Declare your Value
& Launch a stellar Plan.
Use information to address future needs and foster
growth, vs. maintaining the status quo.

5. Market Leader - Proof Points
BOYLE
Over the years the company's projects have received numerous awards.
Most recently, Mid-America Construction Company was the recipient of
the 2007 National Association of Industrial and Office Properties,
Middle Tennessee Award for Office Development of the Year.
Mid-America Construction Company has a tremendous amount of
historical data available on all types of projects and utilizes this
information to accurately project costs and schedules for buildings in the
very early stages of design consideration. The company works closely with
the architects in the various stages of design to ensure that a project is
completed on schedule and within budget.
ALL TALK NO PROOF
Cool!
Cool!

6. Strategic Partner - Proof Points
CBRE
With a team of 91 employees, CBRE Memphis offers our
clients comprehensive real estate service solutions. The
company currently leases and/or manages more than 25.6
MSF across the region, and our professionals combine
extensive market knowledge and excellent technological
resources to provide our clients with the most informed and
inclusive real estate services in the Mid-South.
ALL TALK NO PROOF
Cool!

7. Competitive - Proof Points
GRINDER HAIZLIP
Grinder Haizlip's philosophy is simple: Do quality work (which means doing the right
things) on time and within a client's budget. The firm owners believe in building projects for
clients for the long run, earning trust and developing relationships that can endure multiple
projects... Staying close to the sub-contractors and the general construction community has
benefited all parties working to complete jobs on time and under budget.
"The process was efficient, the cost was on target and the company was great to work with. I
will use them again.” Bob Berkhiemer Sunrise Hummer,Owner
And when the best isn't an option... but a necessity. It takes more than just quality materials
and building skill. It requires the experience and savvy to bid on target, negotiate smart
prices, deal profitably with changing weather, earn the trust and cooperation of labor, and
deliver... on time. Our safety record is unsurpassed in the industry. That's not a bragging
point, it's a profit point. Our employees are required to have a minimum of ten hours of
OSHA safety training. This benefits our clients, our company and our employees. Grinder
Haizlip maintains a modification rate of less than "1".
ALL TALK NO PROOF
Cool!

8. Proactive Business Building
Develop a dynamic tool to stay ahead of the curve on
lead gen, underlying needs, retain brand loyalty &
foster ‘net promoter’ culture.
Launch a proprietary business-building platform
designed to keep current users satisfied, identify ways
to entice prospects, and uncover growth opportunities
in general.
Identify key trends and insights compared each
quarter, with learning integrated over time.

9. Follow their Lead
Mirror key tactics of Strategic Partners, Competitors & Customers –
Nurture ‘Likability’ – Establish Differentiation

10. What we Need to Know
Issues, Agendas, Insights, Preferences.
The good, bad, & ugly – press, history, conflicts.
What are we missing? What do we excel at?
What is the expectation of new management?
What’s on their wish list?
How can we deliver beyond expectations?

11. Read your Customer
Qualitative Research
Develop hypotheses about consumer motivations and
in helping to understand ‘resistance’ from the
consumer's perspective, uncover insights from current
employees, vendors and industry leaders.
Ongoing Surveys
Check the temperature before, during & after project
completion. Continue the conversation beyond to help
nurture existing business. (Think Net Promoter)

12. Game Plan
Value First –Deliver on
Transparency
CRM Custom Dashboard:
Project Management/Virtual
Account Management
Collaborate Efficiently/Real
Time Project Management
Account History, Files,
Renderings, Billing
Proprietary App features Build
Out Option with ROI /cost
Optimization –

13. Marketing 2.0
o Streamline business processes & increase sales
o Increase customer loyalty & maximized revenue
o Provide a genuine competitive advantage
o Precise project planning, up-to-date analyses of ongoing projects
o Manageable & efficient projects – from planning resources, time &
cost recording to QC

14. Build App – They will Come
Launch a
revolutionar
y tool kit
to Strategic
Partners &
Prospects to
help
Optimize
Lease
Contract &
Build Out
investment
with varying
options.

15. Dashboards Delivered
SYNCing Platforms:
Manage the proposal
workflow from
beginning to end,
compare quotes, rate &
review solution
providers, collaborate,
report on internal
activity.
Leverage partnerships
with industry players &
sub-contractors. Deliver
Project Management
integration, measured
customer satisfaction &
trust.

16. Execute Vital Tactics
PR Strategy/Corporate Social Responsibility
Industry: Participation, Engagement & Thought Leadership
Awards/Certifications/Ratings - Apply & Win!
Referral Program (NPS)
Qualitative Research : Current Employees, Suppliers/Vendors, Current Customers, Leasing
Agents/PM, DOO/COO of regions Fortune 500
Sales/Account Mngmt. & Marketing Training & Toolbox (Recruitment)
Website Facelift & Functionality Upgrade (CRM integration, Video, timeline, Press,
Testimonials)
Social Media: FB, TWT, LNKED, Blog
Direct Marketing & Email Marketing (CRM)

17. Seize the Day –
Leverage your Specialty
Establish Leadership position in the Mid-South via
technology, metrics & transparency. (no one else is
offering this platform)
Do your homework & continue to measure
success/failure with every ‘touch point’ to ensure long-
term growth.
Invest in marketing, toolkits, technology, recruitment
& training of staff/vendors.
Hire a Slavic Female Marketing Ninja to make it work!