Master Pursuit Marketing: Learn to Build Trust, Focus on Client Needs, and Secure Your Dream Projects

Construction Genius

Maintaining a healthy relationship takes hard work, no matter how personal or professional. It takes time and trust. To pass through the initial steps of building a relationship, you have to be patient and faithful.

In this week’s episode of the podcast, we had the absolute pleasure of conversing with another industry professional, Fawn Radmanich, a marketing professional working in professional services marketing specifically focused on engineering and construction over the last 25 years. Her passion and skills include working in teams to win multimillion- and billion-dollar design and construction projects, spotting opportunities for personal and corporate branding, and cultivating a sense of community and participation among employees. As a strategic marketing and communications specialist, she has participated in over 800 pursuit activities and diverse market sectors, including higher education, civic, theme park entertainment, aviation, data centers, seismic and historic renovations, sports, and many more. She joined us today to share her knowledge on how to secure your dream project by building relationships.

Starting the conversation, Fawn explains what pursuit marketing is, along with the reason why it is connected to building relationships. Fawn then explains how to choose the right people according to the needs of your client. We also pay attention to why stellar products or great proposals aren’t enough to win projects if you don’t possess relationships.

Figuring out the hidden motives of people is a challenge. In this phase of the conversation, Fawn explains how she looks at different aspects of people’s lives by using social media because people put a lot of information about themselves out there often. We then talk about how challenging it is to ask necessary questions sometimes, along with Fawn’s suggestion on how you can put those questions out there with ease. Furthermore, we listen to Fawn’s expertise on building a bridge between what you want to do and what your client wants you to do to make the project a win-win situation for both parties.

EPISODE HIGHLIGHTS

[03.29] What is pursuit marketing?

[05.05] Can you build or win it?

[09.52] Positioning people according to the needs of a project to build relationships.

[14.28] The importance of investing in relationships.

[16.45] Figuring out the objectives of the client.

[19.51] Uncovering hidden motives of people.

[24.56] The difference between business development and pursuit marketing.

[30.23] How to ask appropriate questions to get information.

[36.21] Finding a balance between the client's and your expectations for a project.

[39.31] Selecting the next best person.

[43.21] Thought leadership.

[44.23] Using social media to market conditioning.

TIPS AND TOOLS TO IMPLEMENT TODAY

1. Understand the decision-makers of an organization.

2. Position the right people for the right job.

3. A stellar product or great proposal is not going to get you a job if you lack relationships.

4. Use social media as a source to learn about people.

5. Asking about past projects is one of the best ways to get information.

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Is an executive or leader in your company struggling? Reach out to Eric to discuss how his transformative executive approach can help. Schedule a 10 minute call with Eric today to learn more: 10minuteswitheric.youcanbook.me

RESOURCES

Connect with Fawn

LinkedIn - linkedin.com/in/fawnradmanich/

Website - stantec.com/en