JobSpecification
Business Development
• Will build business unit’s visibility in the business unit’s market area. Proactively builds client rela- tionships that result in project opportunities to meet the business unit’s annual strategic business plan. • Working closely with principals and leaders of the Markets and firm-wide business development leaders, actively seeks/secures new work of strategic importance to the long term financial sus- tainability and ideals of the practice. • Leverages firm’s expertise, knowledge, contacts and industry acumen to identify, propose and secure new work for the practice using the firm’s research tools and contact network, identifies upcoming opportunities. • Builds relationships with the region’s key clients on an on-going basis and follows their progress to prepare our strategy in advance of the issuance of an RFQ or RFP. • Puts together a clear pursuit strategy that illustrates HOK’s value to potential clients. • Assists technical professionals in following up from initial introductions and presentations. • Promotes and encourages marketing efforts through internal cross-selling across all HOK practice areas. • Acts as a resource to teams to provide client liaison and quality assurance role to ensure client sat- isfaction. Actively disseminates results of client satisfaction surveys for continued improvement. • Attends pre-proposal conferences, professional meetings or other project-specific and marketing- related events, client organizations and civic events where participation warrants a sufficient return for the investment of time and money … qualitatively or quantitatively. • Actively participates in appropriate professional/community organizations. Encourages key staff to have similar participation, guiding them to leverage contacts into potential marketing leads or to bring positive exposure to the firm. Available as a resource to coach HOK staff to be successful in these efforts. • Active membership in appropriate industry and client-focused organizations.
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