Selling And Doing Good Business An Engineers Guide

Paul Naybour

Wednesday 6 July, 6pm for 6.30pm
at Halcrow, Burderop Park, Swindon, SN4 0QD
The speaker: Mr Paul Naybour
Business Development Director, Parallel Project Training
In the current market no engineer can ignore the critical role they play in finding and growing business opportunities. Project managers and engineers are often the primary point of contact with the customer and have a critical role in finding and growing business opportunities. However many consider “sales” to not be part of the job description. In this short seminar we look at the different approach a project management and engineering consultancy can use to identify and grow business opportunities.
The speaker is Paul Naybour, Business Development Director for Parallel Project Training. Launched in October 2009, Parallel Project Training is one of the fastest growing project management training providers and has a wide range of clients including Balfour Beatty, Carillion, Prince’s Foundation, MoD. Prior to the launch of Parallel Project Training, Paul was the Rail Director at PMProfessional, where Paul’s business grew this business from 150K to 1,000K turnover in five years with clients including Network Rail, TfL and many others in the sector.
Learning Objectives
At the end of the course delegates will be able to:
1) Explain the role of project managers and engineers in business development
2) Explain how to use a wide range of approaches to business development
a) Hunting specific targets to identify qualified opportunities which have significant potential
b) Farming, which includes looking after existing accounts to cross sell a wider range of services
c) Fishing using PR, social media, search engine optimisation, viral marketing, blogging and events to attract customers
d) Bidding for competitive tenders advertised in the market place
3) Identify activities that you can undertake to grow your business
This course is 2 hours in duration.
Target Audience
This course is aimed at anyone who is new to or planning to move into the engineering consulting project management.
Paul Naybour is passionate about the use of project management in engineering projects to engineering projects. He has a wealth of experience helping engineering consultancies to improve project management and has worked on both sides of the fence. His first love is Nuclear Power Stations and he may end up taking a real job soon. For now he is Business Development Director at Parallel Project Training, co-author of “Your Journey to Professional Project Management, How to Pass the APMP a study guide” and host of the free APM Project Management Podcast channel on iTunes which has over 57,000 downloads since its launch in January 2010. He is currenlty working on developing a PMP Certification course.
Find out if you are hunter, farmer, fisher or an order taker.  Download the slides and self evaluation questionnaire  for this seminar below.
Selling and Doing Good Business Slides
Selling and Doing Good Business Self Evaluation questionnaire

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