"Skidmore, Owings, and Merrill (SOM)": Operationalizing Business Development (w/ Iben Falconer)

If you’re a doer-seller, you’re probably more comfortable “doing” than “selling.” Nobody goes to school to become an engineer, a designer, or an architect because they want to sell engineering, architecture, or design services. They want to do whatever their skill set is. But in today’s business world, doers need to become sellers—or at least active partners in the business development of the companies they work for. That’s what Iben Falconer has observed in her career. An architectural historian by training, she’s evolved into a marketing and business development leader, currently at SOM. In this Section Cut interview, Iben shares why you have to be organized, active, and focused about getting new work, and why everyone on the team has to play a role.

Interview Takeaways

Don’t confuse marketing and business development
Plan with your destination in mind
Own your leads pipeline
Forecast by looking ahead
Ask: Do I really want this job?
Assign a point person for prospects
Recognize personal strengths
Acknowledge your weaknesses
Empower & guide your team
Never take business development off your plate 
Make every team member count
Pitch even with a full plate

Show Links

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