Business Development through Business Intelligence

throughBusiness DevelopmentBusiness Development

throughBusiness IntelligenceBusiness Intelligence

Business Development through Business Intelligence

Expectations Business Developmentis a combination of…

Strategic Analysis

Targeted Marketing

SalesIt is the process of strengthening ties with existing clients as well as cultivating customers in

other sectors of the market

Business Development through Business Intelligence

Business Development – Strategic AnalysisKnow the Key Steps in the Process

Determine Market Size

& Identify Pockets of Opportunity

#1

Build Your Company’s

Visibility

#2

Target Key Relationships to Build or Strengthen

#3

Prioritize Specific Opportunities – Increase W/L Ratio

#4

Business Development through Business Intelligence

Business Development - Strategic Analysis Proficiency in many areas is needed to identify & capitalize on growth opportunities.

Understand Your Assets

Stay Current On the Industry

Know Your Competition

Know Your Perception in the Industry

Prioritize Opportunities

Business Development through Business Intelligence

Business Development - MarketingMeeting Customer Needs – Reach and Influence

Continuously Cultivate Interest in You & Your Firm

Know Who Should Be Your Customer

Identify Potential Projects for Each Prospect

Use Multiple Means of Communicating Your Value With Prospects

Business Development through Business Intelligence

Business Development - SalesDevelop a Strong Business Plan

Identify Key Players / Projects

What Is the Size of Your Market

Your Strengths VS Competitor’s Pricing Strategy

Do the Research

Identify What Differentiates Your Firm

Create a Strong Communication Plan Testimonials Website LinkedIn, Twitter

Networking Events Education Seminars

Business Development through Business Intelligence

Business Development - SalesWhat Are Some of Your Current Business Development Challenges?

FOR DISCUSSION

Business Development through Business Intelligence

Forming Your PlanStart With Objective, Reliable Business Intelligence

FOR DISCUSSION

Top Project Types

Top Owners w/ Projects in Early Design Stages

Top Architects w/ Projects in Design Stages

Active Contractors – Competitors or Potential Partners

Going Live…

Business Development through Business Intelligence

Measuring you Market

Business Development through Business Intelligence

 Company name   Phone   Fax   Address   City   County   State   ZipCode 

 301 Industrial LLC 510-839-

0683 300 Frank H Ogawa Plz Ste 510 Oakland Alameda County CA 94612-2040

 Advanced Particle Therapy 858-875-

2260 4747 Executive Dr Ste 590 San Diego San Diego County CA 92121-3100

 Alexandria Real Estate Equities 626-578-

0777626-578-

0770 135 N Los Robles Ave Ste 250 Pasadena LA County CA 91101-4527

 Alta Bates Medical Center Summit 510-655-

4000 350 Hawthorne Ave Oakland Alameda County CA 94609-3108

 Canyon-Johnson Urban Fund 310-272-

1500310-272-

1501 2000 Avenue Of The Stars Los Angeles LA County CA 90067-4700

 Centennial Founders LLC 310-446-

1278661-322-

1112 10880 Wilshire Blvd Ste 1900 Los Angeles LA County CA 90024-4101

 Dameron Hospital 209-461-

3152 525 W Acacia St Stockton San Joaquin County CA 95203-2405

 Development Contractor Inc. 619-444-

2054 110 Town Center Pkwy Santee San Diego County CA 92071-5801

 Discovery Builders/Pacific Mountain 925-682-

6419925-689-

2047 4061 Port Chicago Hwy Ste H Concord Contra Costa County CA 94520-1153

 Episcopal Senior Communities 925-956-

7400 2185 N California Blvd Ste 575 Walnut Creek Contra Costa County CA 94596-7323

 Forest City Development 415-836-

5980 875 Howard St Ste 330 San Francisco San Francisco County CA 94103-3000

 Fortu Powercell USA 650-223-

4045 2109 Landings Dr Mountain View Santa Clara County CA 94043-0839 Foursquare Foundation  1910 W Sunset Blvd Ste 800 Los Angeles LA County CA 90026-3283

 Good Samaritan Hospital 213-977-

2121 1225 Wilshire Blvd Los Angeles LA County CA 90017-1901

 Henry Mayo Newhall Memorial Hospital 661-253-

8000 23845 McBean Pkwy Valencia LA County CA 91355-2001 Housing Partners I Inc.  1053 N D St San Bernardino San Bernardino County CA 92410-3521

 HPL Development 650-577-

1288650-577-

8822 3130 La Selva St Ste 109 San Mateo San Mateo County CA 94403-2148

 Imperial Partners LLC 310-342-

0000310-342-

0101 5933 W Century Blvd Ste 614 Los Angeles LA County CA 90045-5457

 Jensen and Partners 213-748-

3431213-748-

3491 950 S Grand Ave Los Angeles LA County CA 90015-1436

 Los Alamitos Medical Center 714-826-

6400 3751 Katella Ave Los Alamitos Orange County CA 90720-3113

 Lowe Enterprises 415-694-

7400415-983-

4109 300 California St San Francisco San Francisco County CA 94104-1407

 March Healthcare Development 310-962-

6736 1960 Chicago Ave Ste E9 Riverside Riverside County CA 92507-2312

 Newland Communities 858-455-

7503858-455-

5368 9404 Genesee Ave Ste 230 La Jolla San Diego County CA 92037-1354 Newport Hospital Corp.  601 Lido Park Dr Apt 1A Newport Beach Orange County CA 92663-4456

 Optiflex Properties and Development 323-517-

9805323-727-

7574 200 E Beverly Blvd Ste 200 Montebello LA County CA 90640-7001

 Palo Alto Medical Foundation 650-321-

4121650-324-

5325 330 Town And Country Ctr Palo Alto Santa Clara County CA 94301

 Palomar Pomerado Health System 858-675-

5583 15615 Pomerado Rd Poway San Diego County CA 92064-2405

 Quattro-Del Norte LLC 805-278-

8220 501 Spectrum Cir Oxnard Ventura County CA 93030-7949

 Rideout Memorial Hospital 530-749-

4300530-749-

4391 726 4th St Marysville Yuba County CA 95901-5656

 Santa Barbara Cottage Hospital 805-879-

8993 PO Box 689 Santa Barbara Santa Barbara County CA 93102-0689

 Scripps Memorial Hospital Encinitas 760-633-

6501 354 Santa Fe Dr Encinitas San Diego County CA 92024-5142

 Sonoma Valley Hospital 707-935-

5360707-935-

5358 347 Andrieux St Sonoma Sonoma County CA 95476-6811

 Southland Development Co. 949-916-

2300949-916-

5700 31501 Rancho Viejo Rd Ste 102 San Juan Capistrano Orange County CA 92675-1870

 Steiner Development 209-357-

8761 Atwood Placentia Orange County CA 92870

 Suzanne Elledge Planning 805-966-

2758805-966-

2759 800 Santa Barbara St Santa Barbara Santa Barbara County CA 93101-2220

 The Hammes Co. 949-705-

0900949-705-

0901 2 Park Plz Ste 600 Irvine Orange County CA 92614-3517

 The Penstar Group 559-268-

6090 855 M St Ste 1110 Fresno Fresno County CA 93721-2759

 Tower Investments LLC 530-668-

1000530-666-

5574 250 W Main St Ste 101 Woodland Yolo County CA 95695-3686

 Tracy Gateway LLC 916-852-

8710916-852-

0795 11806 Melones Cir Gold River Sacramento County CA 95670-7736

 US Department of Veterans Affairs (VA) 707-562-

8277707-562-

8348 1175 Nimitz Ave Ste 200 Vallejo Solano County CA 94592-1003

 Washington Township Healthcare System 510-791-

3475 2000 Mowry Ave Fremont Alameda County CA 94538-1716

California-Medical Project Owners

Business Development through Business Intelligence

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Building RelationshipsBuilding Relationships

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