Full Sail Partners Blog | Building Business (3)

As 2021 comes through its halfway point, it’s a good time to take pause to see what marketing trends are emerging for A/E/C firms. One thing that 2020 did for A/E/C marketing was accelerate the strategies marketers have wanted to bring from other industries. Highlighted here are six marketing trends A/E/C firms shouldn’t ignore in 2021.

1. Increased Leads from Online Sources

High growth A/E/C firms generate half their leads from online sources according to a Hinge Research study. They looked across the entire industry and found that 50% of new business leads were generated from digital sources including website, email, social media, and digital advertising.

The report goes on to say that a third of high growth A/E/C firms report having mature marketing and sales software automation strategies in place, which make their digital lead generation more efficient.

This can’t be ignored. Marketers should be leading these marketing efforts and making sure the backend systems are in place to track and attribute the leads appropriately.

2. Hybrid Asynchronous Events Will Flourish

2020 was the year of Zoom meetings and virtual events. While there will continue to be a place for these types of events, they will become more hybrid. An example of this was the SMPS Southeastern Regional Conference. About 150 people attended the in-person live event in Nashville, TN while another 100 attended the virtual event during the same time.

Marketers will be tasked with finding ways to engage with their prospects with this type of event through multiple means. Often times, this is showing up in the chats of the video replays during the virtual portion while someone else attends the in-person event. Or, savvy marketers will create their own virtual experience dovetailing the organized hybrid events. Think about how private, in-person client dinners the night before a traditional conference can be transformed into a virtual experience.

3. The Emergence of Community Marketing

Speaking of hybrid events…the large industry event where all firm clients are in one place might be gone for a long time, if not for good. Most, if not all, annual conferences went virtual in 2020. But these large annual conference hosts are finding other ways to support their industries. Rather, the organizers are developing smaller, intimate, and more topical gatherings – both online and in-person.

Take for example, CXps. This once annual conference has transformed into a multi-day online experience with six, smaller regional events.

Marketers can help their subject matter experts by preparing them to be active contributors and bring practical value to the more intimate gatherings.

4. What’s Old is New Again – Email Marketing

While we might be tired of getting emails, the data doesn’t lie. Email marketing isn’t dead and isn’t going anywhere anytime soon. According to Full Sail Partners’ own research, 20% of respondents increased their email marketing efforts and another 8% started email marketing during the past year. And, a HubSpot study found that roughly 80% of marketers have reported an increase in email engagement over the past 12 months.

This is probably the easiest marketing strategy to begin for A/E/C marketers. Many firms have a database full of contacts and prospects through the normal course of doing project work and regular sales and marketing interactions. And, many A/E/C firms already send out a holiday card or other types of email promotions. Email marketing is a no-brainer then for distributing the content the firm is already creating and publishing to blogs and social media.

5. Content Repurposing

One of the biggest challenges marketers face is to get good content from their technical staff, and many of these strategies rely on value-packed content. Quality content is essential to drive traffic to a firm’s website, to engage on social media, and to send in email marketing. Repurposing content is the proactive process of reusing all or a part of an old piece of content to expand its reach. It’s really about doing more with less content. And, target audiences have different learning methods. Some like to listen or watch while others like to read. Repurposing the same piece of content ensures that all preferences are being met while needing less original content from technical staff.

For example, take one long blog article and repurpose it into a few short YouTube videos, an audio file, several social media graphics, or a slide deck that can be shared on LinkedIn. A series of blog articles can be packaged into a whitepaper that visitors to a firm’s website can download after entering their email address.

6. Increased Investment in Martech

All of the previous trends have one thing in common – the need for integrated, marketing technology (martech) solutions. This new technology is not only critical for the deployment of these strategies, but for the tracking and proper attribution to the appropriate strategy. And, it’s not just the purchase of the software but adequate training for both the marketers and the end users to understand the importance of using the software correctly. When marketers get the software and the usage correct, then they can start tracking and reporting. This step is critical for both marketers and firm leadership. Marketers can quickly determine what’s working and what’s not and adjust, and firm leadership can see what their return is on the marketing investment.

Stay Abreast of Marketing Trends

While 2020 was a year no one wants to revisit, it did accelerate many trends that A/E/C marketers have been trying to implement for years as noted in the 42nd Deltek Clarity report. This tipping point will change marketing in the A/E/C industry like nothing else. While only six marketing trends have been presented here, it’s not exhaustive. Though every A/E/C firm is unique, all should stay abreast of these current marketing trends for 2021 and those moving forward.

Overall, the majority of respondents to the Deltek A&E Clarity study shared an optimistic view about opportunities and growth potential in coming years. Conversely, the long-term effects of the global pandemic did shock the industry with handshakes and face-to-face meetings becoming collateral casualties. As a result, the loss of these interpersonal connections was far greater and impactful than many could have imagined, and this sudden mandate and frankly need to socially distance inevitably left its mark on the way people interact and nurture relationships. As a result, this year’s Deltek A&E Clarity results are that much more significant as they shed light onto the future of A&E business development tactics that firms have embraced and will likely continue to utilize well into the future.

Top Three Business Development Challenges

Finding time to nurture client relationships seems to be a list leader year after year for the A&E industry. However, the number of respondents that listed this as a top challenge grew five percent from prior years. Increased competition is second on the list with 22% of respondents putting this as their top BD challenge. While the third top challenge was identifying new prospects, with 15% of respondents listing this as their top challenge.

Interestingly enough, 14% of respondents indicated that their firm’s business development model has dedicated BD staff, 39% have a seller/doer model, and the remainder a combination of both. Even more, firms reporting having a formal business development process declined from previous years. Identifying the exact correlation on how these different BD models and lack of processes impacts these top BD challenges is difficult to measure, however there is with some certainty a direct relationship.  

Bidding to Winning

This year’s Deltek A&E Clarity study found that more firms are employing a formal go/no go process with an increase to 75.7% with 51% stating they use a formal process for all opportunities. For firms not using a formal go/no go process, 25% are considering implementing one in the future.

For small and medium A&E firms, proposal win rates decreased by nearly two percent from last year while large firms had an increase of almost two and a half percent. On the contrary, firms of all sizes saw an increase to their capture rate with a cumulative increase of three and half percent. These differences between win rate and capture rate can be attributed to the type of work firms are pursuing and the use of a more strategic go/no go process.    

Deltek Clarity on A&E Marketing Techniques

Respondents to the 42^nd Deltek A&E Clarity study indicated that they predict traditional marketing techniques like in-person trade shows and exhibits, and public relations initiatives will see a sharp decline in utilization with a transition to more modern techniques. Specifically, firms stated they will increase the use of client-specific marketing, social media, thought leadership and content marketing as the core to their overall marketing strategy. This is not to say that trade shows will be abandoned, but these will likely become more virtual and/or hybrid versions which can reduce their benefit and importance to A&E firms. Overall, it’s encouraging that A&E firms want to adopt more modern marketing techniques, but their willingness to make significant investments into these changes has yet to be seen.  

Deltek Clarity on the Future Outlook and Forecast of A&E Industry

Small firms expressed a bullish outlook when reporting on their revenue growth forecast while medium and large firms expected to experience gains in the coming years. When asked to look further out to nine years, respondents expected to see growth of five to six percent in most years indicating there is still some level of uncertainty in the market, but still being sanguine there will be an upward trend in the years to come. Generally, A&E firms are optimistic about the markets they serve and believe they will be able to increase their position within them.

Significant Deltek Clarity Business Development Findings

In summary, the 42^nd Deltek A&E Clarity study found that firms are going to need to continue to rely on passive sources for new opportunities which will require nurturing existing client relationships to win more work from them and to gain referrals as well. Firms will also need to embrace business intelligence tools and strategic business development models and processes to remain competitive. Additionally, the pursuit process itself has changed and became more virtual and digitized. As a whole, A&E firms have recognized the need to revolutionize their business development strategies if they want to remain relevant and viable in the future.

Understanding the full business development findings of the 42^nd Deltek A&E Clarity study truly requires comparing the results to one’s own firm. Make sure to download your free copy and use the Clarity Scorecard to benchmark your firm.

In May 2021, Full Sail Partners conducted its first-ever email marketing trends survey. We wanted to gain insight as to how many firms have fully embraced email marketing as a proactive marketing strategy. And, if the effects of the worldwide pandemic, when many face-to-face meetings and conferences have been canceled, adjusted firms’ email marketing strategy and results.

General B2B Statistics

Before the results from the Full Sail Partners’ survey are previewed, let’s take a look at some other statistics focused on email marketing and business to business (B2B) marketing strategies.

• Billions of emails are sent every day. 306 billion to be exact. And, according to The Radicatti Group, that number is expected to reach 361 billion by the end of 2024.
• Email helps you reach your clients as fast as possible. With the popularity of social media, you might think it has overtaken email as the fastest way to reach new and current clients. But the truth is that 21% of opened emails are opened within the very first hour of delivery.
• In the annual research conducted by Content Marketing Institute in 2020:
  • 85% of B2B organizations use email marketing software to assist with content marketing
  • 81% of B2B organizations use email newsletters as part of their marketing strategy
  • 87% of B2B organizations use email to distribute their content
  • 90% of B2B organizations used email engagement as the top metric to measure content performance
• That same research also found that email is the most reliable channel for nurturing leads to sales throughout the funnel.

Email Marketing Trends Survey Results Preview

So how do the responses from our email marketing trends survey compare to some of the national trends? Full Sail Partners invited our clients, prospects, and partners to complete the survey. The invitation was sent via email and shared on our social media channels.

Survey Demographics

The survey responses were from firms that provided mostly either engineering (41%) or construction (28%) services. Half of the responses were from firms that had either 1-50 (36%) or 51-100 (25%) employees. The other half of the responses broke down into the following: 101-500 (29%), 501-1000 (2%), and 1001+ (8%) employees.

Full Sail Partners is a Premier Partner for Deltek Vision and Vantagepoint. So, one of the questions asked if the firms responding were users of either software. Of the responses, 40% are either a Deltek Vision or Vantagepoint user, 58% were not users, and 2% said other. The one “other” response indicated that they are currently using another CRM software system.

Overall Firm Marketing Strategies

Before we asked about email marketing strategies, we asked respondents what marketing channels their firm currently uses. They could respond with multiple answers. The top three marketing channels included website, social media, and email. This seems to be consistent to the other independent research noted above.

Today’s Email Marketing Strategy

The survey also wanted to gauge how professional services firms are using email marketing today. We asked questions including goal/purpose for email marketing, frequency, type of email campaigns, and how the firms track success of their email marketing efforts. These were asked in a combination of quantitative and qualitative questions.

The biggest goal/purpose for email marketing is for brand awareness (41%) with lead nurturing well behind at 26% of the responses.

The main types of email marketing campaigns sent by the respondents included regular newsletters (33%), highlight emails (23%), and promotional emails (23%).

When asked for a brief overview of the firm’s email marketing strategy, objective responses ranged from simple holiday greetings to organized targeted campaigns. Some of the consistent qualitative response themes include:

• Holiday greetings
• Announcements such as new hire, employee promotions, new office, or office move
• Sharing content produced by the firm like blog articles
• Teaming and bid opportunity alerts to contractor and subcontractor lists
• Event invitations around either webinars or attending conferences/tradeshows

When asked how frequently email campaigns are sent, nearly half of respondents send their email campaigns quarterly (46%) with another 21% sending monthly. Some of the other responses included bi-weekly sends as well as sending depending on specific promotions.

Email Marketing Changes Due to Pandemic

Another reason for conducting this survey was to gauge how email marketing strategies and engagement have changed, if at all, during the pandemic. Since the beginning of the pandemic, many face-to-face meetings and conferences have been canceled or transformed into virtual events. Staying in front of clients and prospects is critical for maintaining relationships for professional services firms. And, email marketing may be one way the pandemic has affected this.

First, we wanted to know if the firms’ email marketing strategy changed during the pandemic. Nearly half of the responses said their email marketing strategy DID NOT change (45%) while 20% indicated that they did increase the amount of email marketing efforts during the pandemic. Interesting is that 23% of the responses were not doing any email marketing before the pandemic and still haven’t started.

Next, we wanted to gauge the results of the firms’ email marketing efforts during this past year, regardless of any changes to their email marketing strategy. According to the responses of this survey, the majority said that everything has stayed about the same (38%). However, 18% did say that their email engagement has increased.

What’s Next

This is just a preview of the email marketing trends for professional services firms’ survey results. More results and recommendations will be shared on the June 30, 2021 webinar. During that webinar, Full Sail Partners along with a very special guest will be talking about:

• Why email marketing is a must-have for professional services firms,
• What’s working right now for B2B firms,
• How to get started in email marketing,
• Resources available from Full Sail Partners and SubjectLine.com

To register for this free webinar, click the image below.

Handshakes, large group lunches, and late nights mingling with strangers that will likely become longtime professional connections and even friends are highlights of attending professional conferences. Ahhhh just remembering those days…excuse me while I reminisce on my past experiences that made attending in-person conferences fun and exciting and not just educational. While I’m sure many of us can relate and probably add to the list of things we love about in-person conferences, many of those perks have disappeared with conferences being forced to move to a virtual or hybrid approach.

Now, reflecting upon my recent experience with the new virtual/hybrid format for conferences, I can say for certain that participating in a virtual conference is a different experience in comparison to the traditional in-person conferences most of us are accustomed to attending. However, by understanding the benefits of attending a virtual conference and applying some best practices, you can ensure your virtual participation is a success.

The Advantages to Attending Virtual Conferences

We all have a list of things we loath and find extremely annoying. For me, I like traveling to places that require air transportation, but the whole routine of going to the airport, arriving early, waiting in long TSA lines, and walking all over the place just to find a restroom seems to put a damper on the entire trip. The list can go on when you think about the ups and downs of staying in a hotel. So, while there are perks to traveling, nothing beats staying in the comfort of your own home with your family.

By eliminating travel, virtual conferences also provide other benefits. Instead of wasting time hustling around the airport and wandering around hotels, you can spend more time on your actual work which we all know doesn’t complete itself while you’re attending a conference. Even more, since there are no associated travel expenses with virtual conferences, the company would be more willing to approve them over in-person events.

Prepare Yourself for the Virtual Conference

Attending a conference in-person or virtually, you should always take time prior to the conference to review conference schedules, register for educational sessions and other activities, and learn about resources that are available to attendees. Additionally, review the format of the conference as it seems to vary from conference to conference. Last year alone, I attended or participated in numerous virtual conferences. Some were 2 to 3 all-day events and others were a series of half-day events. Others even included ongoing monthly meetings to encourage continued conversations about topics presented at the conference itself. So, make sure you are familiar with the conference format and able to commit time to attending and participating.

Most importantly, update your work calendar. I recommend blocking out your calendar for the entire time you plan on attending the conference. I even take it one-step further by adding the sessions I plan on attending to my calendar with related links included in the body of the appointment. 

Be Seen by Being Present

You may ask, “If it’s virtual, how am I going to be seen?” Great question! First, let your professional network know you are attending by posting to LinkedIn. A simple message with a link to the conference letting people know what you are excited to learn about is a great way to be seen virtually.

During the conference, avoid distractions by closing your email and messaging tools and treat the conference like you are there in-person. If you typically take notes with pen and paper at in-person conferences, do the same while at your desk. Furthermore, virtual conferences that are worth attending will have a great communication platform for attendees and presenters. So, don’t be shy! Be seen by asking engaging questions during sessions, tour the virtual sponsor expo hall and chat with vendors, and participate in conference events and contest like dance-offs, trivia games, or other fun activities. In other words, find ways to network and be camera ready.

Do Your Homework

The conference might be over, but your opportunities to learn and network have just begun! One of my favorite things to do after a conference is send out LinkedIn connection invites to my new contacts. Additionally, I include a note with the connection invite that mentions how we met and a highlight of something we discussed. This is a convenient way to keep track of how you have met people in your LinkedIn network.

It’s also a great idea to follow up with your favorite speakers by sending them a LinkedIn message or an email. Let them know what you liked about their presentation and how it impacted you personally. Then include a question you did not ask during the live session or one you thought of afterwards. Believe it or not, speakers generally and truly enjoy receiving messages from audience members like you.

So, get out there…virtually that is…and attend professional conferences to continue to build your skills and network!

Firms in the professional services industry must adapt to compete in today’s world. Through acquisitions and other partnerships, many professional services firms have been entering into new markets. These firms now have the need to offer a wider range of services to a larger client base. Additionally, many firms have increased their global presence which affects the way client needs have been handled in the past. Let’s check out the top trends for professional services firms as they deal with evolving client expectations and staying competitive.

On-demand Workforce

As new demands arise with the increasing service offerings by professional services firms to more clients, an on-demand workforce is necessary. This workforce can include contractors, part time staff and temporary workers in addition to full timers to meet staffing needs. Firm leaders will need to learn how to manage this future workforce and cultivate a culture that will be attractive to top talent with the key skill sets to render firm services.

More Flexible Service Rendering

Competition for the professional services industry has increased with rapid globalization. Clients expect professional services firms to support them and deliver high quality services from anywhere in the world. With location not being the priority, client demands can be met with operational and staffing flexibility. It is very important to stay abreast of who would be competent and available for doing the needed work.

Perception as Advisors

Professional services firms are changing the way they price services. There has been a shift from the traditional per-hour revenue model to a more value-oriented model. With value-based pricing, professional services firms are setting their prices primarily on perceived or estimated value of the service to the customer rather than historical prices. This value-based pricing encourages the relationship of a professional services firm being an advisor rather than just a service provider.

Leveraging Automation

With technology changing at such a fast pace, professional services firms are increasing their offerings with the use of automation. Using automation allows firms to simplify complicated and/or difficult processes saving a lot of time while delivering quality services. Automation also makes it easier to find the source of problems and provides the ability to remedy them quickly. Additionally, automation can help reduce errors and eliminate repetitive tasks.

Staying Competitive in Today’s World

Professional services firms must stay competitive in the global world of today. In order to do so, they must keep a pulse on their evolving client needs. Even more, they must be ready to provide a flexible workforce rendering quality services as fast as possible to wherever needed. The use of automation is a necessity for success. Furthermore, professional services firms must focus on satisfying their client expectations to ensure their services continue to be utilized.

Usually when you think of a New Year’s resolution, you think about a habit or trait that you find undesirable and want to improve upon to achieve a personal goal. However, a New Year’s resolution can apply to more than an individual. For business leaders, the start of a new year is the perfect time to make changes within their organization that they believe will increase the overall performance and success of the company. These changes are typically new initiatives for certain roles and departments.

So, what are the best initiatives for your firm to tackle for the new year? Fortunately, the team of Full Sail Partners’ consultants works with a wide variety of professional services clients and have been able to glean unique insight about the common challenges’ firms have experienced over the previous year. Based on these challenges, here is a list of New Year’s resolutions your professional firm may consider adopting.

Top New Year’s Resolutions for Professional Services Firms     

In no particular order, here are the New Year’s resolutions your professional services firm may consider enacting:

• Clean up your favorite personal and global reports and searches
• Find a business intelligence solution that can provide your firm with actionable insights
• Set up a reminder one month prior to year-end for project and department managers to validate unbilled services
• Ensure you are taking advantage of all the formatting options for Invoice Templates and review them to make sure that all are up to date with addresses, images, etc. 
• Consider using Resource Planning for more than project budgeting for things like revenue projections and calculating earned value management
• Embrace client feedback to improve relationships and create more repeat business
• Make sure that Opportunities are only associated with one Regular Project Record and one Promo Project Record
• Review your database for duplicate records and records that require updating
• Have billable employees update their timesheets on a more frequent and consistent basis
• Begin preparing to upgrade from Deltek Vision to Vantagepoint using this webinar series

Start the New Year off Right!

With the start of a new year, it’s common to reflect on the previous year to identify areas and things that went well and to evaluate what could have been done better. Looking forward, firm leaders need to pinpoint ways to improve future performance by establishing specific initiatives which are best for the firm’s needs. Therefore, start this year off right and implement change that will guarantee your and your firm’s future success!

A CRM system, or Customer Relationship Management system, is a technology tool that allows you to track important details about your customers. Firms need to know which product or service the customer currently has and want the ability to monitor the customer’s buying journey and needs. A CRM system also helps support the firm’s overall goals and strategies within each department. Let’s take a better look at what a CRM system can do for your firm.

Create More Revenue with a CRM

Sales teams use a CRM to conduct research as well as find new leads for future opportunities. A CRM system offers an abundance of information that can increase productivity when it comes to generating new sales. The CRM system can be used to track client communications which enables sales representatives to build stronger relationships with their customers and create new streams of revenue that grow firm profits. Furthermore, a CRM system can provide interactive analytical tools that give the sales force an accurate insight into a customer’s interests and needs. Sales representatives can then have more productive conversations with their leads and continue to develop personal relationships.

Along with building stronger relationships, a CRM solution can help a firm figure out the most effective sales practices and use that information to better their sales team. Staying abreast of proven processes will keep your sales team up to date on the fastest and most effective way to move a lead to a sale. 

Work More Efficiently

Similar to sales, marketing can benefit tremendously from the use of a CRM system. First off, the relationship between the marketing team and sales team is crucial to ensure customer needs are being met. With everyone actively using a CRM system for customer information, sales and marketing results can be seen across the board. Communication between sales and marketing will improve since both teams will have access to the most relevant data.

A CRM system can also be used to track marketing campaign success. The marketing team can evaluate how effective different marketing campaigns were including the costs which can help determine the best use of marketing department funds. With this available data, the marketing team can additionally change certain parts of the campaigns and maybe personalize some better for certain customers.

Improve the Customer Experience

Making sure customers are satisfied with their experience with your firm is very important. The customer service team relies on being able to measure things such as customer retention, satisfaction, and what is and is not working. This data can be tracked using a CRM system. If a customer did not have a good experience, the cause of the problem can be determined, and customer service can figure out what needs to be done in the future to prevent that situation from happening again. This information can then be relayed back to the sales and marketing teams so they can fix the issue on their side.

Why a CRM System is Right for Your Firm!

To be successful in any business, working smarter and most efficiently is very important. A CRM system can provide your firm with the metrics and relevant data to see how well your firm is meeting customer needs. Additionally, a CRM system offers the most accurate and up to date information allowing all department teams to work together seamlessly and effectively. Are you ready to take advantage of a CRM system?

Business leaders cannot run their firms successfully if they don’t have all relevant information at their fingertips. With clear business intelligence, data can be consistently analyzed and interpreted allowing for the creation of actionable goals. KPI dashboards can also be set up by all department heads enabling them to focus on their specific needs. With all departments having the insight to work more efficiently and effectively, there will be an across the board positive impact on the firm. Let’s see how clear business intelligence can ensure firm success.

Ensuring Productivity

By tracking sales or marketing progress in business intelligence dashboards, firm leaders can keep a pulse on their staff’s efficiency. If the numbers are not meeting expectations, managers can meet with teams to recalibrate the strategies to improve them. Firms will operate successfully if inefficiencies are eliminated and sales goals are met in a timely manner. Ultimately, using business intelligence will accelerate the firm’s ROI.

Improving Customer Satisfaction

Business intelligence can be used to improve the firm’s ability to meet customer needs. It can first be used to identify the target audience or the most valuable customers. Then it can track the customer interactions making sure they are receiving the support and resources necessary for them to be satisfied. Pinpointing the proper prospects for growth and ensuring current clients are getting what they need will ensure future success.

Managing Risk

Being able to see data on a constant basis allows those in charge to identify problem areas before they become disastrous for the firm. With graphs and charts in the dashboards showing the significant data in real-time, leaders can evaluate current situations noting any red flags. Being proactive and tracking this information allows for corrective action to be taken before the matter is unmanageable.

Making Smart Decisions

Overall, it is crucial for firms to have a full understanding of the organization’s entire operation in order to make informed decisions. Whether it is to determine long term staffing for a new project or evaluate the efficiency of marketing campaigns, seeing complete data is necessary to make smart firm decisions. Business intelligence allows firms to see all aspects of the operation and make choices leading to firm success.

Business development can be a challenge especially when firms are already busy with day to day activities. Leaders must figure out what is worth putting effort and money into to get the pay-off they want. Fortunately, Deltek and Full Sail Partners offer many different solutions that are technology forward and can help make business development easier for you. Let’s take a look at some of these and see how they support business development.

Deltek Vantagepoint

Deltek has recently revamped Vision, creating a more powerful and user focused system that is designed for professional services firms. Deltek Vantagepoint can be used to improve productivity, increase profitability and make smarter business decisions. It also allows business development teams to quickly put together proposals that will give them an edge over the competition. So, by using Deltek Vantagepoint, you will have a platform that promotes business development with easy to use tools.

Blackbox Connector

Blackbox Connector provides the opportunity to connect Deltek Vision and Vantagepoint to 3^rd party software. For business development purposes, Constant Contact and Mailchimp Blackbox Connectors will help make it easier to nurture relationships with potential new business. What is sent out via Constant Contact or Mailchimp is brought back into Vision or Vantagepoint with the Blackbox Connector making it convenient for you to track your marketing efforts which leads to new business.

Deltek PIM

Efficiency is one of the leading attributes to great business development. Deltek PIM offers your employees one place to access all your files across all aspects of your business. With all emails and documents in one place, it is simple to research and determine where new business might be found saving you a lot of discovery time. This can be an asset when trying to advance your firm’s business development.

Informer

Informer is a business intelligence tool which allows your firm to collect data and analyze it. Business intelligence provides insight you can use to make better business decisions and evaluate areas for business development. Visual options in dashboards can display a variety of charts and graphs which give you vital information. For instance, you can identify which clients have used your services the most and may require further assistance. Informer thus allows you to pinpoint business development potential.

Deltek Learning Zone

Deltek Learning Zone is a great resource to find out more about tools that can help your firm further its business development efforts. DLZ offers virtual live classes, self-paced classes, support videos, infographics, and many more ways to learn. You can find experts that have a lot of knowledge regarding the best way to target business development using Deltek products. This will help your firm plan a course of action for your business development strategy.

Making Business Development Easy

Time is a precious commodity to all firms. With the many offerings from Deltek and Full Sail Partners, your business development efforts can be handled more efficiently and effectively. It is crucial to target business development if you want to set your firm apart from the competition. Use these resources and stay on top of the business development game.