Testimonials — elevating doer-sellers

Tuscaloosa Testing Laboratory (TTL) is a mid-size Geotechnical, Environmental, Construction Materials Testing and Civil Engineering firm with seven offices in four regions throughout the Southeast and Southcentral US (Alabama, Tennessee, Georgia, Texas) based in Tuscaloosa, Alabama.

We performed a comprehensive Business Development Audit for TTL. The audit consisted of interviewing 27 technical business developers throughout seven offices, along with corporate and office leadership and marketing staff. The outcome was a deliverable document outlining in-depth individual, office, and corporate analysis and recommendations to include structure and program development; process improvement; training programs; internal and external communications improvements; branding, recruitment and positioning strategy.

We then developed processes to improve communications, teamwork and support the firms new service line based organizational model including a new communication structure, business development meeting template, tracking mechanisms and more. Additionally, as part of the implementation, we conducted conducting a full-scale Doer-Seller Business Development Training Program for a total of 85 participants taking place in each region earning each participant a total of 24 PDH's.

We also provided re-branding services to include a client perception study, re-brand, messaging, internal and external launch, acquisition integration and more.

Click below to hear directly from our client's how this program is impacting their Doer-Sellers.

Forest Wilson, PE, Executive Vice President, Business Development - TTL

Dawn Vernon, Regional Business Development Manager - TTL

Patrick Gupton, PE, Business Unit Leader & Senior Vice President - TTL

Mike Cochrane, PE, Business Unit Leader & Senior Vice President - TTL

Matt Gaston, PE, Regional Manager - TTL

Susannah Culbertson, CPSM, Business Development Associate - TTL

Marcel Scheeff, PE, Business Unit Leader & Senior Vice President - TTL

"They do outstanding work engaging, coaching and working with our team to help them develop strategy and techniques to further enhance their business development skills. Their approach helps empower our team members work across the traditional boundaries sometimes present within professional firms and build teams to collectively pursue common firm goals."

DEAN MCCLURE / PRESIDENT / TTL

"We have been very pleased with the outcome of the training and have noted a significant increase in business development activity from our staff. The initial indications are that our staff is more active in business development, but they have also been more effective. They have led this effort with the utmost professionalism and their enthusiasm is contagious."

Forest Wilson / Executive Vice President / TTL

"My initial apprehension was quickly replaced with motivation. I’m really looking forward to implementing these new skills."

Ken Bailey / office leader / TTL

"It all clicked for me the very last day when we gave a presentation. When you get up there and actually do it and you hear yourself speak the words, it all makes sense. The client capture plan really stood out. I learned there are so many other ways and steps to develop a client. By doing it once a month, we have gotten into a routine, separating ourselves from our competition."

Ryan costanzo / project manager / TTL

BRPH is a full-service Architecture and Engineering firm based out of Melbourne, Florida with offices throughout the country. Since 2016, participants enter the Doer-Seller Business Development Training Program upon completion of the firm’s project management training program each year. They engaged in workshops that took them through the stages of capturing a project with a real identified client. Each created a personal business development plan with specific, strategic goals and action plans. They also took part in a business development incentive game that taught them the various methods of relationship development while encouraging teamwork and accountability.

Our Business Development Training Program was delivered in a way that wasn’t intimidating and provided for a fun atmosphere. We also brought out the competitive side with the BD incentive contest. Participants learned quickly how easy they could fit relationship-building activities into their already busy schedules. In the BD Live session, our clients were also impressed that we invested time and resources in developing our team members. One of our participants built a deeper relationship that resulted in a new client region along with another new client. ”

Lindsay diven / former principal / BRPH

"I felt the overall training was a huge success. It played a role in BRPH being considered to obtain the new client account. The training brought entertainment, equal participation between offices and taught by showing."

Ben Roberson / Project Manager / BRPH

"The activities and role playing were great pragmatic lessons that will stick with me for the rest of my career. I have noticed that through the real life implementation of these pointers, my clients have responded favorably and have complimented BRPH and me, personally about how delightful it is to work with us."