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Focus Business Development, Inc. | Richmond, VA

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Executive Briefing: A/E/C Business Development Services

Friday, November 20th 8:30-10:30am

Register Here

This Complimentary Briefing will be a focused conversation to help design and construction industry BDs refine their pipeline management. Open to architects, engineers, contractors, and subcontractors. Perfect for worker-doers!

Training will be delivered in a Hybrid format: Participants can attend live in-person, or live virtually through Zoom!

If you’re like most leaders in the construction industry, you may ask yourself:

  • What does a “good” project look like?
  • Who is my competition and how do I differentiate myself from them?
  • Who is my client base?  How much is repeat business vs. new business?  
  • Am I doing enough prospecting for new business?

Discover how to:

  • Identify targets.
  • Identify your client base.
  • Set appointments and do pre-appointment prep.
  • Follow-up regarding post-budget/bid date.
  • Set up for repeat success. 


Cheryl Shanahan, Brand Strategy and Business Development at ML Bell Construction

Cheryl has 30 years of marketing and business development experience in construction, light manufacturing, hospitality, retail, and food and wine. The “Connector-in-Chief" nurtures a robust network of owners, developers, real estate brokers, architects, engineers, and economic development professionals. Additionally, she has a strong knowledge of market conditions and trends.

Leon Brownlee, Associate & Chief Transformation Strategist at Focus Business Development

Leon has more than 20 years of sales management and training experience. He attended the Center for Creative Leadership in Greensboro, NC, graduating from its yearlong leadership excellence program in 2008.