Barry Correa Outlook 2012

Business Development through Business Intelligence

throughBusiness DevelopmentBusiness Development

throughBusiness IntelligenceBusiness 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 – 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 - 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 - 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 - 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 - SalesWhat Are Some of Your Current Business Development Challenges?

FOR DISCUSSION


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…


Measuring you Market


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


through

Building RelationshipsBuilding Relationships

throughBusiness IntelligenceBusiness Intelligence

Barry Correa Outlook 2012

Business

Transcript of Barry Correa Outlook 2012