Dissecting Large, Whale Projects

Dissecting Large, Whale Projects

In today’s vlog post, I discuss the complexities of large-scale "whale projects," explaining that as deals grow larger, they become more intricate in terms of identifying decision-makers, champions and influencers in the business development process.

I share a detailed example from one of my past project wins that involved multiple stakeholders including the Client, developer, architect, and other stakeholders.

To succeed in winning these complex deals requires building strong relationships and demonstrating genuine interest and hunger for the project, while also being prepared to address competitive "ghosting" tactics that can disrupt opportunities.

Successful technical service-based sales (like those in the AEC industry) are relational rather than transactional.

With more than three decades of experience in B2B business development, I delve deeper into these concepts through Authentizity’s BD Dynamics™ and Relationship Intelligence™ programs.

Want to learn more? Contact me at dlandry@authentizity.com today!

— Dawn F. Landry

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