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subsequent growth

A Sustainable Sales Platform Starts With an Organization’s Values

November 23, 2020 By EMI

This is a guest blog by Mike Burns, PE, PgMP, DBIA

Sales PlatformAs with every phase of life, beginnings and ends are times for focused reflection on our successes and failures. Individually and as a member of a team, this analysis sets the stage for subsequent growth. This reflective planning rhythm has defined the last 10 years of my life, as I’ve strived to grow from events: the Great Recession, the Arab Spring, AECOM exiting the P3 / DBFM market, and in 2020, COVID-19. With my deepest sympathies for the devastating health and socioeconomic outcomes we’ve collectively faced this year, I remain cognizant of the fact that my privilege and support system have allowed me to navigate these challenges with limited pain. I hope that this brief discussion of my migration into a sales role helps you overcome the naysayers on your path.

sales platform

Whether seeking professional growth or facing the daunting task of finding a new job, there are often a series of devastating no’s before the next empowering yes. For me these included, “you are a developer, not an engineer,” “you’ve never worked overseas, in a corporate role, on a billion dollar program, etc.” Recently, “you’ve never been in a pure business development (BD) role.” Each of these no’s guided my outreach to mentors, discussions with colleagues, and educational desires. I leveraged their collective wisdom to evolve my professional approach, remaining focused on building teams, empowering individuals, and continuous learning; this approach has allowed me to remain engaged, enjoying life as a student and a teacher.

[Read more…] about A Sustainable Sales Platform Starts With an Organization’s Values

Filed Under: Blog, Business/Entrepreneurship Tagged With: business development, delivering projects, empathetic management, feedback loops, focused reflection, Infrastructure projects, Mike Burns, professional growth, reflective planning, roles with a sales focus, Selling, strategy development, subsequent growth, successes and failures, tactical business plan

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