Skidmore, Owings & Merrill (SOM): Operationalizing Business Development (w/ Iben Falconer)

If you’re a doer-seller, you’re probably more comfortable “doing” than “selling.” Nobody goes to school to become an engineer, a designer, or an architect because they want to sell engineering, architecture, or design services. They want to do whatever their skill set is. But in today’s business world, doers need to become sellers—or at least active partners in the business development of the companies they work for. That’s what Iben Falconer has observed in her career. An architectural historian by training, she’s evolved into a marketing and business development leader, currently at SOM. In this Section Cut interview, Iben shares why you have to be organized, active, and focused about getting new work, and why everyone on the team has to play a role. Interview TakeawaysDon’t confuse marketing and business developmentPlan with your destination in mindOwn your leads pipelineForecast by looking aheadAsk: Do I really want this job?Assign a point person for prospectsRecognize personal strengthsAcknowledge your weaknessesEmpower & guide your teamNever take business development off your plate Make every team member countPitch even with a full plateShow LinksCheck out SOMConnect with Iben Falconer on LinkedIn or TwitterConnect with George Valdes on LinkedIn or TwitterCheck out MonographCheck out Section CutFollow Monograph on LinkedIn or InstagramListen and read more about Monograph