Job Interview Homework Assignment

[the DRIZZLE]

I went to a job interview last week and was given a homework assignment. The job is doing Business Development for an Engineering Company. I have pretty much no sales experience, but I'm going for my MBA so I have taken a marketing class. As explained to me to by the guy I'm working for, my main goal would be to find out about new projects before they formally go out to bid, in order to try and get the inside track.

The assignment they gave me was to explain HOW I would do this. The clients are private sector so you cant just go online and get databases for this kind of stuff. They also said cold calling was not an option.I have absolutely no idea where to start with this. I understand their business and the services they provide fairly well, I just need a template for a Business Development process.

 

[BEL6772]

... so if I answer the question, do I get the job???

 

[pnho]

sounds like you didn't get the job. If you can't even figure out the basics.

 

[Gibson486]

You build relations with clients. It's the only way, if you do not cold call. Before my stuff goes out to bid, I usually call a few people to get budgetary quotes or I simply call to ask questions. From their, they get prepared to submit.Thing is, I usually call select people because i have good experience with them in the past.

The only other way I can think of is trying to get you hands of RFP's to engineers. Usually these are only done via the private sector, but I have no idea how my company gets them.

 

[MagnusTheBrewer]

The library and government depository is your friend. This where education hits the pavement, you not only have to be knowledgeable but know how to apply it.

 

[the DRIZZLE]

You build relations with clients. It's the only way, if you do not cold call. Before my stuff goes out to bid, I usually call a few people to get budgetary quotes or I simply call to ask questions. From their, they get prepared to submit.Thing is, I usually call select people because i have good experience with them in the past.

The only other way I can think of is trying to get you hands of RFP's to engineers. Usually these are only done via the private sector, but I have no idea how my company gets them.

Building relationships with clients is obviously the answer. They want me to explain how I will do that.

 

[edro]

Golf outings and strip clubs.

 

[Gibson486]

Building relationships with clients is obviously the answer. They want me to explain how I will do that.

I just explained it. You make the client feel comfy with the product. Look at company Hach. They make darn good products, but the rep in my area always manages to piss me off. As a result, I am always looking into competitors. Just last week I was talking to a rep from a different company about a new project. They are releasing a product to compete against Hach. Guess what i am specifying on my next project? I have no doubts that his product can compete because he has never let me down in the past.

 

[the DRIZZLE]

I just explained it. You make the client feel comfy with the product. Look at company Hach. They make darn good products, but the rep in my area always manages to piss me off. As a result, I am always looking into competitors. Just last week I was talking to a rep from a different company about a new project. They are releasing a product to compete against Hach. Guess what i am specifying on my next project? I have no doubts that his product can compete because he has never let me down in the past.

OK. How did the rep from the new company first make contact? How do you think knew to target you in the first place?

edit nm, I misread your reply the first time. So you already had a relationship with him.

 

[Gibson486]

OK. How did the rep from the new company first make contact? How do you think knew to target you in the first place?

LOL....you have an MBA. This should be easy for you. The whole basis is that the client looks for you through referrals or whatever. You do a good job, you have a happy client. Happy clients lead to more opportunities because they recommend you.

 

[pnho]

you make people with MBAs look bad.


marketing basics: identify your target demographics, and your competitors.

you have to develop short term and long term marketing strategy. most importantly how to position your product.

long term = building relationships and customer network

short term = name/brand recognition and awareness.

re-read your marketing book on techniques how to develop this.

 

[Mide]

More reason why I believe an MBA is a worthless degree.

 

[MagnusTheBrewer]

you make people with MBAs look bad.


marketing basics: identify your target demographics, and your competitors.

you have to develop short term and long term marketing strategy. most importantly how to position your product.

long term = building relationships and customer network

short term = name/brand recognition and awareness.

re-read your marketing book on techniques how to develop this.

You spent too much effort on this. The OP isn't going to learn how to think between now and his next interview.

 

[the DRIZZLE]

you make people with MBAs look bad.


marketing basics: identify your target demographics, and your competitors.

you have to develop short term and long term marketing strategy. most importantly how to position your product.

long term = building relationships and customer network

short term = name/brand recognition and awareness.

re-read your marketing book on techniques how to develop this.

I covered all this in my answers during the interview. They want me discuss how I'm going to build the relationships.

 

[zinfamous]

The library and government depository is your friend. This where education hits the pavement, you not only have to be knowledgeable but know how to apply it.

are government suppositories more intrusive than regular suppositories?

:hmm:



:hmm:

:\:sneaky:

 

[pnho]

You spent too much effort on this. The OP isn't going to learn how to think between now and his next interview.

I agree. Took me less then 2 minutes to give him the key points and he still is clueless.

 

[the DRIZZLE]

I agree. Took me less then 2 minutes to give him the key points and he is still clueless.

You just spit out a few steps in the marketing process, don't be too impressed with yourself. I covered all that in the interview. They focused in on how I would go about developing these relationships. I.E I come in Monday morning, how am I going to spend the next few months.

 

[preslove]

I covered all this in my answers during the interview. They want me discuss how I'm going to build the relationships.

Er... isn't that what you've been getting your mba to learn how to do?

 

[preslove]

are government suppositories more intrusive than regular suppositories?

:hmm:



:hmm:

:\:sneaky:

Do you have a lot of experience depositing suppositories?

 

[zinfamous]

Do you have a lot of experience depositing suppositories?

well, it is a hobby of mine.

 

[D1gger]

I went to a job interview last week and was given a homework assignment. The job is doing Business Development for an Engineering Company. I have pretty much no sales experience, but I'm going for my MBA so I have taken a marketing class. As explained to me to by the guy I'm working for, my main goal would be to find out about new projects before they formally go out to bid, in order to try and get the inside track.

The assignment they gave me was to explain HOW I would do this. The clients are private sector so you cant just go online and get databases for this kind of stuff. They also said cold calling was not an option.I have absolutely no idea where to start with this. I understand their business and the services they provide fairly well, I just need a template for a Business Development process.

Without knowing which field of engineering they are in, it is a little hard to give advice, but in general, you need to look into early indications of a project being considered. For civil, mechanical, or structural engineering these might include:

Land purchases
Rezoning requests
Building purchases or permit applications
Grant funding requests (for public institutions)

You need to develop a network of contacts including facility managers, quantity surveyors, planners, real estate appraisers and construction managers.

 

[the DRIZZLE]

Er... isn't that what you've been getting your mba to learn how to do?

You would think so. I'm only about a third of the way through program, and Ive only taken one marketing class. It gives you a broad framework but they are asking me one part of it in detail. Its also a lot easier to answer these questions on a conceptual level, then on an operational one. Of course I said I would build relationships in the interview and how good service is a big part of that. Now I need to flesh that out into a multipage plan.

 

[kranky]

Join industry organizations and attend their functions. This is the best way to network with the type of people you need to form relationships with. Then look for ways to help them.

Let's say that you attend a function and talk to a guy who tells you his company is going to rebuild a playground in the area as a public service. Find a way to get your company to donate something they can use. Don't try to jump on the bandwagon to get credit, though - let their company take the credit.

Also latch onto the databases of government projects because there could be subcontract opportunities. Let's say the Dept. of Transportation is building a bridge. That's going to be public knowledge. But the prime contractor will look to subcontract out lots of the work and that will be handled privately. If you can identify a part of the project that's a good fit for your company, and isn't the expertise of the prime contractors, you have an opportunity.

Look at the types of projects your competitors are working on. That might give you ideas on how to target the market.

 

[preslove]

You would think so. I'm only about a third of the way through program, and Ive only taken one marketing class. It gives you a broad framework but they are asking me one part of it in detail. Its also a lot easier to answer these questions on a conceptual level, then on an operational one. Of course I said I would build relationships in the interview and how good service is a big part of that. Now I need to flesh that out into a multipage plan.

Since you're still in school, you could also contact your library and try to get a business librarian to help you.

 

[MagnusTheBrewer]

Since you're still in school, you could also contact your library and try to get a business librarian to help you.

If only I'd thought of that.