Seller Doer Foundations

The real problem

Clients still buy from people—the experts they trust, not the logo on the proposal.

So most firms expect their technical professionals to help bring in work.

But few have defined what that actually looks like in a project manager's or technical leader's day. Without that clarity, people default to what they know: deliver the work, stay busy, and let someone else "sell."

It isn't resistance. It's ambiguity. And it shows up differently depending on where your firm is.

LET'S TALK ABOUT YOUR TEAM

We start where most training doesn’t.

If too much of your growth depends on a few people, this is how you build a bench.

More BD training won’t make people good at BD. Changing how people think about the role will.

When business development rests on a handful of leaders, growth has a ceiling—and a succession risk. Those leaders are stretched between winning work and running the firm, and the next layer isn't stepping in.

What changes:

Project managers and technical leaders take on BD in a way that fits their role, so your pipeline doesn't depend on a few calendars.

More BD training won’t make people good at BD. Changing how people think about the role will.

Lack of BD engagement is rarely because of a content shortage. Most training starts with tools and process before people understand how BD fits their role and they don't understand how to manage doing it along with their billable work. So, instead, they don't.

What changes:

We start with role clarity and mindset, so the tools you already have actually get used.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

Ask ten project managers how they contribute to business development and you'll likely get ten answers. Without a shared definition, BD stays reactive and personality-driven—and hiring on strong technical skills doesn't guarantee people know how to drive growth.

What changes:

A clear, practical picture of the seller-doer role, plus a simple model people can start using right away.

This isn’t about creating salespeople. It’s about building confident advisors.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

Most technical professionals don't dislike business development—they dislike what they think it is. When BD feels separate from the real work, people wait for others to take the lead, and relationships start too late.

What changes:

BD becomes trusted advising—listening, asking better questions, helping clients decide. Your best people already do this inside projects. We help them do it earlier.

Seller-Doer Foundations

Build confidence. Strengthen relationships. Win the right work—authentically.

The Seller-Doer Foundations Program gives your firm a shared definition of the seller-doer role and the practical habits to back it up. It's built for architects, engineers and designers, and it doesn't ask anyone to become something they're not.

Participants leave with:

A clear, shared understanding of what the seller-doer role looks like in their job
The ARCHES Framework for navigating the client journey
BD habits that match how clients actually make decisions
Practical tools for capture planning, Go/No-Go decisions and time prioritization
A shift from waiting to be pulled into pursuits to engaging early and on purpose

There are no rigid scripts and no one-size-fits-all tactics. The focus is on mindset, decision-making and frameworks people can use the next week.

Why it works

Built for A/E/C. It reflects how design firms actually operate. We bring 25+ years of leadership, marketing strategy and firm-growth experience, gained from inside the practice, not from the sidelines.
Grounded in solid learning design. It’s not a lecture + slides. It's real, interactive learning, built on adult learning principles: participants work through real scenarios, learn from each other, and connect BD to work they already know and care about.
Fits your firm. It reinforces your existing tools and processes (CRM, Go/No-Go, capture planning, market strategies) rather than replacing them.
Built to stick. An assessment, a planning guide, and optional coaching and booster sessions give people a clear way to start small and keep the habit going.

For your firm, that means BD stops being something leaders chase and starts being something people own.

"Personally, I learned a ton and have found myself thinking and talking much differently in client and pursuit-related conversations. I believe participants would say the same, and I think this will help push us forward in a very productive way."

— Thomas Berry, Associate Partner, Office Leader

Let’s talk

Frequently Asked Questions

Please reach us at jennifer@onyourmarketsetgo.com if you cannot find an answer to your question.

What is the session format?

The Seller Doer Foundations Program is a facilitator led, in-person session that is delivered over one 8-hour in-person session, or two 4-hour sessions back to back over two days. The program can be expanded with a series of virtual follow-up sessions and/or a capstone project.

Who is this session designed for?

Anyone who influence client relationships, at any experience level. The session can be tailored to focus on specific experience and responsibility levels. Mixed cohorts work well: newer seller-doers gain clarity, and experienced ones get fresh perspective and shared language.

How many participants can attend?

Up to 15 participants, so there's room for real discussion. Additional participants may require additional time and/or an additional facilitator,

Can the program be customized?

Yes. The session can be tailored to participants experience level and/or seller responsibility level, firm context, and markets. The program also utilizes your firms actual sales tools, such as Go/No-go Forms and Capture Plans. Other customization, including developing new content for inclusion or simulations can also be discussed with an additional fee.

What content does it cover?

Trusted advisor mindset · ARCHES client journey · Lead generation and qualification · Capture planning · Go/No-Go decisions · Pursuit strategy · Time management and prioritization · Relationship building through great delivery

What does the program include?

Personal Seller-Doer Skills Assessment · Seller-Doer Planning Guide (your BD "field manual") · Practical tools and templates · Peer discussion and group work

Can the program be expanded?

Yes. The program can be expanded to deepen and personalize the learning by adding on one-on-one coaching, office hours, a mid-point booster session, a capstone simulation, or other custom options.

How much does the session cost?

The pricing is determined after our initial conversation. The fee is calculated on the number of participants, customization, and add-on options.

If "everyone sells" hasn’t changed who actually sells, start here.

The real problem

We start where most training doesn’t.

If too much of your growth depends on a few people, this is how you build a bench.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

This isn’t about creating salespeople. It’s about building confident advisors.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

Not sure where to start?

Seller-Doer Foundations

Build confidence. Strengthen relationships. Win the right work—authentically.

Frequently Asked Questions

Let’s talk about what’s holding your seller-doers back.

If "everyone sells" hasn’t changed who actually sells, start here.

The real problem

We start where most training doesn’t.

If too much of your growth depends on a few people, this is how you build a bench.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

This isn’t about creating salespeople. It’s about building confident advisors.

More BD training won’t make people good at BD. Changing how people think about the role will.

Telling people to “do BD” isn’t a strategy. Defining what that actually means is.

Not sure where to start?

Seller-Doer Foundations

Build confidence. Strengthen relationships. Win the right work—authentically.

Frequently Asked Questions

Let’s talk about what’s holding your seller-doers back.

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