During DRMP’s recent business development bootcamp for its leaders in The Carolinas, the facilitator shared a story from a training session. In that session, the instructor held up a $20 bill and asked the class, “Who wants this?” After a pause and some hesitation, one person stood up, walked over, and took the bill.

That story resonated with DRMP Vice President August Thick, PLS, who later reflected, “That simple act drove home a powerful message. If you want something, you have to go get it. No one’s going to hand it to you. That story flipped a switch for me. I realized that business development isn’t passive. It’s about seeing opportunity and having the courage to act.”

This example became a focal point during the 2½-day intensive training of the mindset and strategy needed to pursue, win, and grow client relationships.

As DRMP continues to grow its services in the Carolinas, the insights and strategies from this bootcamp help the team better understand and meet the evolving needs of the firm’s clients.

The bootcamp covered several topics, including industry trends, tools and tactics for relationship building, and DRMP’s pursuit process. Attendees learned, shared ideas, and practiced strategies through activities such as capture planning, networking at conferences, and tracking progress on pursuits.

For some participants, the greatest insights came from rethinking what business development means. Thick said the training shifted his thinking from selling to co-creating with clients.

“True growth stems from understanding your clients, aligning strategically with their goals, and building relationships rooted in mutual value,” he said. “It’s not about making a sale. It’s about partnering with clients to achieve shared success. This training changed the way I think about and approach opportunities.”

Building Connections

Others found value in practical, day-to-day habits such as establishing personal connections with clients that can leave a lasting impression. Construction Services Area Leader Jami Guynn noted how something as simple as a handwritten note or a short, personal story about yourself can help make interactions with clients more memorable and authentic.

“The little things do matter,” Guynn said. “A simple handwritten note to the client could make a huge difference.”

Another key takeaway for Guynn was learning how to use drip selling as a tactic to stay in front of clients with steady touchpoints. Drip selling is a strategy of maintaining regular, consistent contact with clients through small, purposeful interactions to build long-term relationships over time.

“There were so many great takeaways from this bootcamp,” Guynn said. “Drip selling is what I will be using the most.”

The energy throughout the program also resonated with Guynn. She said the structure kept everyone engaged and created a comfortable space for collaboration and conversation.

“I think anyone who wants to be in a leadership role should attend this bootcamp,” she said.

Trusted Teamwork  

DRMP Traffic Analysis Lead Grady Vaughan, PE, PTOE, PTP, said one of the most impactful takeaways was a renewed appreciation for his colleague’s expertise.

“Everyone in the room, representing different services and geographies, was someone I would trust to offer our clients consistent quality service,” he said. “Overall, I walked away from the experience feeling lucky to work at DRMP. When you work for DRMP you are supported, both professionally and personally, and are given the tools you need to succeed.”

An 18-minute timed team-building exercise, constructing the tallest possible spaghetti tower using just tape, yarn, and raw pasta, stood out as a perfect analogy, Vaughan noted. No one had built a spaghetti tower before, but every group found a way to succeed with the exercise.

“I enjoyed watching each team approach the challenge with the same ‘get it done mindset’ that we bring to our projects,” Vaughan said.

He also walked away with a plan of action to schedule time on his calendar specifically for business development.

“The training helped encourage me to take on business development head-on,” he said. “It can be so easy to avoid business development as you get busy with day-to-day tasks. I always joke that without my Outlook Calendar I’d forget to eat lunch. I’m excited to incorporate some business development scheduling skills into my calendar to make sure I’m being intentional about making connections and following leads.”

The business development bootcamp proved to be a recalibration. It brought focus, clarity and confidence to a team already committed to delivering high quality work. The lessons provided sage advice on how to build long-term relationships, take intentional action, and show up with purpose.