At Clearity Environmental, relationships are everything. Our reputation as a trusted leader in mold prevention isn’t just built on innovative solutions, it’s built on the strong, lasting partnerships we’ve cultivated with owners, developers, contractors, and industry professionals.
And at the center of it all is Kitty, our Senior Director of Business Development.
Her ability to balance sales, execution, and relationship-building is what keeps Clearity constantly growing and evolving. Keep reading to see how Kitty plays a pivotal role in our success.
Responsibilities of Clearity’s Senior Director of Business Development
From an outside view, Kitty’s main responsibility is to “sell, sell, SELL!”
But, beyond securing new business, her true priority is to be a strong reflection of the company to help build – and keep – client relationships.
In fact, Kitty believes that sales is the biggest long-game one could play.
“It’s very rare that you cold-call someone needing exactly what you are selling at that exact moment. Usually those folks are coming to you before you catch them. It’s about understanding what the clients’ needs are first, and how we can fit into that and assist them.”
Kitty finds that building relationships with our clients is her favorite part of the job because at the end of the day, the most intimidating person she meets is still just another human. It is creating that inter-personal relationship to build a level of trust and loyalty.
It helps that her gift of gab comes naturally - her father was a representative for a manufacturer his entire career, and her mother did marketing and sales for a large construction company in Atlanta for over 20 years.
Building these kinds of relationships with people in the construction industry help make all the difference, especially on those tougher days in sales.
A recent example is when Kitty had been bidding on a project with a top developer and they asked for reference letters from past clients in the Carolinas, where the project would be taking place. Getting references can be really difficult and awkward. Thankfully, having built a strong bond and great level of respect for one another, the general superintendent of a large contractor in the Carolinas and previous client of Clearity’s, said he would stop what he was doing to write a letter of recommendation, even adding a nod to another project Clearity worked on being owned by the developer she was also trying to sign with!
A Typical Workday for A Senior Director of Business Development
Kitty’s workday is typically broken down into 3 parts:
First thing’s first—coffee.
Kitty sets the tone for her day by enjoying a quiet moment with her morning cup while catching up on news, making sure she always feels ready to tackle a packed schedule without feeling rushed.
Once she gets her workday going, she jumps right into her inbox.
Kitty always likes to get emails out first, ensuring that her week’s to-do list stays up to date. By starting with reviewing any and all emails that have come in before work, and all emails from after lunch the day before, gives respondents time before their day gets too busy, or gives them an entire workday to write her back.
If there are any pricing requests out, those are always a top priority, with a goal of promptly submitting the bid within 3-4 days. Even if they aren’t due for a month, it’s always better to get them into the clients’ hands.
She also keeps track of incoming projects to ensure the next steps are being achieved, whether it is a new project for a current client, or a proposal out for someone new.
This includes communicating directly with the project managers to fully set them up for success. This is done by making sure all information is shared with them as transparently as possible, such as start date, number of units, who the POCs are both on-site and in the office, and helping get the W2, COI, and SOV (schedule of values) in place so there are no gaps left when it’s time to start billing. If there are any needs outside of the norm of a project, this would also be handled ahead of time.
These frequent follow-ups are often the reason that projects keep moving along to the next steps with a prospective client. Having a timeline strategy for how long you are going to wait between check-ins is vital. The biggest compliment as a sales person, she says, is being told you don’t annoy the prospect or client.
Luckily, if there is an immediate need, like water intrusion or mold that has been found on site, Kitty has a team of Project Managers and IHs supporting her. The PMs are in charge of creating proposals for any above contract work, so having their support allows her to continue focusing on the more long-term selling that is needed for Clearity.
Then, the research begins.
In an effort to keep up with the industry, Kitty will review LinkedIn, MFHN, and other outlets for updates on what’s happening in the field and research who is owning, developing, and building Clearity’s target projects in areas both inside and outside the DMV. Because we can perform our services nationwide, it’s key to have a pulse on what’s going on in other places.
Staying Motivated in the Industry
The biggest driver behind Kitty’s work? Belief in the service she provides.
The preventative work Clearity does is rooted in science, making it easy to stand behind. When water isn’t respected on a job site, and organic materials like drywall or wood framing are exposed, catastrophic mold disasters are inevitable. The need for Clearity’s services practically convinces clients on its own.
But, success can often be hard to see as a sales representative. As Kitty learned early on in sales, celebrating the small wins is so important, especially in long-term sales cycles. Those “small” moments can look like:
A prospective client responding, even if they currently use a competitor
A lead that had gone cold resurfacing months later with good news
A strong response rate to an email blast
These quick wins keep her motivated in the quieter moments between contracts.
Challenges in the Sales Field
Getting prospective clients to see the value in a service that is not required is what Kitty considers one of the most challenging situations of her position. With essentially selling an insurance plan for mold, clients sometimes think that our full COMMP program isn’t needed because they have yet to run into a significant mold issue, but that’s the point of the prevention.
The other challenge would be convincing a client to see the value of Clearity’s services over a provider they are currently using. While sales isn't necessarily about beating the current provider, it is about showing that we truly understand the needs of the client, and how to be proactive.
Overcoming these Challenges
Luckily, Clearity has the ability to shift to meet client needs.
“Challenges are always about finding a way to pivot to show the client that we can provide what they are looking for, and making strides to gain their confidence and trust so we can eventually build the type of customer/industry expert relationship that we strive for.”
Kitty recently had a prospective client reach out stating that they had heard about us handling mold prevention and inquiring more information. After sending over past projects, results and even a proposal for an upcoming project of theirs, they decided they were going to move forward with their current mold prevention provider.
Kitty knew immediately she had to pivot. She asked the question: What does their current provider provide that we don’t? Nothing.
She knew that Clearity could provide the pre-close-in inspection that they were currently getting, but made sure to notate the differences between Clearity Environmental and the other company. The key point was that we are a Third-Party Industrial Hygiene Firm with a CIH on staff, which allows us to provide services approved by insurance that their current provider doesn’t have.
Also, clients who aren’t able to implement our COMMP program on the projects they have already priced out definitely like having the pre-close in inspection option. That's when a team member inspects every inch of framing before they start putting drywall in.
This has opened doors for us to get in with contractors and owners who are yet to see the value in the full program. Shifting the need of service allows Kitty to get her foot in the door to show what Clearity brings to the table, that we are the expert in helping their building maintain a mold-free status and hopefully gain their trust to fully invest in the COMMP program.
Looking Ahead
Kitty is inspired to reach more goals in the next six months, both professionally and personally.
Professionally, she’d like to be more than ¾ of the way to achieving her annual goal of both proposals executed and signed work halfway through the year. She’s also hoping to get more confident with consistent cold calling because while it’s a task she performs almost daily, it can still be nerve racking.
In her personal life, Kitty is an avid equestrian. She competes in a summer series and is hoping to bring home a few blue ribbons this year!
If you want to know more about the mold prevention services Clearity provides, Kitty is glad to help! Her expertise in the industry – and having a passion for the protection and peace we provide our clients – will help you decide that Clearity is the right fit for your building projects.
You can get in touch with Kitty today by scheduling a toolbox talk at 941-866-2355.
Protect your projects and ensure the well-being of your building, patrons, and company by preventing mold from causing any harm or damage. Don't jeopardize the success of your business!
Schedule a toolbox talk today at 941.866.2355 and protect your next build.
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