Architecture, Engineering, & Construction

Architecture and engineering sales are unlike any other kind of selling. While referrals, repeat business, and responding to RFPs used to be enough to sustain firm growth, business development is fundamentally changing. No industry has experienced more change than AEC.

At the same time, business development is not the favorite activity of most architects and engineers. Yet business is won and lost by the relationships people make, the conversations they lead in firm interviews and beyond, and their skill in presenting the case for why your firm should win engagements. RFP processes can make it difficult, however, to build these relationships and sell the value of your services in the face of steep price competition and commoditization.

We’ve helped hundreds of global and regional architecture and engineering firms succeed with business development and grow their sales.

Many of the skills that make for a great architect or engineer are the same ones needed for sales success. Architects and engineers tend to be process-focused. We’ll work with your team to develop a process they can use for driving sales.

We often work with construction, architecture, and engineering business development teams and professionals to help them:

• Develop and hone individual sales skills
• Build and execute personal business development plans
• Respond to RFPs in a way that builds relationships, differentiates their firm, and wins more deals

• Make the transition from technical expert to rainmaker
• Implement a firm-wide business development program where all members do their part to grow the firm