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.
One of the most difficult challenges firms face is turning architects and engineers into sellers. We’ll teach your team to succeed with business development and bring in a predictable flow of new business while maintaining an active practice of clients.
From firm leaders, architects, and engineers to business developers and account managers, you need everyone involved in business development. We help establish a business development culture across your entire firm.
A huge untapped opportunity in many architecture and engineering firms is growing existing accounts. We’ll teach your team how to successfully uncover the full set of buyer needs, and cross-sell and up-sell your firm’s capabilities.
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:
We’ve worked with both global and regional AEC firms to help them develop core and advanced consultative selling skills, and grow existing accounts. We speak your language and teach engineers a proven process for bringing in new business.
We’ve developed world-class online sales training to teach and reinforce training. Thousands of architects and engineers have been through our programs to boost their sales skills. Learn more.
Training is not our focus. Behavior change is. Our learning system focuses on real behavior change and includes assessment, program customization, and robust reinforcement to ensure that your team learns and applies new skills. Learn more.