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// Industries

Business Development Training for Engineers & Architects

Drive business development success with engineers and architects.

Plagued by supply chain issues and economic uncertainty, AEC firms are facing unprecedented project interruptions, modifications, and price competition. Client relationships are under immense strain as leaders try to avoid cost overruns and delays.

These issues are no secret, putting architects and engineers who need to build out new business in a challenging position.

Over 75% of AEC firms say their technical staff have business development responsibilities. This means, in addition to managing complex projects, technical experts are also expected to expand their networks, outbound prospect, and manage lengthy RFP processes—often with little training.

RAIN Group gives architects and engineers the skills to succeed with business development and bring in a predictable flow of new business while maintaining an active roster of clients.
Ameresco
WSP
Worley Parsons
Morrison Hershfield
Woodard & Curran

Create a Strategy for Business Development at Your AEC Firm

Faced with environmental regulations, new technologies, and rapid expansion, it can be difficult for architects and engineers to know the full capabilities of what you sell. It’s easy for them to stick to what they know, leaving clients and entire markets underserved.

At RAIN Group, we help business developers go beyond the mindset of transactional vendor or service provider and become a trusted partner to new and existing clients.
Lead Masterful Conversations

Lead Masterful Conversations

Whether it’s an exciting new service or a difficult situation (delays, storages, overruns), your architects and engineers need the skills to connect with clients and lead value-based conversations.
Approach to RFPs

Approach to RFPs

RFPs don’t need to be one sided. Teach your professionals to respond to RFPs in a way that’s collaborative, differentiates your firm, and wins more deals.
New Market Expansion

New Market Expansion

Whether you’re bringing more integrated solutions to market or making headway in a new region, your business developers need to know the right questions to ask.
Develop Accounts

Develop Accounts

It can be hard for specialists to know the breadth of your offerings. Give them the language and tools to talk about your offerings and ask for introductions to other business centers.

Business Development Training for Engineers and Architects

Insight Selling

In a highly competitive, highly commoditized sales, your business developers need the skills to move beyond RFP-first thinking to lead value conversations, differentiate from your competition, collaborate with buyers, and inspire action. Arm your business developers with the ability to deepen trust and make an ROI case that resonates.
Insight Selling
Insight Selling

Insight Selling

In a highly competitive, highly commoditized sales, your business developers need the skills to move beyond RFP-first thinking to lead value conversations, differentiate from your competition, collaborate with buyers, and inspire action. Arm your business developers with the ability to deepen trust and make an ROI case that resonates.
Sales Prospecting

Sales Prospecting

Engineers and architects can spend years developing their technical knowledge and delivering quality work to clients without needing to know how to build target lists, develop value campaigns, schedule meetings, or uncover needs. But being able to source new clients is key, especially when expanding into new sectors and regions.

9 Habits of Extreme Productivity

Between managing project timelines, contractors, supplies and shortages, changing regulations, and business development activities, your professionals are juggling a lot. To be as productive as possible, they need to be able to quickly identify priorities, manage their time efficiently, delegate when necessary, and be motivated to get it all done. This program gives them the tools to do that.
9 Habits of Extreme Productivity
9 Habits of Extreme Productivity

9 Habits of Extreme Productivity

Between managing project timelines, contractors, supplies and shortages, changing regulations, and business development activities, your professionals are juggling a lot. To be as productive as possible, they need to be able to quickly identify priorities, manage their time efficiently, delegate when necessary, and be motivated to get it all done. This program gives them the tools to do that.
Sales Coaching

Sales Coaching

AEC firms are built on mentorships that strengthen the next generation of technical experts, but these relationships frequently lack conversations and direction around business development and new client acquisition. Give your firm leaders the frameworks and tools they need to help young engineers and architects master this part of their job.

Learn more about our full suite of business development programs to help your AEC business succeed.


Quote

RAIN Group took the time to understand us. They didn’t just provide cookie-cutter training programs, but instead learned our culture, our goals, and our people to provide advice and training that really made a difference. The financial results, of course, speak for themselves

Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran

Experience Success Like Our Clients

Engineering Firm Grows Strategic Accounts by 110% Year-Over-Year

As Woodard & Curran grew and expanded its offerings, they faced the challenge of selling their full set of capabilities to their existing clients. To help establish a process for growing their existing accounts, they brought in RAIN Group.

RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning.


Woodard Curran

Results:

  • 110% year-over-year growth in the named accounts where RAIN Group’s strategic account method was applied
  • Sales grew from $250,000 to $3.5 million in a single account

Insights and Resources for AEC Sales

4 Skills Your Technical Experts Need to Have

Solution engineers, technical consultants, solutions consultants—whatever you choose to call the technical expert on your sales team—they play a significant role in the sales and account-development process.

When companies have the right team in place, they can develop ideas to drive value at accounts, relationships with executives, and new opportunities.

Here we discuss the crucial role the Technical Expert plays.


4 Skills your Technical Sales Experts Need to Have

Transform Your AEC Team with Business Development Training

Learn how we can help your AEC business succeed by giving your team the skills to succeed with business development.


Experience RAIN Group's Training in Action.

Contact Us

Boston:
+1 508-405-0438 +1 508-405-0438
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+57 1-739-5413 +57 1-739-5413
Geneva:
+351 96 23 45 090 +351 96 23 45 090
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London:
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Mumbai:
+91 8882887733 +91 8882887733
Mexico City:
+52-55-1084-4100 -04 +52-55-1084-4100 -04
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+569 77073027 +569 77073027
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+55-11-98472-2470 +55-11-98472-2470
Sydney:
+61 2 8004 2044 +61 2 8004 2044
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