Seven Marketing and Business Development
Tips for Architecture and Engineering Firms
Authors: John Kreiss and Sullivan Kreiss
Winning new work is not easy for many A/E firms in the current environment. In the past, firms might have been competing with one or two other firms for new work. Today, they might be facing significantly more competitors fighting to win a limited number of available projects. Business development people have to be on top of their game to continue bringing in new projects as a result. Here are some helpful tips for marketers interested in building solid relationships and winning new work.
Keep up on current events.
Understanding what is going on in the world is important because this knowledge often helps marketers when it comes to addressing client needs and also targeting clients likely to have new business opportunities. Some firms for example, have seen their residential development work disappear, but have been able to remain busy and profitable by winning Federal projects.
Stick to what you know.
This might sound like it’s contradicting the previous point, but it’s not. For example, there are Civil Engineering firms involved in grading and drainage for residential clients that are now providing similar services for public sector clients. Know your firm’s strengths and understand how your firm can solve the needs of prospective clients
Read the blogs and articles that your clients read.
This will help you stay up to date on issues important to your clients. I would also recommend occasionally sending articles relevant to them.
Send note cards periodically.
Sending a good old fashioned hand written note card does a lot in differentiating yourself from others in the marketplace.
Record what you learn about your contacts.
If a client tells you they enjoy boating, log the information into the database. Having this type of knowledge about your client can be quite useful the next time you look to make contact.
Publish trade journal articles.
Getting published is a great way to position your firm as an expert in your field.
Be a resource.
Find solutions for your clients and see them contact you when they have a need for your services.
All of these things are helpful when it comes to getting the phone ringing, but that’s only half the battle. When prospects call, make sure you get back to them in a timely manner. It’s amazing how often people do all the hard stuff required getting the phone to ring only to l0ose out because they can’t respond to inquiries on a timely basis