Every month the Business Development Forum reaches out to small business owners, marketing directors, and public relations specialists to gather valuable insight into the rapidly growing construction industry.

If you're looking to create marketing proposals, build relationships with customers, and increase sales, our Best Practices article series can help.

  Christine White, R&M Consultants 

This Month's Featured Article:

Proactive Internal Communication Drives Firm Success
In the A/E/C industry, your employees are your most important asset. These are the folks providing the firm’s services and interacting with your clients. In turn, your employees’ perceptions and experiences with your firm are transferred to the clients with whom they work. If your employees are rallied around a cohesive business strategy and a shared sense of purpose, the brand will radiate meaning from the most authentic source: the people who work there. In our latest, AGC Business Development Best Practice, Christine White, R&M Consultants, discusses how “Proactive Internal Communication Drives Firm Success”.

November 2019
Pricing Not Competitive? Here's Three Things You Can Do
Matt Handal, Help Everybody Every Day
Regardless of whether you work at a small or large firm, the chances you've heard, "Our pricing just isn't competitive", is pretty high. What do you do if your pricing simply isn't competitive? In our latest Business Development Best Practice, Matt Handal, Help Everybody Every Day, looks at three potential solutions.
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October 2019
"Can an Introvert Succeed at BD? Yes, and Here's How"
Rich Friedman, Friedman & Partners
The reality is that many A/E/C professionals, especially engineers and environmental scientists, are introverts by nature. Firm leaders can be just as reluctant to put introverts into this role, focusing their efforts on more extroverted staff. Introverts (and those who manage them), take heart. You really can learn to be more comfortable with—and even enjoy—BD activities. And you can become proficient without the pressure to be someone you’re not. Find out how in AGC’s latest Business Development Best Practice, contributed by Rich Friedman, Friedman & Partners.
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September 2019
"Contractors Guide to Social Media"
Chris Martin, Atlas Marketing
Building brand awareness on social media may seem like a daunting task, however it is worth your time. Social media is a vehicle to share your story, build brand awareness, and engage with your community, clients and employees. In our latest AGC Business Development Best Practice, Chris Martin, Atlas Marketing, reviews the most used social media platforms and tips on usage.
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August 2019
"It's Time To Change Your Story About BD"
Rich Friedman, Friedman & Partners
Business development is not a cheesy, disingenuous process of passing out business cards or relentless cold calling. Let go of the overly canned elevator speech and consider every conversation your opportunity to learn more about potential clients and their goals and challenges. In our latest AGC Business Development Best Practices, Rich Friedman, Friedman & Partners, explains why “It’s Time to Change Your Story About Business Development.
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July 2019
"Water the Bamboo: Positioning Relationships for Growth"
Pearl-Grace Pantaleone, Cornerstone General Contractors
Business Development is all about nurturing relationships, connecting people, and being strategic while being genuine. And mastering this takes time and patience. In the latest AGC Business Development Best Practice, Pearl-Grace Pantaleone, Cornerstone General Contractors, discusses how you can position relationships for growth.
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June 2019
“Proper Preparation Produces Pitch-Perfect Award Submittals”
Katrina Spinner-Wilson, VHB
Often, without even realizing, technical staff will get too technical, and describe a project in terms that only other technical staff can understand. Yes, no one knows a project better than the technical staff who worked on it—but how can we, as marketers, convey understandable and compelling information about a project to produce a winning award submittal? In AGC’s latest Business Development Best Practice, Katrina Spinner-Wilson, VHB, explains how “Proper Preparation Produces Pitch-Perfect Award Submittals”.​ ​
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May 2019
“Visually Conquer the RFP Response”
Chris Martin, Atlas Marketing
A winning proposal is a driving force behind the construction industry today. When a Request for Proposal (RFP) comes in the door, companies invest time and money to prepare, produce and track responses. The challenge lies in balancing your company’s story and showcasing the recommended solution, so those who weigh in on the review process understand that your company is best suited for the job. In our latest AG Business Development Best Practice, Christopher Martin, Atlas Marketing, discusses how to “Visually Conquer the RFP Response”.​ ​
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April 2019
Want a Strong Brand? Get Your Story Straight
Danielle Feroleto, Small Giants
Branding is largely misunderstood and is often associated with the firm’s logo, colors or brand “look”. But where the most powerful brands start is in understanding your own message and story. Once the richness of your unique story is uncovered the brand that emerges is lasting, convincing, exciting and authentic. In AGC’s latest Business Development Best Practice, Danielle Feroleto, Small Giants, shares insight on how to discover your true brand. ​
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March 2019
Essential Tools for the Busy Business Development Professional
Mauricio Henderson, Perseverance
The life of a business developer is never easy, whether you are just starting up or have been in business for a while. Many professionals tend to juggle too many tasks at once and may become overwhelmed and frustrated. In the latest Business Development Best Practice, Mauricio Henderson, Perseverance, reviews some of the latest technological apps and tools to make your life a little bit easier. ​
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February 2019
Business development in an open bid environment:In all the rough and tumble, it’s still about people
Lou Filippone, Graboyes Commercial Window Company
When you’re offering specialized expertise in a closed-shop environment where low bid is king, labor sources are equal, and material pricing is tight, how can you differentiate yourself? What makes you stand out from your competition? In our latest BD Best Practice, Lou Filippone, Graboyes Commercial Window Company discusses Business Development in an Open Bid Environment.
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January 2019
Lessons Learned from a Client-Focused BD Initiative
Diane Gillman, VHB
With the stress of billable targets, endless client meetings, project deadlines, and business development goals, it’s hard enough to find time together in the office, much less focus on a tailored business development strategy. How can marketing work with seller-doers to overcome these challenges and move in a targeted direction of success?
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Looking for a way to get involved and recognized? Please contact Paige Packard today if you are interested in any of the following opportunities:

• Authoring a one-page best practice article
• Participating in an internally developed webinar
• Sharing or advertising related events or webinars hosted by other groups
• Discussing new ideas or initiatives that would benefit the Forum

The Forum Steering Committee will provide you with the necessary direction and support to make the process as easy as possible and, in return, you and your company will be prominently featured and marketed to the largest and foremost audience in the construction industry!