Every month the Business Development Committee 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.
The ability to establish and then nurture connections is a valuable skill that makes for a happy and well-rounded life — and a happy and secure company! And all the market research in the world – while quite valuable — can’t match the power of genuine human chemistry. As a managing director of business development at Columbia, I focus every day on our relationships with prospective and existing clients. But helping to identify and develop new ones and strengthening those that already exist isn’t something a successful business development manager does alone: in fact, business development and retainment is much more successful when your entire team is empowered to contribute.
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.
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.
Business development and marketing go hand-in-hand and when they are in sync, your firm can see increases in visibility, growth, profitability, and more.
Any time an organization reaches a key milestone like its 100th anniversary, it has an opportunity to talk with its stakeholders and position itself for the future. “Celebrating Key Milestones: How AGC of America is Commemorating its Centennial” provides take-aways your company can use in preparing for your celebration.
When budget allocations for business development and marketing are limited, a firm must choose wisely and allocate its funds where they will provide the most impact.
According to the U.S. Small Business Administration, there are nearly 30 million small businesses in the United States employing 47.8 percent of U.S. workers.”
Within the architecture, engineering and construction industry, it is not uncommon for many firms to experience a disconnect when it comes to understanding the value of marketing. Here are some practical insights on how you can begin to grow and develop a culture where marketing is not only respected but embraced.
For many construction companies, marketing supports the Business Development department in winning new work. This includes responding to project opportunities through the creation of statements of qualifications, proposals and presentations. Depending on company size, operations staff or team members working in different departments such as HR or Accounting may have marketing responsibilities. In some cases, companies haven’t needed a marketing department until now. If you’re just setting up your marketing department, planning it to support Business Development is priority No. 1. Here are some tips to help you lay the foundation and set your company up for long-term success.
