The Marketing/BD Hybrid Model: Reducing BD Costs by 52% While Winning More Work

 

More than 40% of A/E/C firms are reconsidering their traditional business development structure—and for good reason. Industry research reveals a fundamental misalignment: clients want to engage with principals and project leaders, not non-technical BD staff. Meanwhile, firms struggle with BD positions costing $270,000+ annually while delivering limited client-facing effectiveness.

 

This presentation introduces the Marketing/BD Hybrid Model—a strategic alternative that reduces non-billable BD costs by 52% ($140,000 annually) while improving alignment with client preferences and increasing win rates.

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Drawing from current 2025 salary data and industry research, this session will reveal:

 

The Cost Comparison: Full-time BD Director ($269,500 annually) vs. Marketing/BD Hybrid ($129,600)—with detailed breakdowns of salary, benefits, and operational expenses using verified 2025 industry data

 

• Why Traditional BD Fails: Data from Fusion BD's 2025 End-User Survey showing client preferences for principal engagement in relationship building, RFP/RFQ processes, and project interviews

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• The Effectiveness Gap: Why BD staff are excluded from the activities that actually win work (and why this matters for your overhead investment)

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• What the Hybrid Model Does: Multi-functional marketing support that empowers principals rather than replacing them—including market research, pursuit coordination, proposal management, and strategic campaign execution

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• The Industry Shift: Why 40% of firms are adopting this approach and what early adopters are achieving

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• Implementation Strategy: How to transition from traditional BD structure to the hybrid model, including role definition, principal training, and process redesign

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This presentation provides a data-driven business case for rethinking your BD structure. Attendees will receive specific cost comparisons, salary benchmarks, and a practical implementation framework they can take back to their firms.

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Ideal for:

 

• Firm leaders evaluating BD staffing and overhead costs

• Principals frustrated with traditional BD effectiveness

• Marketing directors seeking to expand their strategic impact

• CFOs and managing partners focused on profitability and non-billable cost reduction

• Anyone currently hiring or restructuring their BD/marketing teams

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Key Takeaways:

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1. Complete cost comparison with current 2025 salary data ($140K savings potential)

2. Understanding the client engagement gap in traditional BD roles

3. Defining the Marketing/BD Hybrid role for maximum effectiveness

4. Strategies for empowering principals as primary business developers

5. Step-by-step implementation roadmap for the hybrid model

6. Expected outcomes: cost reduction, improved win rates, better client alignment

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Conclusions:

 

​The Marketing/BD Hybrid Model isn't about cutting corners—it's about strategic optimization. By reducing non-billable BD costs by 52% while simultaneously improving alignment with client preferences.

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The question isn't whether to consider the Marketing/BD Hybrid Model. The question is whether you can afford not to—when your competitors are achieving better results at half the cost.

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To recieve a PDF of the Full Strategic Case Analysis For BD/Marketing Hybrid Model For A/E/C Firms ​

 

Or

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If you'd like to arrage a full presentation of the analysis for you and your leadership team,

 

 

email me directly: steven@fusionbdllc.com

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