3 Key Roles and Responsibilities to Win YOU More Work - Are you set up for success?

As a Principal of an A/E/C firm, is your BD/Marketing team setting you up for success?

At Fusion BD we are consistently asked by Principals/Project Leaders “who should be doing what” to win the most work?

This is a very important question especially in today’s market where End-User preferences are demanding increased Principal involvement.

Based on data revealed in our 2025 End-User Survey , at every phase of the “client-facing” portion of the sales cycle, Principals/Project Leaders outperform BD/Marketing staff in engagement and winning work.

For this rapidly changing market, here’s a clear, structured breakdown of “who should do what” in your firm in order to successfully engage your End-Users and win more work:

Marketing

·       Branding & Positioning: Develop messaging, website, collateral, social media, that defines why your firm is the right choice.

·       Content Marketing: Produce articles, project stories, case studies, videos, and client success stories that demonstrate your expertise.

·       Proposal Support: Lead and manage RFP responses, graphics, and storytelling to ensure your firm presents well.

·       CRM & Analytics: Track leads, pursuit data, and client engagement metrics.

Business Development

·       Market Intelligence: Research target sectors, competitors, trends, and client organizations to inform BD strategy.

·       Strategic Pursuit Planning: Work with technical teams to pre-position for pursuits.

·       Cross-Department Coordination: Manage pursuit plans by bridging Marketing and Principals ensuring everyone works in collaboration with each other.  

Principals

·       Client Engagement: Lead discussions about needs, technical solutions, and project strategy (clients want to meet the people doing the work).

·       Thought Leadership: Speak at conferences, author articles, and contribute to marketing initiatives to reinforce your expertise.

·       Relationship Stewardship: Deepen key client relationships and close sales.

“In summary, the data says that the primary role and responsibility of BD/Marketing staff, is to set Principals/Projects Leaders up for success. “

Now ask yourself:

Based on how End-Users prefer to engage with your firm, do you have the right people in the right roles with the right responsibilities to outpace your competitors and win more work?

If you are not sure, then it’s time for a conversation with Fusion BD. 

Fusion BD isn’t a typical consulting firm. Instead of just giving advice, we partner with you to implement customized, data-driven strategies that help you engage more End-Users and win work.

Hello, I’m Steve. With my 25+ years as an A/E/C business developer, I’d love to connect, learn about your firm’s growth vision, and explore how Fusion BD can help you get there.

Email me directly: steven@fusionbdllc.com