3 Truths A/E/C Principals Need To Know About Their BD Efforts

When it comes to winning more work, how do purchasers of architecture, engineering, and construction services prefer to engage in the business development efforts of your firm?

The answers might surprise you.

1. RFP/RFQ PREFERENCE 

92% of End-Users indicate they will “always” reach out to a Principal/Project Leader with and RFP/RFQ, while only 5% will reach out to a BD person. Main reason given is that End-Users believe that the BD person cannot speak to the technical aspects of the RFP/RFQ and that the response will come from the team of Principals/Project Leaders and technical staff who will be running the project.

2. PROJECT INTERVIEW PREFERENCE

89% of End-Users are either “always” or “sometimes” prohibiting BD people from participating in formal project interviews. Respondents indicate that they want to ask technical questions and evaluate the expertise of the proposed project team. Rather than “spend the allotted time with someone who’s only able to give a sales pitch”.  

3. RELATIONSHIP BUILDING 

End-Users are 3 times more likely to build ongoing relationships with Principals/Project Leaders over a BD person. End-Users say they prefer to spend time with Principals/Project Leaders because they believe it gives them access to the leadership of an A/E/C firm. They don’t want to have to go through a BD person to get to someone with technical knowledge and decision-making authority.

The Challenge  

·       What do the survey results mean for the roles and responsibilities of BD staff?

·       How does a Principal/Project Leader balance participation in BD while still meeting their “Billable” responsibilities?

·       Where does an A/E/C firm’s marketing department fit into supporting Principal led efforts to win more work?

What We Do

Fusion BD, is not a typical consulting firm. Instead of just giving advice, we partner with you and your team to analyze challenges and implement customized data driven strategies that help you engage more End-Users and win more work.orts. 

I'd love to connect to learn more about you, your firm's vision for growth, and how Fusion BD can get you there.

Email me directly here: steven@fusionbdllc.com