“How can I do BD when my focus needs to be on my project responsibilities?”

The Data is clear. In our 2025 End-Users Survey, buyers of A/E/C services overwhelmingly said they prefer engaging with Principals and Project Managers rather than non-technical Marketing/BD staff. (You can see the survey results here: https://www.fusionbdllc.com/our-technology ) 

This makes A/E/C Principals/Project Managers invaluable in the BD process.

But they’re also overloaded. 

That’s where a properly aligned Marketing/BD team comes in.

The best way for Marketing/BD teams to strengthen firmwide BD performance is to remove friction, provide structure, and help Principals/Project Managers succeed - Without adding extra hours to their day.

How can Marketing & BD staff set Principals/Project Managers (PMs) up for BD success?

· Always Protect PMs “Billable” Time 

· Proactively Identify Leads For PMs

· Handle All Prep Work For Client Touchpoints

· Create BD-Ready Materials PMs Can Use Instantly

· Track BD Follow-Up So PMs Don’t Have To

· Prep PMs With Talking Points And Thought Leadership Content (So They Don’t Have To Create Their Own)

 The Bottom Line

So, what can Marketing/BD teams do to dramatically strengthen PM’s BD performance?

Remove barriers, simplify expectations, and handle everything that doesn’t require PM judgement or technical insight.

PMs don’t need more tasks to succeed in BD—they need support, clarity, and tools that help them build client relationships naturally.

When Marketing and BD teams do this well, PMs thrive, and the entire firm’s pursuit pipeline becomes stronger and more predictable.

 The bullet points listed above are a great starting point. However, it’s in the details that change really happens. That’s where Fusion BD® goes to work.

I’m Steve McGill, founder of Fusion BD. We help Principals/Project Leaders manage the details that will enable your firm to engage more End-Users and win work. 

Fusion BD is not like other consulting firms. We don’t just give advice. We put my 25 years as an A/E/C business developer to work for you to:

· Deliver customized, data-driven strategies

· Implement proven plans and processes

· Increase end user engagement

· Reduce “non-billable” BD cost

We offer several proven planning & Implementation modules that can be customized to your specific needs. You can click here to learn more: https://www.fusionbdllc.com/our-practice

Let’s connect and discuss how Fusion BD can help your team set Principals/Project Managers up for BD success. 

Email me directly: steven@fusionbdllc.com

Visit our Planning Modules: https://www.fusionbdllc.com/our-practice