The Evolution
The A/E/C industry has experienced a significant shift in the way firms approach business development. One of the primary drivers is that Clients/End-Users increasingly prefer to meet with those who are actually involved in the design or construction of their project.
To remain competitive A/E/C firms need to blend marketing and principal involved BD efforts with data driven pursuit plans that meet the preferences and expectations of their clients.
The Newest Data
From our own research gathered directly from End-Uesrs, we have found the clearest evidence that they increasingly prefer to meet with Principals/Project Leaders over BD people.
For example questions number 5a & 5b from our 15 question 2025 End-User Survey shows that End-Users are 49% likely to accept a meeting request from a Principal/Project Leader. And only 9% likely to accept a meeting request from a BD person.
To learn more about our full 15 questions survey, click here.
The Challenge
With End-Users increasing preference to engage with Principals/Project Leaders, A/E/C firms need to blend the efforts of marketing and principal involved BD.
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.
The Solutions
Fusion BD helps A/E/C firms engage more End-Users and win work by implementing customized, data driven, strategies.
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
Learn how Fusion BD can help you lead your firms BD efforts and achieve your vision for growth.
Contact us.
We welcome the opportunity to learn more about you, your firms' vision for growth, and discuss
practical way we can get you there.