Every month the Business Development Committee reaches out to small business owners, marketing directors, and public relations specialists to gather valuable insight into the rapidly growing construction industry.
If you're looking to create marketing proposals, build relationships with customers, and increase sales, our Best Practices article series can help.
Regardless of whether you work at a small or large firm, the chances you've heard, "Our pricing just isn't competitive", is pretty high. What do you do if your pricing simply isn't competitive?
The reality is that many A/E/C professionals, especially engineers and environmental scientists, are introverts by nature. Firm leaders can be just as reluctant to put introverts into this role, focusing their efforts on more extroverted staff. Introverts (and those who manage them), take heart. You really can learn to be more comfortable with—and even enjoy—BD activities. And you can become proficient without the pressure to be someone you’re not.
Building brand awareness on social media may seem like a daunting task, however it is worth your time. Social media is a vehicle to share your story, build brand awareness, and engage with your community, clients and employees.
Business development is not a cheesy, disingenuous process of passing out business cards or relentless cold calling. Let go of the overly canned elevator speech and consider every conversation your opportunity to learn more about potential clients and their goals and challenges.
Business Development is all about nurturing relationships, connecting people, and being strategic while being genuine. And mastering this takes time and patience.
Often, without even realizing, technical staff will get too technical, and describe a project in terms that only other technical staff can understand. Yes, no one knows a project better than the technical staff who worked on it—but how can we, as marketers, convey understandable and compelling information about a project to produce a winning award submittal?​
A winning proposal is a driving force behind the construction industry today. When a Request for Proposal (RFP) comes in the door, companies invest time and money to prepare, produce and track responses. The challenge lies in balancing your company’s story and showcasing the recommended solution, so those who weigh in on the review process understand that your company is best suited for the job.
Branding is largely misunderstood and is often associated with the firm’s logo, colors or brand “lookâ€. But where the most powerful brands start is in understanding your own message and story. Once the richness of your unique story is uncovered the brand that emerges is lasting, convincing, exciting and authentic.
The life of a business developer is never easy, whether you are just starting up or have been in business for a while. Many professionals tend to juggle too many tasks at once and may become overwhelmed and frustrated.
When you’re offering specialized expertise in a closed-shop environment where low bid is king, labor sources are equal, and material pricing is tight, how can you differentiate yourself? What makes you stand out from your competition?
