Business Development in a Downturn

When the Market Cools, Anxiety Heats Up

This year has been tough for a lot of AEC firms. With the economy cooling and projects slowing, many teams are feeling uncertainty about what’s coming next. I’ve heard real concern from clients and prospects throughout the year—concern about workload, stability, and what the future holds.

When things slow down, it’s easy to turn inward. You start worrying about what this means for you, your coworkers, and the people you care about. That self-focus is human, but it isn’t helpful.

Two Places to Focus Instead

There are two things you can focus on that actually help:

• The future you want to create
• The value you can offer that helps create that future

I’m a big believer in optimism—not because it’s naïve, but because it’s practical. You can’t know the future, so you might as well choose to believe in a future that’s better than right now. That belief gives you energy. It gives you direction. And it keeps you from spiraling into fear or pessimism.

Lead With the Value You Can Create

The second focus is on the value you bring. No matter what the economy is doing, you can always direct your effort toward helping someone else—your clients, your community, your colleagues—get to a better place.

If you focus your energy on making the future better for them, that value comes back to you. Call it karma, call it reciprocity—either way, it’s real. The professionals who keep offering value during slowdowns are the ones who come out stronger when the cycle turns.

Choose the Future You Want

So for leaders, for BD professionals, and for anyone in a service-driven role: keep your attention on the future you want to help create, and on the value you’re uniquely equipped to offer. That combination—optimism plus contribution—is how you navigate slowdowns with confidence and momentum.