Winning work in AEC still comes down to relationships, and no group holds more of them than your doer-sellers.
Yet most firms struggle to turn that advantage into consistent business development. Technical staff are stretched thin on projects; client knowledge never makes it back into the CRM, and BD and marketing operate at a distance from the people who know clients best. Everyone agrees that integration matters. Few firms have figured out how to make it stick.
This panel digs into how leading firms are doing it: the culture that makes business development part of every technical role, the processes that keep doer-sellers engaged without pulling them off projects, and the strategy that aligns BD, marketing, and technical teams around the same revenue and pursuit goals.
Learning Objectives
- Learn how leading AEC firms are strengthening relationship-based business development through more intentional, repeatable practices.
- Identify ways to improve collaboration between marketing, business development, and operations to better manage pursuits and client relationships.
- Explore practical strategies for creating greater visibility into relationships, opportunities, and business development activity to support more informed decisions and long-term growth.