In my many years of advising AEC and environmental consulting firms on effective business development practices, I’ve seen that firms who are successful have several things in common:
- They understand the need to position themselves within their key markets using a one-to-many marketing strategy (instead of relying solely on 1:1 relationship-building).
- They put systems in place that allow that strategy to deliver valuable data that can drive and inform BD strategy and implementation.
- They align both business development and marketing efforts to clear and client-focused business plans for each of their key markets.
This level of strategy and focus is what allows firms to successfully drive growth, brand and client relationships. But it’s not always easy to implement. Trying to drive the effort from the marketing department without enforcement and accountability from the top is rarely effective. Employing marketing and BD tactics without clear […]