Business Development

  • Core values: Luke A. Heath

    by sparkman

    Portland office leader for PCS Structural Solutions believes in the legacy of engineering as a community builder.

  • You must be present to win

    by sparkman

    The most successful business developers spend time with their clients, so show up and give them your full attention.

  • Elevate your doer-sellers

    by sparkman

    If your firm uses a doer-seller business development model, empowering your team is necessary for their success and your bottom line.

  • Be yourself and win

    by sparkman

    In business development, many missteps can be traced back to a lack of understanding and acceptance of who we are.

  • Marketing and business development

    by sparkman
    AEC firms struggle with it, but if a firm is to thrive in the good times and the bad, a quantifiable plan of attack is essential. Marketing, business development, and…

  • Go/no-go

    by sparkman
    Pre-project analysis is critical if you want strong business development through profitable projects and happy clients. And yes, it’s a process. The Gateway Engineers, Inc. is a full-service civil engineering…

  • Conference call: Rhett Crocker

    by sparkman
    President of LandDesign (Best Firm Multi-discipline #30 for 2017), a 165-person landscape architecture, civil engineering, and planning firm based in Charlotte, NC. By Liisa Andreassen Correspondent “From the day LandDesign…

  • Conference call: Jon Lindberg

    by sparkman
    President of Gale Associates Inc. (Best Firm #18 Multi-discipline for 2018), a 115-person consulting firm based in Weymouth, Massachusetts. By Liisa Andreassen Correspondent “Gale has been involved with a number…

  • Business development

    by sparkman
    The process must be deliberate and multifaceted, but don’t forget the human touch. Be yourself and enjoy finding clients that reflect your values. Recently, I had a conversation with a…

  • Conference call: Dave Lubitz

    by sparkman
    COO of Aguirre & Fields, LP (Best Firm Multi-discipline #27 for 2018), a 120-person engineering firm based in Houston. By Liisa Andreassen Correspondent “If you haven’t started planning for ownership…

  • Conference call: Scott Murphy

    by sparkman
    President and CEO of Morrison-Maierle (Best Firm #27 Multi-discipline for 2017), a 280-person firm based in Helena, Montana. By Liisa Andreassen Correspondent “It’s vital to our success,” Murphy says, referring…

  • Conference call: Sam Schwartz

    by sparkman
    CEO and founder of Sam Schwartz Consulting, LLC (Hot Firm #67 and Best Firm #49 Multidiscipline for 2018), a 130-person transportation planning firm based in New York City. By Liisa…
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