The world is changing and those changes are impacting AEC firms' revenue generation programs. Business development, marketing, and client relations have, traditionally, been viewed as a somewhat organized, but firm-specific approach to revenue generation. There has been a reliance on business development and proposals to do the heavy lifting, but that leaves firms in the position of submitting a multitude of proposals or chasing projects that may be better left un-chased.
But now, we're faced with the Internet and our prospects' abilities to research our firms well ahead of a project. Decision makers are moving into the Gen X and Millennial age groups and they definitely communicate differently than Boomers. Prospects have increased standards on service delivery and project delivery methods continually expand.
Do you have a solid business development, marketing, and client relations program in place to position your firm to compete in today's environment and drive revenue generation? Here are some questions to ask:
It's a different game out there today. Are you prepared? We're spending this year on providing you with everything we can so you can approach your business development, marketing, and client relations with a defined structure, proven repeatable processes, and ongoing measurement. Strap on your seat belt and check our weekly blog because here we go!
Next week: What's the foundation for a strong revenue generation program?
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Friday Chow is posted weekly, or thereabouts, to provide you with insights and considerations for AEC sales and marketing. Good stuff to feed your revenue engine!
When you're ready to improve your business development, marketing, and client relations programs, contact Red Hound Studios at firstname.lastname@example.org