Seller-doer, doer-seller, closer-doer, rainmaker … all terms used to reference a technical professional (architect, engineer, scientist, construction manager, etc.) tasked with bringing in business to his or her firm.
Louis Pasteur famously stated that "Chance favors only the prepared mind." When it comes to strategic marketing planning, how prepared is your mind? Understanding current and future trends is critical to developing strategy and setting direction for your firm.
The Society for Marketing Professional Services (SMPS) and SMPS Foundation recently undertook a major research initiative to determine how A/E/C firms are handling business development - particularly when it comes to staffing the position between dedicated business developers and seller-doers.
In today's competitive marketplace, A/E/C firms often view their competition as the similar firm across town. Yet the new reality in business is that supply chains increasingly compete against supply chains. A/E/C firms that understand this and work to positively impact their clients' supply chains will gain a competitive edge.
Many firms in the design and construction industry are beginning to realize the importance of brand in differentiating their firm; however, too many A/E/C firms fail to understand what a brand really is.