Marketing / Business Development Question
Marketing / Business Development Question
(OP)
For those of you who typically work as a subconsultant, e.g. as a structural engineer working under an architect (prime), how do you direct most of your marketing efforts?
Towards architects?
Towards owners/developers?
In my past experience, my prior employer typically signed contracts directly with an owner about 1/3 of the time, and with a architect about 2/3 of the time. I am just curious as to how that ratio stacks up against the industry, and who you try to target. How do you go about executing your strategy?
Thanks!
Towards architects?
Towards owners/developers?
In my past experience, my prior employer typically signed contracts directly with an owner about 1/3 of the time, and with a architect about 2/3 of the time. I am just curious as to how that ratio stacks up against the industry, and who you try to target. How do you go about executing your strategy?
Thanks!





RE: Marketing / Business Development Question
RE: Marketing / Business Development Question
RE: Marketing / Business Development Question
I figured architects would be the better bet, especially if I can establish long-term relationships with them. I'm just starting out and don't have a huge network of architects who I know yet, just a handful. I've joined the AIA and my local Chamber of Commerce in the hopes of meeting a few that way--I think that has more potential than cold calls.
I'm fully confident that I'll be able to generate repeat work with clients once I've collaborated on a project or too, I just have to figure out how to get my foot in the door to win first-time projects, and establish a reputation for myself and my firm.
Thanks for your help,
-Ryan
RE: Marketing / Business Development Question
Stay away from landlords, precious time saved. You could throw in real estate agents if you are dealing with residential projects.
RE: Marketing / Business Development Question
Also, have a mix of clients also can help to ride out the particular pit and valleys of certain market sectors.
RE: Marketing / Business Development Question
Architects are seeing engineers more and more as a commodity and will succomb to the lowest bidder. We develop relationships with owners, typically hospitals and data centers, and do every project that comes up. We find the owners will cycle through architect after architect but we'll remain constant.
Sure, we're probably not the first call the architect makes when he hears of a new project, but after they cheapen it down and screw it up, they'll move on, the owner will hire us, and we'll do the next 10.
This approach obviously wouldn't work if your bread and butter is Wal-Marts and fast food joints.
RE: Marketing / Business Development Question
Don Phillips
http://worthingtonengineering.com