Over the years, I’ve seen many folks in the A/E/C industries try to come up with new ways to win work, win clients, and fortify their brand in their respective marketplaces. Almost every time I hear or see these evolutionary methods, I notice the same misguided focus. I’m referring to the purely internal or outgoing (our perspective), as opposed to external or incoming (the client’s perspective).
Especially during the ridiculousness of the last almost two years, I kept seeing people think that client needs and goals have drastically changed. Yes, schedules change, budgets change, priorities change, and decision-makers change. What has never changed, however, is what clients consistently need, want, and appreciate from their design and construction partners.
Personal success and firm success are both powerful drivers for sure. But without the ability and desire to help bring forth client success, it won’t happen … or at least not in a consistent or sustainable way.
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Article, written by Michael T. Buell, FSMPS, Assoc. DBIA, first appeared in the October 2021 issue of Marketer.