Running the business behind the work: growth plans, fees and utilization, hiring and leadership, mergers and acquisitions, and ownership transition.
Strategy gives an AEC firm direction. Creativity makes that direction visible. Execution takes it into the market. What comes back should change what happens next.
The purpose of an AEC pipeline isn’t simply to generate more work. It’s to create the right work for the people, resources, ambitions, and economics of the firm.
A $5 million engineering or architecture firm shouldn’t build its growth strategy by copying a $500 million company. The economics, resources, opportunities, and people are different.
Your technical professionals should be part of business development. That doesn't mean they should be responsible for making it happen.
AEC firms need business development capacity. The real question is whether to build that capability internally or plug into a team already doing the work.
