Account-Based Strategies for High Performance AEC Firms

To fully capitalize on future growth markets, industry trends, and opportunities, AEC firms need an account-focused business development approach that is targeted, strategic, and anticipatory. By developing comprehensive account plans for highly desired clients and leveraging relationship capital, firms can achieve and maintain market leadership.

William R. Long, PE, LEED AP, FSMPS discusses proven growth techniques for the AEC industry, including topics on how to identify and classify target clients, what critical information you need to understand about your targets, and how technical and operational staff can anticipate opportunities with new and existing clients.

During this webinar, you’ll learn how to:

• Identify the most appropriate target accounts for your firm.
• Develop a targeted Account Plan for your most critical clients – both existing & new.
• Leverage relationships with your target accounts to identify previously unforeseen opportunities.