EBA Engineering Transitions Beyond MBE Certifications with Strategic Growth Initiatives
A full-day strategic retreat transformed EBA Engineering’s business development to compete beyond MBE Set-Asides.
EBA Engineering, an ENR 500 design firm and Minority Business Enterprise (MBE) since 1982, faced a critical turning point as they prepared to graduate from set-aside programs. They needed to transition from relying on those certifications to competing in unrestricted markets. However, the firm lacked a structured business development (BD) infrastructure, with minimal seller-doer participation and no dedicated business developers.
To address this challenge, Scott Butcher facilitated a full-day strategic business development retreat for EBA Engineering, focusing on building a proactive and structured BD strategy.
- Current State Analysis: Reviewed existing BD practices and challenges through employee surveys and group discussions.
- Strategic Discussions: Facilitated conversations to design a proactive BD structure, defining roles, responsibilities, and authority.
- Client and Prospect Reviews: Service-line teams analyzed their top clients, prospects, and future work opportunities.
- Training and Planning: Delivered high-level BD and seller-doer training, followed by facilitated discussions to define tailored BD strategies for each service line.
Key Outcomes included:
- Implementing a new CRM System: Improved client and prospect tracking and streamlined client relationship management.
- Creation of a Director of Business Development Role: Centralized BD strategy implementation, CRM oversight, and seller-doer coordination.
These initiatives positioned EBA Engineering to compete effectively in a more competitive, unrestricted marketplace.