4 strategies for marketing your AEC firm

Having a clearly defined competitive brand and a fine-tuned marketing approach can give your firm a significant competitive advantage.

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November 03, 2017 |
Steven Burns

Many AEC firms have tremendous growth capacity but fall short in marketing to new clients. Having a clearly defined competitive brand and a fine-tuned marketing approach can give your firm a significant competitive advantage. Follow these strategies and your firm will be well on its way to gaining new clients.

Have client-centric marketing messages

Many firms have marketing messages that are primarily about them. Taking a modern approach requires branding around the client experience. How does your firm benefit your clients? What are their needs, interests, and goals? Although these questions are probably front and center in the work you provide, including this in marketing messages can really have an impact.

Create a clear focus

Some AEC firms have a broad marketing message that isn’t catered to attracting specific projects. What kinds of clients and projects does your firm really want to serve? You can use your accounting and project management software to pinpoint which kinds of work are the most profitable for you. Getting clear on this allows you to hone your marketing message and attract projects that inspire your clients and colleagues.

Identify new target accounts

After gaining insights into the types of projects your firm should be doing, now it’s time to look into identifying new target clients. Who wants the types of projects in which your firm specializes? After determining this, it is time to move forward with creating relationships through your marketing outlets.

Improve the client experience

It is important to think beyond marketing and business development efforts when attracting new relationships. Ultimately, it’s about creating the best client experience. This goes a long way in fostering exceptional long-term relationships with clients. What are your firm’s hurdles and how can you transcend them?

 

In some cases, IT is an area where firms fall short and waste time. BQE Core makes project management and accounting effortless for AEC firms, improving the client experience from start to finish. This impressive cloud-based platform is intuitive and easy to use, freeing firms up to deliver an exceptional client experience. 

Steven Burns | The Business Behind Design

Steven Burns, FAIA spent 14 years managing the firm Burns + Beyerl Architects, and during that time the firm’s earnings grew at an average rate of 24% per year. After founding his own software company, Steve took his management expertise to BQE Software, where he is refining their business strategy and product development for the company’s groundbreaking project accounting solution, BQE Core.

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