What Do Successful AEC Firms Do to Get the Contract?

Traits of successful firms: low-key approach, give the impression they CARE by listening much more than by talking, not trying to "impress" with their offerings or give too many analogies that imply we don't understand, are genuinely interested in our needs and willing to customize, don't "hype it up" to get the business, but give references when asked, show flexibility, prompt response to inquiries.

Listening is the key on any sales call, whether by phone or in person. You should be listening about 3/4 of the time. How can you make a recommendation if you don't understand their situation? You can't. Think of yourself as a doctor who is diagnosing. 

How do they approach you and your organization? Literature first by mail or email or both, casual phone call following by a week - ask questions and listen for a LONG time - then do reflective listening not making strong recommendations - follow up and prove you're not fly-by-night and show you listened and remembered what you said to them.

This is called the "Direct Outreach" approach. Sometimes you want to call first to make sure your information is getting to the right person. But never try to "sell" on this first call. State who you are, your key benefit and then let them know you'll send them info. If they know it's coming, they are somewhat more likely to look at it.

What other factors are important to you in buying? 

Good materials that are online and frequently updated as well as other follow-up options where employees can "learn to fish" and self-study Here's where a good web site can really help you leverage your business, not just for providing marketing information but for value-added client services.

What should a firm never do in terms of selling their services?

Talk too much and waste a client's time - if the client shows signs of disinterest, stop and ask a question; nothing worse than having

someone call your direct line and ramble on and on about something.

To avoid wasting time you really need to prepare. Know what you're going to ask. Know where the conversation is going. Know what your desired outcome is. 

How important is price?

Should be competitive, but not the key factor if other requirements are met. It's important to remember. People are looking for solutions,

not the cheapest deal when you're offering professional services. Price is the very last thing to talk about. If your buyer keeps bringing up price before you've explored needs, you're going in the wrong direction.

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