Education

Business development in AEC is often misunderstood. While it’s frequently associated with networking or relationship building, effective BD is a strategic discipline grounded in market intelligence, disciplined pursuit selection, measurable performance metrics, and strong collaboration across marketing, technical leaders, and client-facing teams. This session breaks down the business behind business development, offering a clear look at how high-performing firms structure their BD efforts, prioritize the right opportunities, and align marketing and BD around shared growth goals. Attendees will gain practical insight into building a more intentional approach to BD, from identifying and tracking the right pursuits to strengthening client relationships that lead to repeat work. Through real-world examples and lessons learned, this session highlights how marketers and BD professionals can work together to support a firm-wide culture of business development and drive sustainable growth.