Balancing Client Relationships and Billable Work: Tips for AEC Technical Staff

As technical staff in the AEC industry, you play a key role in bringing in projects while also being billable. However, managing these responsibilities can be challenging. In this article, we provide tips on how to effectively manage your time while building strong client relationships.

Develop Strong Client Relationships

To build long-term relationships and increase repeat work, it's essential to develop excellent client service skills. Understanding the client's perspective is key, so it's important to coordinate drawings across all disciplines and deliver quality work on time. Asking for feedback through a formalized client relations program can also help identify areas for improvement and strengthen relationships.

Master Business Development Skills

Knowing your clients as individuals can help build a successful working relationship. Develop business development skills, including taking a genuine interest in clients' personal and professional lives. Create a list of information-gathering questions to learn more about clients' interests and engage with them more effectively.

Understand Clients Hire People, Not Firms

Clients hire people, not firms, so building strong relationships with clients is vital to retaining them and increasing repeat work. Seek out professional development programs, including training, mentoring, and team building to grow professionally and learn to engage more effectively and personally with clients. When you pursue stronger client relationships, you increase the chances that your clients will want to work with you again and again. 

To succeed in the doer/seller model of the AEC industry, technical staff must develop people skills. By focusing on your clients’ needs, mastering business development skills, and pursuing continuing education, you can build strong relationships with clients. This will increase repeat work, reduce client acquisition costs, and more than likely, grow your career.