Eric Stratford, Director of Business Development & Preconstruction Services at R&O Construction, shares his experience in working as a team with leadership, business, and marketing to create a cohesive and supportive approach to the firm's marketing development.

By prioritizing the direction of your public relations plan, you can ensure you are getting the return on investment (ROI) expected from your firm leaders. It may be hard to determine which efforts will be most rewarding for your firm. Pick the tactics that will work best with your marketing strategies, within your budget and timeframe.

For Myrna Wagner, Vice President of Business Development at Swinerton Management and Consulting, the most important step to marketing mentality was to create a culture of collaboration and accountability with the leadership team. Her approach is to provide them with tools to help and encourage their involvement with business development. MARKETLINK Principal Stephanie Craft asked some questions to find out more.

Professional friendships are built upon a number of valuable facets—reliability, availability, proactivity, and so forth. A good way to get closer to people no matter the setting is by asking questions. Tweak these however you like, but here are some conversation points to get the ball rolling with your clients – current or potential.

MARKETLINK Principal Stephanie Craft caught up with Chuck Hack, a Lionakis principal and owner, to learn more about how he and Lionakis’s leadership have created and fostered a marketing mentality within the firm.

Strategic marketing research is critical in identifying opportunities before they reach the Request for Proposal (RFP) stage. Learn ways to utilize public resources like a capital improvement plan (CIP) to spot trends, discover leads, and develop realistic marketing plans.

We’ve talked before about the necessity of generating, maintaining and following up on leads. It’s a marketing task that requires daily and ongoing activity to ensure your firm is well-positioned to secure new work. While the internet makes finding project and client leads easier, the amount of information a marketer can find in a manner of seconds can be overwhelming. IMS is a leader in advance notice public leads specifically for architects, engineers, and construction management professionals.

As we continue to adapt to the new paradigm, we must adjust to the limited ability to meet face to face, while remembering how important this activity is to creating a longstanding relationship. Here are six suggestions for pivoting and making the most of your business development efforts.

“Get To Know Your Customers Day” is celebrated on the third Thursday of January, April, July, and October. While the quarterly distinction is a good one, we propose celebrating them every day.

Google My Business or GMB, isn’t just nice, it’s essential for any growing business. A current, optimized, efficient, clean, original GMB listing can instantly build or improve your online reputation. 

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