Case Study—Business Development for Engineering Firm

A long-time engineering client continues to use MARKETLINK on a monthly basis to help them open doors to architecture firms they’d not known before. A short strategy session was held initially where targeted clients, project sectors and geographies were identified along with what unique capabilities the engineers had to offer. The strategic decision was made that MARKETLINK would forge relationships with the marketing staff at these firms while introducing this firm’s marketing principal to the key prospect architects thus forming two relationships within each firm to increase chances for teaming. Because of MARKETLINK’s ability to forge relationships with both principals and marketing staff, several new doors were opened for this firm.

LINK TO SUCCESS: Teaming on proposals came immediately and ultimately projects were awarded with these new architectural firms including a $35M Crime Lab, $30M Convention Center Addition and $10M in various projects at a targeted University of California Campus, among others.