Business development isn’t just a job title. In AEC firms, it’s a shared responsibility. Whether you’re in leadership, a project manager, or part of the marketing team, everyone plays a role in building and maintaining the relationships that lead to new work.

This October, HUDDLE focuses on how to build a business development mindset across your team. We’ll explore practical strategies, internal collaboration, and how AI can support your efforts by making preparation and follow-up easier and more effective.

What Business Development Really Means

Business development is often misunderstood as selling or pitching. But in professional services, it’s really about developing long-term trust. It's relationship-building that creates visibility and positions your team as helpful, strategic partners.

When done well, business development can:

• Build client loyalty that lasts beyond a single project
  
  
• Uncover early insight into upcoming opportunities
  
  
• Strengthen your reputation in the marketplace
  
  
• Encourage collaboration across roles within your firm

How Everyone Can Participate

Be Curious

Ask clients about their industry, goals, and challenges. Conversations beyond the current project build trust.

Follow Up Consistently

A thoughtful check-in or shared article can keep you top of mind without being intrusive.

Listen First

Ask more questions than you answer. Listening for needs, not just opportunities, builds deeper connections.

Offer Value Before Asking for Work

Share an insight, make an introduction, or invite someone to an event. These small actions make a big impression.

Work as a Team

When marketing, technical, and leadership staff share what they know, you uncover stronger opportunities.

Where AI Can Help

AI can’t build relationships, but it can help you show up prepared, organized, and responsive. Try using it for:

• Client Backgrounds
  
  
  • 
Summarize a client’s recent news, LinkedIn updates, or industry trends before a meeting.
    
    
• Drafting Emails
  
  
  • Start with an AI-generated follow-up email or outreach message, then personalize it with your tone and knowledge.
    
    
• Note Summaries
  
  
  • After a call or coffee meeting, drop your notes into an AI tool to organize follow-ups and action items.
    
    
• Prepping Talking Points
  
  
  • Use AI to brainstorm questions or relevant topics for networking conversations.
    
    
• Role-Playing Practice
  
  
  • Simulate client objections or challenging conversations to boost confidence before important discussions.

Join the October HUDDLE

Business development isn’t about pressure or persuasion. It’s about paying attention, being present, and offering help before it’s asked for.

This HUDDLE encourages your team to think differently about relationship-building, while using smart tools like AI to take action more confidently and consistently.

When your team connects with purpose, new opportunities often follow.