The SMPS Society and Foundation embarked on a major research initiative regarding how A/E/C firms are handling business development. Working with partner organizations, including the AIA, AGC, and the NCSEA, the researchers surveyed 1,300 business developers, seller-doers, principals, and marketing directors to conduct a deep dive into the art and science of business development. Who is responsible for BD? How many firms are using seller-doers verses dedicated business developers? How do these positions co-exist in firms? What are the primary responsibilities? What skills are lacking?
In addition to the extensive quantitative research, the project entailed qualitative research with business developers and seller-doers. The result is a comprehensive look at design and construction focusing on the “who” and painting an interesting picture of both the present and future of business development. Roles are changing, and will continue to change as firms evolve. So what’s the ideal make-up of BD in your firm?