Architecture, engineering, and construction firms must focus on two distinct areas: gaining new business while retaining existing customers and keeping them happy and loyal. Technology can play a significant role, however, you must also appreciate how the application of that technology must happen in order for it to do its job in helping you build a
Strong Relationships Drive Sales, Especially for AEC Firms
The majority of your clients in this industry provide the opportunity for repeat business that could very well be your next project. But you must know the prospective client to win the work: commercial clients have preferred designers; local government engineering departments have their favorite consultants.
Without an existing relationship with the prospect, how do you obtain one of these opportunities? What’s the best way to make yourself known to get things started?
Enterprise Relationship Management (ERM): That’s where it Begins
Odds are, even if you don’t know the prospect directly, you probably know someone who does. You might have connections! Internal relationships with co-workers exist. There is a possibility that they know the prospect. External relationships exist with your business contacts. Might they know the prospect? Each of these groups can be ideal sources for you to get that warm introduction you desire. If your AEC ERP software has Enterprise Relationship Management, it will help you connect with those existing relationships to develop new ones.
Uncover your best internal connections. An Enterprise Resource Management (ERM) system will let you know who in your organization presently has the most ideal relationship with any given contact. An ERM system will accumulate data about your co-workers regarding their recent contacts and what type of contact it was.
Utilize Your Best External Connections
A well devised and user directed ERM system will go even further and afford direct access to your external network, usually LinkedIn.
If someone were to click “Sales Navigator” on the menu option. The aec360 ERM application directly takes them to LinkedIn’s page for Mark Becker. Mutual connections are shown under the Get Introduced tab. Icebreakers and Related Leads are other tabs to choose from. It is from this screen that the user can deliver a message to any of their contacts requesting an introduction.
Learn Who You Need to Know With Enterprise Relationship Management
To sum it up, relationships drive sales. Making the most of your current relationships is the most ideal way for you to acquire a relationship with a new prospect. If your AEC ERP software has a clever Enterprise Relationship Management system, like
A connected firm is what you can have with