Former sales and marketing lead at Morrison Hershfield turned consultant, Scott Steiding recently talked shop with Rens F. Hayes IV, P.E. They agreed that marketing in the architecture, engineering and construction industry is different from regular commercial sales in that the focus is on quality and output with more sophisticated clients who usually know what they’re looking for. At the same time, if a client doesn’t understand the value of going with one firm vs. another, they default to price. “I’m always trying to communicate value rather than negotiate on price,” said Hayes. Steiding observes that once you do a good job on a project, that client will likely work with you again as they’re not interested in taking on the risk of working with someone else, even if the cost is a bit higher. On the topic of pricing, Steiding recommends closely following the market. With inflation, rising costs and salaries, in order to maintain profit margins, it’s important to know what the market will tolerate. #AECmarketing #architecture #engineering #businessdevelopment
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7 个月https://www.h-o.engineering/podcasts/61-ae-marketing-sales-with-scott-steiding-productive-pursuits/