Blog

Scarlett Letter #90: New Normal for AEC clients = New Normal for AEC industry

It’s 2010. Are our clients finally settling into a ‘new normal’? How does each industry define trends within its new normal? What challenges are they anticipating in this new normal, and how might the design and construction industry be able to provide support in tackling those challenges?

Further, within the context of each industry’s new normal, what expectations do our clients have of AEC service providers? Specifically, how might their buying preferences and processes have changed, and what can we do—as AEC industry marketing and sales professionals—to appeal to their needs?

As we do our homework to figure out these answers, we must be open to (potentially significant) change within our sales and marketing approach.  The answers are currently being fleshed out by all of us—the sooner we get a grasp on what works, the sooner our industry will return to good health.

The Association of AE Business Leaders will host its next roundtable in downtown Chicago on March 24, 2010. I will be facilitating a roundtable discussion on this very topic. Details below. Please contact me with questions, or register here.

TITLE:
Economic shift: That was then; this is now. Adjusting AEC sales & marketing approaches to accommodate our clients’ new reality.

DESCRIPTION:
In a fully interactive discussion facilitated by Anne Scarlett, LEED AP, Scarlett Consulting, attendees will:

• -Explore clients’ new pressures, and their expectations of AEC firms
• -Identify clients’ communication preferences from service providers
• -Trade sales and marketing ‘lessons learned’ (aka new approaches applied) since Q4 2008
• -Take away solid concepts/ideas/solutions to apply to their own firm’s sales and marketing approach

           

Tags: 2010 new normal, AEC new normal, Anne Scarlett A/E Marketing, design and construction new normal, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development, Social network

Leave a Reply

Name (required)

Mail (will not be published) (required)

Website