We have experienced disruption in our entire lives over these past few weeks. We are now working remotely. Our kids and spouses are most likely working at home with us. Conferences have been canceled. Nearly all non-essential work travel has been canceled. We are hosting virtual happy hours and getting to know our team members in new ways through video conferencing.

I have been spending these two weeks reaching out and talking to business developers, marketing professionals, and principals throughout the A/E/C industry. So far, most of the proposal deadlines have not been delayed or canceled. This is good news.

In 2007, I was working at a large engineering firm. I remember one week in November of that year that it seemed like all our backlog just evaporated. Projects were canceled or delayed indefinitely. Proposals that we were working on and those expected to come out soon were canceled. I am not seeing or hearing stories like that now. So far, business is going on as normal as it can but at a safe social distance.

However, for some of you who rely on face-to-face communication, networking, and relationship building, this can be a challenging time for you. Nearly all industry organization events have been canceled or converted to virtual events.

Also, with many of us working from home for the first time, it might be challenging to appear to be working or demonstrate your value if you aren’t producing a proposal. What should you be working on if you are in between proposal deadlines and working remotely? What is the best use of your time during this unique situation?

Personally, I think this is the opportune time to “work on your business” of marketing or business development. If your deadlines and events have slowed, this is the perfect time to tackle the big tasks or initiatives that have been on your to-do list.

Below are some initiatives you can start while working remotely to continue to add value to your firm. You can either read about them or watch the lesson from a Facebook Live inside the Marketers Take Flight Co-Working Community.

Organize Your Files and Assets

Be honest. Is your marketing drive or server organized? Do you have a folder or two that is just awful but you’re always so busy working on proposals that you just can’t get to it? Well, now might be the perfect time to organize your marketing server including all the files and assets (photos, graphics, etc.).

If you are working from home, you might not have as many distractions and can devote solid time to organize these files. The End Your File Frustration is a Self-Starter Kit that resource I put together after organizing marketing drives at two different firms. It includes a step-by-step guide to start the process as well as templates to get you started.

Clean Up Your Data

Another issue we never have time for is maintaining our information, no matter if you have a database or not. Now that many of your in-person events are canceled or turned virtual you may have some additional time to get to update your CRM! Review and update the following areas:

• Contact information and notes.
• Opportunities and pursuit information, particularly expected fees and start or booking dates. You want to make sure your pipeline is accurate especially if potential projects start to shift.
• Review previously submitted proposals for the updated project and employee information. Then update your master files or database as appropriate.

Improve Your Proposal Content

Information is key to positioning and differentiating your firm. Not only information about what your firm does but information about clients, projects, and competitors. How this is organized and made easily available to those who need when they need it is critical today.

Look at how your information is currently stored and accessed. Can it be improved? Is there incomplete data that can be collected and stored for future use?

Below are some resources to help get you started with reviewing and improving your proposal content.

• Managing Project Information
• Managing Resume Information: Annual Updates
• Writing Great Project Descriptions

Refine Your Proposal Processes

If you have wanted to change or refine your proposal process, now might be an ideal time to try new things and get feedback. Since your team is mostly working remotely, you have had to already adjust how to coordinate, gather information, and review your proposals. This can include anything from how you find out about the RFP to the go/no go decision to the review meeting and delivery to the client.

This is an ideal time to redefine a proposal process that works with a virtual team to put into place when we are back in the office. Some resources to get you started are:

• Develop a Go/No Process
• Introduction to Proposal Coordination

Business Development Planning

Now is a vital time to review and update your client and pursuit strategic plans. While, as I write this article, I am not hearing any major delays with projects it could happen and will most likely happen as companies hold cash and thus stop or slow spending capital. Again, I don’t think this won’t be so sudden like in 2007/2008, but changes will come.

If your firm has a written business development plan, take some time to review it and readjust accordingly to your markets and clients. Identify what needs to pivot or adjust as a cause of market changes.

If your firm doesn’t have a business development plan, now is the time to write one. I put together a mini-workshop to help you through the process. Best of all, it’s 100% online so you can watch anywhere you have internet. You access it here: Business Development Planning Mini-Workshop.

Content Marketing Strategies

Another effort that sometimes gets pushed to the side due to proposal deadlines, is content marketing and online marketing. This includes your website, email marketing, and thought leadership content that helps position your firm. Some activities you can work on during this time include:

• Outline future presentations, white papers, etc. for internal and external audiences.
• Brainstorm future special content pieces or campaigns.
• Review existing website content and make changes you have been putting off.
• Review your website analytics and establish baselines.
• Update your personal LinkedIn profile and help your key staff do the same. If you need assistance to set up a great LinkedIn profile, check out this Field Guide to get you started.

Learn and Grow

Now is also a good time to work on your personal and professional development. Take a look at your annual goals. What can you work on now? What are other skills or concepts can you master that go beyond your goals?

Below are some free and nearly free resources and training available for a limited time:

• Virtual Co-Working Community for A/E/C Marketers
• CRM-Related Webinars
• Outlook Contact Cleanup Made Easy
• Excel Data Cleanup Made Easy
• 12 Tips to Elevate Your Virtual Marketing
• SMPS Training for Members

If you hear of other training offered, let me know if in the comments below and I will update the list.

“Incredible change happens in your life when you decide to take control of what you do have power over instead of craving control over what you don’t.”

― Steve Maraboli, Life, the Truth, and Being Free

I hope that you use this time to embrace the change and come out from this better than before. I know that it will be hard. There will be days that are tougher than others, but together we can get through this. We have before and our industry will again.