#52: How to Find Projects for Your AEC Firm
One of the common questions I get from AEC marketing professionals is how to find RFPs (or potential projects) before the RFP is advertised. We hear repeatedly that we must do our capture planning and firm positioning before the project is advertised. What is not discussed enough is how to find out about the projects before they get advertised.
And, since I have recently presented on this topic twice to different organizations, I thought it would resonate with you, my podcast listeners.
So, in this podcast episode, I share a high-level introduction to market research for AEC firms. I cover how to develop a market research strategy, what type of intelligence to gather when conducting your research, who to talk to, what to ask, and places to look for project information. I share my follow-the-money (and demand) strategy, along with a real-life example from my previous firm. And, stay with me until the end of the episode to get a research template freebie.
Here are some episode highlights:
- How to develop your strategy including your markets and clients
- What is intelligence gathering
- Who to gather intelligence from
- How to use RFP subscription services like IMS or Onvia as part of your market research
- How to follow the money (and demand)
- Market research tools
- Intelligence gathering freebie
Don’t forget to turn that insight into action. Comment below if you found out about a project other than one of the ways I share in the episode. I would love to hear other ideas. And you would be helping others by sharing your knowledge.
Don’t forget to hit that subscribe button so you don’t miss the next episode. And, if you liked what you heard today, please share it with your marketing friends. I am a firm believer that as our individual skills improve, the entire AEC industry grows.
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