In this episode, I am taking you with me on a road trip to the offices of Burns Engineering in downtown Philadelphia where you will listen in on a conversation between myself and Laura Hughes. Laura practiced as an engineer earlier in her career but is now the Director of Business Development at Burns Engineering, Inc. In the interview Laura provides strategies engineers can take to improve their business development skills. One example — she discusses why listening and leaving space in conversations is important instead of insisting on what you think they need. You can also view this episode on YouTube.
business development skills
In episode 51 of The Civil Engineering Podcast, I interview June R. Jewell, CPA, a business management consultant to the Architecture, Engineering, and Construction (AEC) industry on finding the lost dollars in your Civil Engineering Firm. Some of the points June discusses will immediately help you to enhance your business development skills and increase profits.
Here are some of the questions I asked during the episode:
- Tell us more about losing money on time and materials contracts.
- What is the cost of lost opportunities?
- How does an engineering proposal process bring along lost revenue?
- What impact can estimating processes have on projects?
- How does the cost of low utilization affect revenue and profits?
- How does poor project management lose you money?
- Tell us more about inefficient and non-integrated systems in your business?