In episode 013 of The Civil Engineering Podcast, I interview Will Schnier, a licensed PE and the Chief Executive Officer of BIG RED DOG Engineering | Consulting who will share his expertise on business development and also talk about one of Big Red Dog’s projects in lieu of our Civil Engineering Project of the Week segment. Here are some key points in this episode:
- In business development, you should learn:
- How to actually win work
- How to get yourself in front of clients
- How to position yourself and your firm as the most able provider
- Client exposure early on is important – this allows you to see how the client thinks and helps you to anticipate their needs
- You must have that yearning to learn
- Constantly surround yourself with people smarter than you
- To compete with other engineers, you must have the skill sets of business development and project management
- Learn to write in order to communicate
- Constantly set goals for yourself and your engineering company
How to develop your business development skills as an engineer:
- Change your mindset with an objective to help other people win enough work
- Build relationships and not just collect business cards
- Give something of engineering value to a prospect to prove yourself (add value to the deal)
- Do the business development yourself pro-actively, show results and ultimately you’ll take that role
- Do good work for your current clients
- Make your clients look good, make them like you, and build relationships with them so they can refer you to other potential clients
Tweetables
- “The worst thing on your agenda for the day, do it first…” – Will Schnier on Ep 013 of #TCEPodcast
- How the CEO of Big Red Dog Engineering became successful at a very young age – More on #TCEPodcast Ep 013.
- Don’t think you know it all, always be open to new things – Stay tuned for #TCEPodcast Ep 013.
Project Name: Waller Creek
Project Description:
Big Red Dog is part of the team led by Michael Van Valkenburgh Associates (MVVA) and Thomas Phifer & Partners, and Studio DWG with Daniel Woodroffe. The goal of this project is to transform a dilapidated and lifeless creek into a vibrant urban waterway complemented by dynamic parks, bridges, open and interactive spaces that engage the public and will make it a world-class destination.
Books Mentioned in This Episode:
The Five Laws That Determine All of Life’s Outcomes
Sources/References:
Big Red Dog Engineering | Consulting
Photo Courtesy of Will Schnier
Please leave your comments or questions in the section below on how you can provide value to your clients.
3 Responses
I listened to the podcast above and enjoyed everything that was said. When Will refers to giving something to the client, a study or report that adds a value of $10,000 at little to no cost to yourself or firm. I realize that $10,000 is just an example number but emphasizes that it is of significant value to the client, however what study or report can I perform or conduct that will cost me nothing or minimal cost? I’m just curious on how I can begin this and keep the concerns down of upper management for keeping our tasks cost effective.
Alan
Alan, thanks for feedback, it is all relative. It may not be $10,000, maybe $1,000. Probably depends on the scope and size of the project. For example, even if it is a small site, we used to take a quick look at the wetlands map and tell the client, it looks like your site is wetlands free. That is a huge value and time saver for them.
Thank you for the advice, the quick wetlands research is relatively cheap and quick and is usually something of concern on every project. I’m excited looking for the opportunities of additional things we can provide on every proposal and project.