AGC’s latest Business Development Best Practice article by Brett Pitcairn, PJ Dick – Trumbull – Lindy Paving, discusses the importance of building relationships with clients even before the RFP.
It happens to all of us: an RFP comes across our desk and someone says “Go!” You contact the owner and the design team to gain an understanding, then submit a proposal. Then you wait…. and wait… until that “thanks but no thanks” letter arrives. The owner provides a debrief, but the unspoken truth is that you don’t know enough about that client, let alone the project. Winning takes more than visiting a project site after an RFP hits the streets and submitting a sound proposal.