Why Should AEC Firms Cultivate Seller-Doers?
September 10, 2019

The seller-doer model is considered the preferred form of cultivating business within the Architecture, Engineering, and Construction industries (AEC). Seller-doers are individuals who not only win projects but are also technical professionals who can deliver the work. A successful seller-doer requires more than technical expertise. It requires excellent soft skills such as building deliberate relationships or simply knowing the right questions to ask potential clients.

According to industry surveys, it is estimated over 70% of AEC firms utilize this selling methodically, either exclusively or a combination of seller-doers with business development representatives.

The

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