Wendi Burke

Although architecture, engineering and construction firms generate business in many ways, classic marketing and sales tactics remain at the heart of that. Executing a joint strategy, each helping drive the success of the other, should improve a company’s return on resources invested in both. Marketing and sales are two different functions, but both must focus on revenue growth. Marketing is fundamentally a “one-to-many” sales relationship, not generally tied to a specific client. Sales, by contrast, focuses on individual clients in “one-to-one” sales relationships. In many A/E/C firms, these functional groups interface little, with marketing staff unclear about what sales staff