Are you an architect or designer looking to grow your client base and build lasting relationships? In the competitive AEC (Architecture, Engineering, and Construction) industry, genuine connections can be your most valuable asset. On a recent episode of the MentorDINO podcast, host Caitlyn Rosier spoke with Janki DePalma, Director of Business Development at We O’Neal Construction, who shared insightful perspectives on the power of building meaningful connections in the AEC world. This blog post dives into Janki’s advice, revealing networking secrets that can help you cultivate client trust and ultimately, secure more projects.
The Foundation: Building Relationships, Not Just Chasing Projects
Janki emphasizes a crucial distinction in business development: focus on building relationships before you even think about specific projects. This proactive approach sets the stage for long-term success and fosters trust with potential clients.
The Power of Early Engagement
As Janki wisely puts it, everyone wants to be “further left” in the project continuum. Architects desire to be involved early, offering their expertise from the initial stages. Similarly, business development thrives when connections are made before a project even takes shape. Imagine being part of a school district’s planning process long before a bond is proposed for a new high school. By building relationships early, you can offer valuable input and ideas, positioning yourself as a trusted advisor rather than just a service provider waiting for an opportunity.
Beyond the Blanket Approach: Cultivating Meaningful Ties
Instead of sending out generic marketing materials, focus on nurturing individual relationships. Think about it: when faced with a challenging situation, you’re more likely to call upon people you trust, who will offer honest advice and work collaboratively towards a solution. Potential clients operate the same way. By investing time in getting to know individuals within school districts, development firms, or other potential client organizations, you become someone they’ll naturally think of when a project arises.
The Strategic Advantage: Leveraging AEC Industry Connections
Janki’s extensive experience across engineering, architecture, and construction provides a unique perspective on how these different facets of the industry connect. She highlights the fundamental truth that everyone involved in a project ultimately wants to see it succeed and be proud of the outcome. Business development plays a crucial role in fostering this understanding and smoothing the process through relationship building.
Industry Groups: Your Networking Hub
Janki is heavily involved in the Society of Marketing Professional Services (SMPS), an organization she highly recommends for anyone in marketing or business development within the professional services industry. She was even recognized as the 2023 National Chapter President of the Year for SMPS.
Here’s why Janki believes industry groups like SMPS are invaluable for architects and designers looking to enhance their networking and messaging:
- Diverse Connections: These organizations bring together professionals from all corners of the AEC industry – architects, engineers, contractors, suppliers, and owners. This provides a rich environment for understanding different perspectives and building a well-rounded network.
- Professional Development: SMPS and similar groups offer educational resources on marketing, business development, and even the neuroscience of selling. This knowledge can significantly sharpen your communication and client engagement skills.
- Relationship Building Opportunities: Active participation in events and networking opportunities allows you to forge connections with potential clients and collaborators in a less formal setting.
Making the Most of Networking Events
For those mid-career or senior professionals looking to improve their relationship-building skills, Janki offers practical advice:
- Focus on Connection, Not Just Leads: Instead of putting pressure on yourself to leave every event with a stack of business cards and immediate project leads, prioritize making genuine connections. Aim to deepen relationships rather than just broadening your network superficially.
- Ask Open-Ended Questions: Similar to how Caitlyn approaches her podcast interviews, ask questions that encourage people to share their stories and motivations. Understanding the “why” behind someone’s work can reveal valuable insights and create stronger bonds.
- Listen Actively: People enjoy talking about themselves. By being a good listener and asking thoughtful follow-up questions, you make people feel heard and memorable. Janki herself is known for remembering small details about people, which fosters a sense of connection.
- Find Your Thrive Zone: Recognize whether you thrive in large group settings or prefer one-on-one conversations. Give yourself permission to focus on the type of interaction where you feel most comfortable and effective.
- Leverage Existing Relationships: Start with the people you already interact with, such as consultants on current projects. Arrive at OAC meetings early to chat informally or suggest a lunch or coffee to get to know them better outside of project-specific discussions.
Taking Action: From Stranger to Trusted Partner
Ultimately, business development is about moving people along the continuum of knowing, liking, and trusting you. By focusing on building genuine relationships within the AEC ecosystem, you can position yourself and your firm as a go-to partner.
Your Next Step: Cultivate Your Connections
Start today by thinking about individuals in the AEC industry you’d like to connect with or deepen your existing relationships with. Consider joining a relevant industry organization like SMPS to expand your network and learn valuable skills. Remember Janki’s advice: build relationships, not just chase projects. By investing in genuine connections, you lay the groundwork for a thriving and fulfilling career in architecture and design.
Written by
Katelyn Rossier, AIA, CSI, CDT, LSSBB
