AEC Market Masters Benchmarks
$50B+
Projects Built
$10B+
Client Fees Won
1,000+
Strategic Pursuits
85%
Win Rate
Market Masters Benchmarks
$50B+
Projects Built
$10B+
Client Fees Won
1,000+
Strategic Pursuits
85%
Win Rate
Continued Boom or Bust, are You Ready for Major Market Shifts?
It takes strategy, resources & time to ensure continued BD success
A/E/C companies in the U.S., Europe, and APAC have had double-digit growth and large backlogs of work under contract and difficult to staff. Last summer it looked like four years of over-the top printing of fiat currency, runaway inflation, and the push for asset backed currency might cause a major downturn in the A/E/C market Since then, planning has grown across virtually all markets, but there "there will continue to be headwinds to the construction sector".
So what would it look like if the 2008 recession happened again, and would you be ready ? Likely private sector markets would slow first as capital investment is curtailed. Public sector infrastructure would initially continue for one to two years and then slow, with the time to rebound depending on tax incentives and economic stimulus policies.
And while this happened, backlogs eroded, utilization dropped, and overhead rates increased companie. Suddenly, companies that saw no need for bolstering marketing and sales investments woke wake up and tried to figure out "who moved my cheese"!
Whether Boom or Bust, AEC Market Masters ready to help you strengthen your business development programs, implement strategic initiatives, and coach and train your seller-doers and you full-time business development professionals.
BOSTON, M.A. – February 7, 2025 — The Dodge Momentum Index (DMI), issued by Dodge Construction Network, grew 5.6% in January to 225.7 (2000=100) from the revised December reading of 213.6. Over the month, commercial planning increased 4.2% while institutional planning improved 8.7%.
“Nonresidential planning activity saw diversified growth in January, with every vertical experiencing positive momentum. Uncertainty over fiscal policies, ongoing labor shortages and elevated construction costs will continue to be headwinds to the construction sector. However, further monetary easing and the sizable number of projects in planning should support construction spending in the back half of the year,” - Sarah Martin, Associate Director of Forecasting at Dodge Construction Network
Full-Spectrum BD Program Evaluation, Benchmarking, and Strengthening
At AEC Market-Masters, we design and implement Business Development (BD) Programs that cover all aspects of marketing and sales at level of breadth and detail you need. We develop plans for the entire firm, to plans for business groups, service lines, regions, or locations.
Whether a start-up or an established industry leader we focus on learning your company's mission, vision, values, plans, and strategies. We identify strengths and weaknesses of your current business development processes, systems, staff, and resources for your continued success and growth and penetration in existing markets and readiness for new market entry.
Driving Quantum Growth through Strategic Pursuits, Sole-Source & Must-Win Programs
AEC Market Masters can put you on the path to quantum growth Strategic Pursuit Programs can dramatically increase your firm to consistently win larger projects and programs. We work with you to set Strategic Pursuit Program goals to increase construction or fee value by two to ten times ($2X to $10X) , win rates ≥ 75%, and MROI (marketing return on investment) ≥ 25:1 and time achieve set goals of one to three (1 to 3) years.
A Strategic Pursuit Programs enables your firm to build a portfolio of winnable opportunities (not a 'wish-list'), consistent with your strategic and operating plans. Individual strategic pursuit success requires the commitment of a trained pursuit leader who follows a structured capture plan tailored to your firm. Additional success factors include: starting six (6) months to two (2) years ahead of solicitations; create or proactively shape the opportunity; performing Client Analysis℠ , and developing an opportunity-specific Theme Modular ℠ Value Propositions.
Accelerating Success through Strategic Training and Coaching
AEC Market Masters drives client success through business development leadership, coaching, and customized training designed to produce measurable results. We equip individuals and teams—from beginners to experienced professionals and executives—with the skills needed to excel in leading business lines, services, programs, and projects.
Our training programs, offered both onsite and online, are tailored to meet diverse needs, with options to select training bundles or individual courses. Comprehensive bundles such as Capture Planning for Must-Win Projects and Strategic Pursuit Program Management & Leadership provide hands-on strategies that enhance your team’s ability to secure high-value projects and deliver consistent results.
For firms focused on "must-win" opportunities, our strategic pursuit leadership and coaching empower your team to significantly improve win rates. Our proprietary à la carte courses, including Client Account Analysis™ and Theme-Modular Process© presentation training, offer the keys to understanding client decision-making and crafting client-centered proposals. When combined with our "CPR Capture Plan" methodology, clients experience higher success rates in winning critical pursuits and securing sole-source contracts.
AEC Market Masters empowers firms to win major projects and elevate their business development strategies training courses and videos, including the legendary Client Account Analysis© and Theme Modular© Presentations. These two cornerstone courses have shaped the unparalleled growth and success of strategic pursuit programs for top ENR design firms including HDR and MWH-Stantec.
For more details on our exclusive offering of Dag Knudsen’s complete training library visit our store at https://www.aecmarketmasters.com/slides
Let us help you secure your firm's ongoing success
Are double-digit growth, excellent profitability, strong utilization, and high win rates in the A/E/C industry sustainable? AEC Market Masters can help you proactively shape your future regardless of market shifts.
Assuring AEC & Professional Services
Business Development Success
Business Development Performance & Strengthening
At AEC Market Masters, we design and implement Business Development (BD) Programs that cover all aspects of marketing and sales at level of breadth and detail you need. We develop plans for the entire firm, to plans for business groups, service lines, regions, or locations.
Whether a start-up or an established industry leader we focus on learning your company's mission, vision, values, plans, and strategies. We identify strengths and weaknesses of your current business development processes, systems, staff, and resources for your continued success and growth and penetration in existing markets and readiness for new market entry.
Strategic Pursuits, Must-wins, and Sole-source
Strategic Pursuit Programs can dramatically increase your firm to consistently win larger projects and programs. We work with you to set Strategic Pursuit Program goals in terms of two to ten times ($2X to $10X) construction or fee value, win rates ≥ 75%, and MROI (marketing return on investment) ≥ 25:1 and time achieve set goals of one to three (1 to 3) years.
A Strategic Pursuit Programs enables your firm to build a portfolio of winnable opportunities (not a 'wish-list'), consistent with your strategic and operating plans. Individual strategic pursuit success requires the commitment of a trained pursuit leader who follows a structured capture plan tailored to your firm. Additional success factors include: starting six (6) months to two (2) years ahead of solicitations; create or proactively shape the opportunity; performing Client Analysis℠ , and developing an opportunity-specific Theme Modular ℠ Value Propositions.
Leadership, Coaching, and Training
AEC Market Masters specializes Business Development Leadership and Coaching, along with on-site and virtual business development training curriculum for individuals and groups. We offer a la caret and of training from Business Development 101 to seasoned professionals and executives currently leading your firm and its major business lines, services, programs, and projects.
AEC Market Masters regularly provides Strategic Pursuit leadership and coaching for firms and their leadership that have identified "must-win" opportunities and want to strengthen the pursuit team's opportunity to win.