Leadership, Coaching, & Training
AEC Market Masters specializes in Business Development Leadership and Coaching, offering both on-site and virtual training for individuals and teams.
Our programs range from Business Development 101 to advanced coaching for seasoned professionals and executives leading key business lines, services, programs, and projects.
Through cutting-edge strategies, we empower teams to refine their approach—effectively conveying themes, messages, and differentiating from competitors. Whether securing new clients or pursuing high-value projects, Market Masters provides the tools and expertise to drive success.
We also offer Strategic Pursuit leadership and coaching, helping firms and their leadership strengthen pursuit teams and win must-win opportunities.
AEC training offerings include:
- Introduction to BD 101
- Winning Proposals & Presentations 201
- Business Development Management and Leadership 501
- Capture Planning 502
- Strategic Pursuits 503
- World Class Presentation 504
We also provide access to Dag Knudsen's essential Professional Services Sales and Marketing training courses, such as "Client Account Analysis" and "Winning Presentation and Proposal Design." These are vital components of AEC Market Masters' Capture Planning process.
The full catalog includes:
Proactive Positioning
- The CPR of Business
- Client Account Analysis
- Making Client Contacts
Selective Pursuits
- Strong Go / No-Go
- The SRT Commitment (by M-M)
- Building and Managing A Portfolio of Winnable Opportunities, not a Wish-List (by M-M)
Design & Delivery of Winning Interview Presentations and Proposals
- Effective Visual Aids
- Creating a Favorable Audience Response
- Creating Audience Centered Presentations
- Organizing Presentations for Various Situations
- Storyboard Techniques
- Winning Proposals
What Makes Us Different
Industry-Specific Expertise
We’ve worked globally with AECOM, HDR, TYLin, Halff, Dragados, and others.
Proven Tools & Templates
Everything we teach is field-tested—from capture plan templates to persuasion
strategies.
Scalable, Customizable Frameworks
Whether you’re a 20-person shop or a multinational, our tools scale to fit.
Leadership by Example
Led by Don Sherman, P.E.—an ACEC Grand Conceptor recipient and lead author of
ACEC’s official Capture Planning guide.
AEC Market Masters empowers firms to win major projects and elevate their business development strategies using customized 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, Stantec (MWH Global), Jacobs (CH2M-Hill), and Arcadis (Malcolm Pirnie).
For more details on our exclusive offering of Dag Knudsen’s complete training library visit our store at https://www.aecmarketmasters.com/slides
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 empowers 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.
Are you and your leadership prepared for a repeat of the 2008-2011 AEC market shifts?
Are double digit growth, excellent profitability, strong utilization and high win rates sustainable? Let us help you proactively control your whether there is a boom or a bear market for your services.