When AEC firms are trying to promote themselves to future clients, a few marketing tactics can be applied.
Do not focus on clients that used your firm’s service a long time ago. It is best to use recent work to attract new clients and acquire new contracts. New AEC firms tend to face challenges breaking into the business. One way to work around this is to avoid playing the “we’re a new firm” card. Strong leadership from a CEO can help an AEC firm find its place in an already crowded market. A ship without a captain isn’t likely to get anywhere anytime soon.
Most clients want to get down to business and starting with the services you are best at performing is the best way to sell your firm. Stay away from clichés. “We’re the best” or “We have thousands of satisfied customers” are too broad and work better for an advertising campaign. Do not say you can do everything when you cannot. Be honest. If there are certain services your firm does not perform that often, admit it. If a potential client asks a question, do not come up with an answer that means nothing. If you do not know, say you do not know or tell the client that you will get back to them. A CEO should run an AEC firm the same way on an internal level to set an example.