Is leading by example the solution?
A satisfied customer is the best source of promotion. Many civil engineering projects require multiple bids to reduce costs. AEC firms should expect this and be prepared to be up against other firms competing for the same projects. The best way to have an advantage is to highlight the benefits of a particular AEC firm in the bids. An effective CEO will make sure that all employees representing a firm are on the same page. In other words, make sure everybody is sending the same message and touting the same attributes, etc. A CEO may also lead by assisting with marketing and research efforts. This includes knowing where efforts need to directed and what strong points should be emphasized and what weak points need to be addressed.
The firm should know the area where the projects are located and have a clear idea of what the most pressing needs of that area are on a civil engineering level. Can an AEC firm delineate a value proposition that will get a potential client’s attention? In order words, why are the services one particular AEC firm can offer a better choice over another firm offering the same services. Clearly showing the difference will get a client’s attention. As a CEO, you want to be in touch with your own purpose. In other words, know what the goals of your firm are and how you want those goals to be achieved and clearly communicate that all employees.
