AECCafe Guest Blog
Megan Miller is a senior product marketing specialist for Herndon-based Deltek, the leading global provider of enterprise software and information solutions for professional services firms and government contractors, and can be found at www.deltek.com.
Growing Your A&E Firm’s Public Sector Business
September 30th, 2015 by Megan Miller
Projects with state, local and federal agencies are key targets for many A&E firms. State and local (S&L) architecture, engineering and construction (AEC) services account for $391 billion annually across the U.S. At the federal level, that number is $35 billion. Collectively, the public sector represents 40% of the total U.S. market for AEC projects.
Because S&L funding in these markets closely mirrors the economy, firms have good reason to be optimistic. In addition to the post-recession growth, investment cuts in the last decade mean there’s pent-up demand for infrastructure projects. While federal spending in the past few years has been challenging and disappointing, spending on infrastructure is ticking up again.
The 36th Annual Deltek Clarity A&E Industry Study revealed how successful AEC firms are pursuing public sector projects. For example, according to nearly 400 firms, two of the top three markets they’re expecting to grow in the next 18 months are Water/Wastewater/Storm Water and Roads & Bridges.
Building on details revealed by Clarity, Deltek’s experts shared five key steps to growing your public sector business in a recent webinar. These tips, previewed here, can help your firm decide where to focus your efforts and build your capabilities. For the full list, check out the webinar.
Align Business Development with Long-Term Growth
Assess Gaps & Competition
Pick Targets Wisely
Build a Solid Pipeline
Many clients also allow you to review all submitted qualifications statements and proposals, providing an opportunity to see what your competition is proposing and how they were scored. The result? A better understanding of selection process priorities.
The public sector can be daunting. The key is to leverage every piece of insight possible to ensure that your firm pursues the right business and that you have a complete view of the project opportunity.
Learn more about The 36th Annual Deltek Clarity A&E Industry Study.