The architecture-engineering-construction (AEC) marketplace, like many others in the professional services industry, is unique in that relationships are key to building a successful, healthy practice. While building meaningful relationships is not a cakewalk, the true task at hand is managing relationships, and more importantly, leveraging relationships to open new avenues to future business. Every successful AEC firm has strong relationships, but how do these firms take it to the next level to win more business?
Marietta, Ga.-based AEC360 is a consulting and technology firm that embraces a unique approach to working with the top AEC firms across the world. Built on decades of AEC experience, AEC360 is 100 percent focused on supporting the business development and marketing efforts of architecture, engineering, and construction firms. The term CRM (customer relationship management) rarely rings a bell in the industry; however, this powerful tool can be a significant advantage to firms approaching the process with the correct mindset.
AEC360 provides a highly specialized yet easy-to-use CRM solution, specific to the needs and requirements of the industry. Built as a “preconfigured layer” around Microsoft Dynamics, the solution is tailored to the way that AEC firms build, maintain and leverage relationships. The benefit of working with AEC360 is having an industry specific solution while at the same time having the knowledge and security knowing it is built upon a universal platform provided by Microsoft.
While many may believe that building a centralized database of firm-wide accounts, contacts, pursuits and projects sounds like a headache, these individuals will be happy to hear that AEC360 makes it easy! Through a proprietary solution that provides key integrations, the data migration and synchronization is seamless. AEC firms are currently maintaining customer, prospect and project data inside of accounting and project management systems, so why not leverage the data? Just as important, contacts and activities (appointments, emails, phone calls and tasks) are connected through a native integration with every business leader’s central system: Outlook. Our powerful series of integrations is the first step in building a completely automated relationship intelligence solution by leveraging and compiling data that resides within every organization in disparate solutions and databases. Now it is easily and quickly accessed via the AEC360 solution, built inside of Outlook.
As all leading AEC firms understand, pursuing new business requires a sizable investment of capital, resources and time. Focusing on the correct pursuits is key to firms maintaining a competitive presence in the marketplace. With this in mind, would it be helpful to clearly identify which pursuits best suit your firm based on current relationships, past project experience with companies involved, market, geographic location, project value, etc.? Through the AEC360 relationship strength and scoring functionality, firms can better identify top pursuits, and pass on the time-consuming “stretch” opportunities.
While investment in technology has not been center of discussion for many AEC firms over the last decade, the timing is now right. We have seen the industry at its peak during the mid-2000s, followed by an industry low during the recession. Firms went from hand-picking projects to survival mode. Today, we see a competitive industry filled with strong, healthy, competitive companies. The competition is adopting technology and improving their business practices, the question to ask yourself: What is my firm doing to keep pace with a changing industry? AEC360 looks forward to the opportunity to meet new firms, and sharing our expertise to help successful firms solidify their strong hold on the industry. As a pioneer in the CRM industry, recognized at a global level, AEC360 has the experience, expertise and technology to help firms move to a more strategic way to win more business.
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Whit McIsaac is the president and CEO of AEC360, Marietta, Ga. During the past 25 years, McIsaac has consistently demonstrated success as a vertical industry and Microsoft Business Solutions entrepreneur. Over this period, he has founded, acquired, developed and grown several high-profile software and technology companies.
McIsaac has worked closely with Microsoft and is recognized as a pioneer in the area of vertical industry solutions and horizontal tools and utilities that are built to extend the functionality of the Dynamics CRM platform. Under his leadership, McIsaac’s organizations have been the recipient of four Microsoft Partner of the Year Awards, and have been inducted into the Microsoft Dynamics Inner Circle and President Club.
McIsaac’s role at AEC360 is to provide the overall business vision and strategy for the organization, and to lead the company’s growth initiatives and partnerships.
To learn more, visit www.aec360.com.