A new book by Victoria Hatfield

Selling Trust

How AEC’s Technical Experts Win Work Before the RFP

A must-read for AEC project managers, business development professionals, and leaders ready to move growth beyond a heroic few.

A new book by Victoria Hatfield

Selling Trust

How AEC’s Technical Experts Win Work Before the RFP

A must-read for AEC project managers, business development professionals, and leaders ready to move growth beyond a heroic few.

Available October 1 on Amazon

Work Is Won Before the RFP Arrives

Clients form opinions, build trust, and narrow their choices long before an opportunity becomes public.

Yet many firms still rely on a few rainmakers and BD professionals to carry nearly all the responsibility for growth. That model is risky, exhausting, and difficult to sustain.

Drawing on over 20 years of AEC growth experience, Victoria Hatfield shows firms how to build stronger client relationships, recognize opportunities, and win work without asking people to become someone they are not.

What Happens When More People Participate?

When firms provide permission, practical tools, clear expectations, and time:

  • More people become the firm’s eyes and ears in the market.
  • Employees help create the projects they want to work on.
  • Client relationships no longer depend on one rainmaker.
  • Future leaders understand both the work and the business.
  • BD professionals gain time for strategy, coaching, market intelligence, and high-value pursuits.

This is not about turning engineers into salespeople.

It is about recognizing that curiosity, credibility, follow-through, and trust are already part of how technical professionals serve clients.

Business development is learnable. Your people are more prepared than they realize.

Available October 1 on Amazon