{"id":38534,"date":"2023-04-14T15:47:56","date_gmt":"2023-04-14T15:47:56","guid":{"rendered":"https:\/\/smps.org\/?page_id=38534"},"modified":"2026-04-03T13:32:34","modified_gmt":"2026-04-03T13:32:34","slug":"what-is-business-development","status":"publish","type":"page","link":"https:\/\/smps.org\/what-is-business-development\/","title":{"rendered":"What Is Business Development?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"38534\" class=\"elementor elementor-38534\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2e49bd5a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2e49bd5a\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3cdfea1d\" data-id=\"3cdfea1d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3eda905e elementor-widget elementor-widget-heading\" data-id=\"3eda905e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">What Is Business Development?<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-79b18590 elementor-hidden-desktop elementor-hidden-tablet elementor-hidden-mobile elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"79b18590\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-596901d5\" data-id=\"596901d5\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2170defc elementor-widget elementor-widget-heading\" data-id=\"2170defc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Marketer is the Society\u2019s award-winning bimonthly journal, reporting on current business development and marketing practices, issues, and trends.\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-29edb8be\" data-id=\"29edb8be\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-642c7418 elementor-widget elementor-widget-text-editor\" data-id=\"642c7418\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Regularly cited as a top benefit of membership, <em>Marketer\u00a0<\/em>provides original, knowledge-based content relevant to A\/E\/C professionals: innovative marketing, management, and leadership strategies, case studies, and lessons learned. Articles are written by industry practitioners and experts who face the challenges of marketing professional services every day.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4fbcf94 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4fbcf94\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-b450371\" data-id=\"b450371\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9df124c elementor-widget elementor-widget-heading\" data-id=\"9df124c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">An updated definition to support today\u2019s business strategies.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-98f2d36\" data-id=\"98f2d36\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-746a3f9 elementor-widget elementor-widget-text-editor\" data-id=\"746a3f9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>For experienced marketers and business developers in the A\/E\/C industries, the term \u201cbusiness development\u201d is something you\u2019re very familiar with. However, when you\u2019re talking to your family, friends, technical professionals, or even firm leaders, do you ever get the impression that they\u2019re not clear as to what it really means?<\/p><p>Similarly to \u201c<a href=\"https:\/\/smps.org\/what-is-marketing\/\">marketing<\/a>,\u201d even within the A\/E\/C industries\u2014from region to region and firm to firm\u2014you\u2019ll get a variety of opinions.<\/p><p>However, for the purposes of the definition within the A\/E\/C industries, here is how SMPS defines business development.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-73026f24 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"73026f24\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-539b5281\" data-id=\"539b5281\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bad06ad elementor-widget elementor-widget-heading\" data-id=\"bad06ad\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Business Development:<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55f1f19b elementor-widget elementor-widget-text-editor\" data-id=\"55f1f19b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong><em>TA component of marketing, the process of identifying clients and opportunities, developing relationships, and securing profitable work for the firm.<\/em><\/strong><\/p><p>Let\u2019s dig into what this means.<\/p><ol><li><strong>Business development a component of marketing.<\/strong> Some firms may see this in reverse (that marketing is part of business development), but there\u2019s a reason we view marketing as the umbrella. First, marketing is in our name, but most importantly, SMPS views the umbrella of marketing to house all things involved in the process of creating firm awareness; building and differentiating the brand; driving business development activities; and identifying, anticipating, and satisfying client objectives to achieve profitable business goals. For most firms, that\u2019s exactly where business development exists.<\/li><li><strong>Business development is different than the traditional view of sales.<\/strong> A traditional view of sales is akin to hunting, but business development is more like farming: it\u2019s a longer-term investment of time and energy and not always a quick payoff.<\/li><li><strong>It\u2019s a process.<\/strong> This means business development is not a one-time event and definitely not a thing you can set and forget.<\/li><li><strong>This process is about identifying clients and developing relationships.<\/strong> This includes helping your firm understand which industries and which clients are most profitable for your firm to pursue\u2014and equally important, which opportunities are a waste of time for your firm.<\/li><li><strong>And finally, because you are pursuing the right kinds of work, business development helps achieve more profitable work for the firm. <\/strong><\/li><\/ol><p>In short, business development is an essential, business-centric marketing activity that helps firms identify and pursue profitable work. Orienting your firm toward delivering profitable projects and exceeding client expectations will help bring in more work to your firm and meet financial goals. This is business <em>transformation through marketing leadership<\/em>.<\/p><p>And overall, firms that fail to see marketing and business development as business-critical strategies are far less likely to thrive in today\u2019s hyper-competitive environment.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-65c208 elementor-widget elementor-widget-video\" data-id=\"65c208\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/www.youtube.com\\\/watch?v=0Ie8DT9tf3k&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4eb19974 elementor-widget elementor-widget-heading\" data-id=\"4eb19974\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">About SMPS<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-557f39e9 elementor-widget elementor-widget-text-editor\" data-id=\"557f39e9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>SMPS <a href=\"https:\/\/smps.org\/members\/\" rel=\"noopener\">members<\/a> have access to the best <a href=\"https:\/\/smps.org\/events\/\" rel=\"noopener\">marketing<\/a> and <a href=\"https:\/\/smps.org\/learning\/\" rel=\"noopener\">business development training<\/a> in the A\/E\/C industries. With a <a href=\"https:\/\/smps.org\/resources\/\" rel=\"noopener\">library<\/a> of publications, conferences (large and small), certification, and other knowledge and professional development opportunities, SMPS is the only organization dedicated to creating business opportunities in the A\/E\/C industries.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-38a757b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"38a757b\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a504fbb\" data-id=\"a504fbb\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2b4b6b6 elementor-align-justify elementor-widget elementor-widget-button\" data-id=\"2b4b6b6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/smps.org\/join-us\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\"> JOIN SMPS<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7097a412 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7097a412\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3e8bb1de\" data-id=\"3e8bb1de\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3294d4e elementor-widget elementor-widget-heading\" data-id=\"3294d4e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Newsletter<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-59ea3d76 elementor-widget elementor-widget-text-editor\" data-id=\"59ea3d76\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\tSign up for the Marketer QuickLook Newsletter\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bc239e3 elementor-widget elementor-widget-html\" data-id=\"bc239e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div id=\"mc_embed_shell\">\n  <link href=\"\/\/cdn-images.mailchimp.com\/embedcode\/classic-061523.css\" rel=\"stylesheet\" type=\"text\/css\">\n\n  <style type=\"text\/css\">\n    #mc_embed_shell,\n    #mc_embed_signup {\n      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id=\"mc_embed_signup_scroll\">\n        <h2 style=\"display:none;\"><\/h2>\n        <div class=\"indicates-required\"><span class=\"asterisk\">*<\/span> indicates required<\/div>\n\n        <div class=\"mc-field-group\">\n          <label for=\"mce-FNAME\">First Name<\/label>\n          <input type=\"text\" name=\"FNAME\" id=\"mce-FNAME\" value=\"\">\n        <\/div>\n\n        <div class=\"mc-field-group\">\n          <label for=\"mce-LNAME\">Last Name<\/label>\n          <input type=\"text\" name=\"LNAME\" id=\"mce-LNAME\" value=\"\">\n        <\/div>\n\n        <div class=\"mc-field-group\">\n          <label for=\"mce-EMAIL\">Email Address <span class=\"asterisk\">*<\/span><\/label>\n          <input type=\"email\" name=\"EMAIL\" id=\"mce-EMAIL\" required value=\"\">\n        <\/div>\n\n        <div id=\"mce-responses\" class=\"clear\">\n          <div class=\"response\" id=\"mce-error-response\" style=\"display: none;\"><\/div>\n          <div class=\"response\" id=\"mce-success-response\" style=\"display: none;\"><\/div>\n        <\/div>\n\n        <div aria-hidden=\"true\" style=\"position: absolute; left: -5000px;\">\n          <input type=\"text\" name=\"b_e884f70da54117d730aa303b3_15a972cc2f\" tabindex=\"-1\" value=\"\">\n        <\/div>\n\n        <div class=\"clear\">\n          <input type=\"submit\" name=\"subscribe\" id=\"mc-embedded-subscribe\" class=\"button\" value=\"Subscribe\">\n        <\/div>\n      <\/div>\n    <\/form>\n  <\/div>\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>What Is Business Development? Marketer is the Society\u2019s award-winning bimonthly journal, reporting on current business development and marketing practices, issues, and trends. Regularly cited as a top benefit of membership, Marketer\u00a0provides original, knowledge-based content relevant to A\/E\/C professionals: innovative marketing, management, and leadership strategies, case studies, and lessons learned. 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