Three BD Lessons We Re-Learned During the Pandemic

Old Truths, New Context: Business Development Lessons That Still Matter

While the pandemic introduced new challenges, it also reinforced some timeless truths about business development—truths we knew but were all too easy to forget during the hustle of normal operations. When everything went sideways, we were reminded what matters most: trust, alignment, and real human connection.

Here are three big lessons the AEC industry relearned in the midst of uncertainty:

Clients Choose Partners They Know and Trust

Business development is, at its core, about building trust. That trust doesn’t come from a brochure or boilerplate—it’s earned over time through consistent, thoughtful engagement. During the height of the pandemic, when risks were high and decisions cautious, clients turned to firms they already knew. Familiarity reduced risk. Relationships became the deciding factor.

One hour spent deepening a relationship is worth ten cold proposals.

BD efforts should always prioritize cultivating long-term partnerships over chasing faceless prospects.

Focus on Strategic Fit—Even When Things Feel Uncertain

The temptation to chase every opportunity is strong, especially when the pipeline feels thin. But the pandemic showed us what happens when Go/No-Go discipline gets thrown out the window: firms burn out their teams, dilute their brand, and waste precious resources.

During virtual pre-bid meetings, public agencies reported record attendance—often 400+ firms attending a single conference. That level of activity might feel like hustle, but when half of those proposals are off-target or generic, it becomes noise. Focused BD is effective BD.

Relationships Require Real-Life Connection

Virtual meetings kept us moving, but they didn’t build deep bonds. Real relationships—the kind where you trade personal stories, share space, laugh over coffee—require face time. Not everything can be replicated on Zoom.

Professional relationships are human ones. They’re formed over shared experiences, unguarded moments, and genuine curiosity about someone’s world beyond their job title. As we’ve returned to in-person connection, we’re seeing renewed energy around simply spending time with people.

Business gets done when people feel seen, understood, and valued.

The Bottom Line:

The pandemic didn’t rewrite the rules of business development—it highlighted the ones that always mattered most. Invest in your relationships. Stay focused on the right clients. And never underestimate the value of human connection.