Connected Relationships in AEC Software: It’s Who You Know

Architecture, engineering, and construction firms work on two fronts: winning new business while keeping existing customers happy and loyal. Technology can be a big help, but you must also understand how to apply that technology for it to do its job in helping you build a Connected Firm. In this blog article, part of our series on the Connected Firm, let’s discuss the role of Connected Relationships

We’ve all heard the phrase: it’s not what you know, it’s who you know. If you work for a professional services firm, you know this couldn’t be more true. And if you work for an AEC firm, this phrase should be your mantra! As a result, your AEC ERP software should support Connected Relationships. 

For AEC Firms, Strong Relationships Drive Sales

Nearly all your clients in this industry have repeat business opportunities that could become your next project. But you really need to know the prospective client to win the work: commercial clients have favored designers; local government engineering departments have their “go to” consultants.  

How do you break into these opportunities without a current relationship with the prospect? What’s the best way to get an introduction to get things started?  

It’s All About Enterprise Relationship Management (ERM)

You might not know the prospect directly, but you likely know someone who does. Your connections might be well connected! You have internal relationships with co-workers. They might know the prospect. You have external relationships with your business contacts. They may also know the prospect. Both groups are perfect sources for you to get that warm introduction you’re looking for. If your AEC ERP software has Enterprise Relationship Management, it will help you tap into those existing relationships so you can develop new ones. 

Discover your best internal connections. An Enterprise Resource Management (ERM) system will tell you who in your organization currently has the best relationship with any contact. It will collect data about your co-workers regarding who they’ve been in contact with and what type of contact it was. The following screenshot is from aec360’s Enterprise Relationship Management application. It shows that if you want an introduction to Mark Becker, Gary Mills is probably your best shot. Based on the type and frequency of contact, Gary Mills is the co-worker with the highest relationship score. 

Tap Into Your Best External Connections

A well designed and user focused ERM system will go a step further and provide direct access to your external network, typically LinkedIn. In the following aec360 screenshot, the user clicked on the menu option “Sales Navigator.” The aec360 ERM application brings them directly to LinkedIn’s page for Mark Becker. The Get Introduced tab shows our mutual connections. There are also tabs for Icebreakers and Related Leads. From this screen, the user can send a message to any of their contacts asking for an introduction.

Enterprise Relationship Management Helps You Learn Who You Need to Know

So, let’s summarize: Relationships drive sales. Leveraging your current relationships is the best way for you to develop a relationship with a new prospect. If your AEC ERP software has a well-designed Enterprise Relationship Management system, such as aec360, it will help you understand which internal relationships and external connections will help you get a warm introduction to the prospect. With that introduction, you are off and running with a new relationship…AND all the opportunities that will help you win more business! 

With aec360, you can have a connected firm. Let us show you how in our on-demand webinar, How to Achieve a Connected AEC Firm with Dynamics 365 and aec360.  

Michael D’Alesio is VP, Customer Care at HSO ProServ | Michael has served in many roles during his tenure in the Microsoft Partner Channel for the past 25-years.  Michael currently is responsible for supporting, enabling and strategically leading the HSO ProServ Team responsible for HSO ProServ D365 installed based customers to accept, adopt the Microsoft platforms to ensure they attain business value and user adoption.

Gary Mills serves as Senior Vice President of Finance, Planning & Analysis for HSO | ProServ. Gary’s diverse industry background brings a unique perspective to the company, with more than 30 years in corporate finance, banking and commercial real estate.

In his role as CFO of HSO | ProServ, Brian Lounds leverages deep experience implementing Microsoft Dynamics ERP solutions to drive excellence into the organization’s financial and practice management practices. Having worked with Dynamics solutions since 1998, he has a strong understanding of technology solutions and their application
to business initiatives.

Whit McIsaac is CEO of HSO | ProServ and brings over 20 years of leadership experience in the Microsoft Dynamics ecosystem to drive the group’s overall business strategy. Whit was Co-founder and CEO of aec360 and legal360 prior to merging these practices into sa.global, where he served as CEO of the Americas prior to launching HSO | ProServ.

Andy Yeomans brings nearly 20 years of Microsoft Dynamics sales and marketing experience to lead the HSO | ProServ sales organization. Under Andy’s leadership, the organization has shown strong growth and has consistently been recognized by Microsoft as a top performing partner, winning multiple Microsoft Inner Circle and Partner of the Year awards.

Jan Dahl Sorensen’s deep experience with Microsoft Dynamics gives him a unique foundation to guide the HSO | ProServ client success team. As part of the original development team under Damgaard Data, Jan has been working with the Microsoft Dynamics ERP solutions since 1995.

Joe Stuckey is EVP and Director of CRM Product Development for HSO | ProServ, leading the company’s CRM product development efforts across the legal, AEC, consulting, and accounting markets. Joe leverages the power of Microsoft Dynamics and Power Platform technologies to design and develop purpose-built industry solutions.

Paramesh Rajan is VP, Technology at HSO | ProServ. Paramesh has served in many Microsoft Dynamics project and program management roles over the past 20 years, and currently drives the development of the organization’s vertical ERP and HR solutions and outsourced development services.

A highly respected Microsoft Dynamics veteran, Jen Wisemore serves as CAO for HSO | ProServ. Jen was instrumental in the launch of sa.global’s US subsidiary in 2007 and has served in a wide variety of roles within Microsoft Dynamics consultancies across sales, pre-sales, program management, and leadership capacities.

John Aschenbrener is Director of Delivery Services for HSO | ProServ. John brings over 20 years of Microsoft Dynamics project and program management, consulting, and architect experience to his current role where he is responsible for driving PMO standards, methodology, and overall project delivery.

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In his role as Chief Operating Officer, Sean Skiver brings nearly 25 years of broad Microsoft Dynamics experience to provide strategic leadership around product development and client delivery services across the organization’s solutions and industry segments.

Amy Spencer leads the team that is responsible for go-to-market strategies, messaging, and demand generation in the US.

Amy earned a Bachelor of Arts degree in Communications from The College of New Jersey and has 25+ years of experience in marketing management for technology and professional services companies.

As Vice President of Human Resources for HSO, Kristen Ramerini is responsible for initiatives including recruitment, onboarding, professional development/career progression, performance management, culture, and employee retention. Prior to her position with HSO, she worked in human resources and recruiting for Seviroli Foods on Long Island and CCN, Inc. in New York City. She holds an MA in Industrial/Organizational Psychology from Hofstra University and is PHR certified.

Darren Gooding is VP of Delivery for HSO | ProServ, leading the company’s CRM delivery across the legal, AEC, consulting, and accounting markets. Darren applies his 25 years of experience and HSO’s industry focused intellectual property to successfully deliver large-scale, global engagements that ensure customer success.