Connected Relationships in A/E/C ERP Software: It’s Who You Know

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 truer. And if you work for an A/E/C firm, this phrase should be your mantra! As a result, your A/E/C ERP software should support Connected Relationships.

For A/E/C firms, strong relationships drive sales.

Almost 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.

ow 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 may not know the prospect directly, but you likely know someone who does. Your connections may be well connected! You have internal relationships with co-workers. They may 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 A/E/C ERP software has Enterprise Relation 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 screen shot below 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 my co-worker with the highest relationship score.

Connected Relationships -  Enterprise Relationship Management application

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 aec360 screen shot below, 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.

Connected Relationships ERM Applications

Enterprise Relationship Management: it 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 A/E/C 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, it’s all about being “connected.” Let us show you how in our webinar Enabling the Connected A/E/C Firm with Dynamics 365 and aec360.

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.

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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.

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.

A highly respected Microsoft Dynamics veteran, Jen Wisemore serves as CAO for HSO | ProServ. Jen was instrumental in the launch of’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.

Paramesh Rajan is Director of ERP and HR Products 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.

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.

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.

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.

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, where he served as CEO of the Americas prior to launching HSO | ProServ.

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.