At Sunrise Engineering and Utah Testing, business development does not belong to a single department or job title. It happens every day through the way our people communicate, solve problems, and build trust with clients. Whether someone manages projects, performs inspections, designs systems, or supports teams behind the scenes, the relationships created through daily work help shape future opportunities.
Business development in the AEC industry is often misunderstood as selling or pitching. In reality, it is long-term relationship building. Some industry leaders note that business development is not a one-time event and not something that leads to quick results. It is a client-centered investment in trust.¹ Many firms emphasize that technical staff are often the best business developers because they work closely with clients, understand the challenges at hand, and interact regularly with decision makers.²
How Everyday Interactions Build Client Trust
Small and consistent actions can make a meaningful difference. Listening closely to a client’s concerns, returning calls promptly, offering clear explanations, or following up after a milestone all reinforce that Sunrise and Utah Testing are reliable partners. Research shows that clients respond most to genuine interest in their challenges, thoughtful follow up, and collaboration that reaches beyond immediate project needs.³ These everyday behaviors strengthen our reputation and naturally encourage future opportunities.
Turning Communication Into Opportunity
Many opportunities come from simply paying attention. Industry guidance highlights that event attendance, routine meetings, and site visits give technical staff a chance to hear about upcoming needs.² Asking good questions, sharing observations, and passing insights along helps the whole company stay connected to what clients care about. One AEC business development expert explains that you do not have to actively seek new work to support business development. Instead, you can build upon the connections that already exist.²
Delivering Quality Today Creates Tomorrow’s Opportunities
Across the AEC industry, one principle rises above all others. The strongest and most effective form of business development is the quality of work delivered on current projects. When teams communicate clearly, meet deadlines, solve problems proactively, and provide a smooth experience for clients, those clients often return for future phases, refer additional work, or share their positive experience with colleagues. Consistent quality builds trust, and trust is the foundation of long term client relationships.
High performing project teams also create opportunities by demonstrating reliability. When clients feel confident that Sunrise or Utah Testing understands their needs and will follow through without hesitation, they are more likely to reach out early when new needs arise. Many industry leaders emphasize that this type of excellence is the most natural form of business development because it grows from genuine partnership rather than intentional pursuit. Strong project delivery speaks for itself, and it often opens doors that no amount of outreach alone could create.
A Success Story: Agri Park Six County Association of Governments
A recent example comes from the Agri Park project supported by Jesse Ralphs and the Sunrise team. The Agri Park concept had been in development for several years, with R6 focusing on creating a regional logistics hub to support family farms in central Utah. Sunrise recognized early that the scope was broad, and the team joined with WSP to pursue the initial feasibility study.⁶
WSP served as the prime consultant, but Sunrise provided most of the on the ground work. This allowed the team to work closely with R6 decision makers, respond quickly to questions, and help shape the study in meaningful ways. The consistent communication and visible problem solving strengthened the client relationship significantly.
After the feasibility study was complete, Sunrise positioned itself as the go to firm for continued consulting support during the transition into the next project stage. When the master plan RFQ was released, Sunrise teamed again with WSP and also with Jones and DeMille. This created a strong and unified team that eliminated internal competition and aligned well with what R6 needed. Sunrise was selected as the prime consultant for the master plan and is coordinating the work across the full team.
Jesse summarized the experience clearly. Being the preferred provider is not something that can be taken for granted. Success depends on being responsive to the client’s priorities and being the team they can count on.⁶
Working Together to Build Relationships
Successful business development grows when technical staff, project managers, and business development personnel share information openly. Collaborative communication strengthens proposals, improves project conversations, and helps teams anticipate client needs before they turn into formal requests. Internal collaboration also ensures that success stories can be shared across the company so business development teams can highlight them in future pursuits.
Looking Ahead to 2026
The most important message moving into the new year is simple. Business development is not about selling. It is about how we serve. Every well delivered project, every thoughtful question, and every timely follow up strengthens the relationships that create long term trust. When clients know they can count on Sunrise and Utah Testing, new opportunities will continue to grow.
Footnotes
- Keri Hammond, “How Do You Define AEC Business Development” MARKETLINK, October 3, 2022
- “Business Development Is Everyone’s Job” Zweig Group Blog, December 10, 2023
- Beth Fillerup, “Business Development: Building Relationships That Build Work” MARKETLINK HUDDLE, September 29, 2025