Business Development
Kim Baker has over 20 years of experience and an in-depth knowledge of market-focused strategies that accelerate market growth and opportunity . But it ’ s her passion for the built ( and non-built ) environment , creating points of connection and developing mutually beneficial relationships that propel her forward . As Director of Project Development , Kim leads by example , listening closely , anticipating client needs in each of our markets , and ensuring that clients are satisfied at every stage of the sales and project cycle . We spoke to Kim to learn more about her approach to project development , how she manages different clients in disparate markets and how she plans to lead the Project Development team to expand our footprint across the AEC industry .
Kim , project development is a relationship-based business function . What ’ s your approach to building and nurturing relationships ?
I think it ’ s really important to build a relationship from a place of authenticity . When I approach people with business growth in mind , I look first and foremost to see who they are as a person , and I look to connect with them on an authentic personal-base level . Whether you ’ re into baseball or ballet , I want to hear about it . Because I think trust is formed from a place of commonality and respect . I might start off with an offbeat question like “ What ’ d you have for dinner last night ?” and build into a conversation about what they ’ re really after in this marketplace , what they ’ re passionate about , what they ’ re less enthusiastic about , and where are those points where we can meet on a business and personal level . It ’ s all about learning about other people and what makes them tick because if the rapport isn ’ t there , the relationship is not going to go very far .
You must vary your development strategy to vibe with the unique features of each market . How do you effectively organize yourself and your team to manage clients in markets that may be very different ?
It takes some open-mindedness because we do offer a lot of services across a lot of different markets . I advise myself and I advise my team to do our best to be organized . We try to keep all our data and facts straight , and we use our inhouse database to keep all our information organized and up to date .
FEATURING Kim Baker
Director of Project Development
Once you make the connection that “ Oh , this person ’ s really into healthcare because they want to add something beneficial to their community ” or “ This person is really into higher education because they ’ re invested in STEM and want to build out great facilities that help students learn ” it becomes a little easier to relate that person to a particular market . We need to keep track of who ’ s doing what . Who ’ s got some influence ? We also talk a lot internally about where certain markets and clients are and where they want to be in a few years and find the resources , whether our resources or those of others , to really bring them value . It ’ s definitely not easy , especially since so many markets can overlap . Again , it all stems from this concept of having a good relationship . That allows you to have an open line of communication so we can call and ask those questions to the right people at organizations .
How do you stay attuned to trends and changes not only in each market but in the broader AEC industry ?
Well , I read a lot . Trade journals , business journals , and local , regional and national news . You can learn a lot about what ’ s coming by staying grounded in the current news that affects our communities . I also get a lot of information by attending conferences and workshops that are specific to our industry and even some that are adjacent . I ’ m also constantly talking to folks . It can sometimes sound a lot like gossip , but I have my great friends that I can call and ask , “ Hey , what have you been hearing about this new medical tower in Seattle ?” or “ What are you hearing about this new student housing complex in San Diego ? It all goes back to the importance of authentic relationships .
6 P2S EXTERNAL MAGAZINE SPRING 2024