BUSINESS DEVELOPMENT :
GROWTH , PLANNING AND FORGING RELATIONSHIPS
Business Development is more than just “ sales .” Our BD team builds & strengthens relationships , launches strategic partnerships and works closely with marketing , finance , and management to help expand our markets , gain new clients , grow our business and make our reputation shine .
Associate Principal and Director of Business Development Jesse Urquidi has been with P2S since nearly the beginning . He got his start as a CAD designer and then pivoted to lead the BD department . Since that fateful change , Jesse has used his in-depth industry and market knowledge , relationship-building skills and strategic thinking to help P2S grow and plan for the future . We spoke to Jesse to learn more about the workings of the BD department , what skills are necessary to be an effective business development team member and the best way to build trust with clients .
BD has many facets . Can you briefly explain how your BD team functions within P2S ?
Jesse Urquidi : The P2S Business Development team interacts with the P2S group managers , studio leaders and principals to build relationships with a wide audience of clients , partners , and facility owners . This audience includes General Contractors , facility directors , Vice Chancellors ( Community Colleges , CSU and UC System ), Architects and subcontractors . We gather information on upcoming opportunities , facilitate introductory meetings , and attend various industry and community events to keep P2S “ visible ” to our industry , clients , and community .
What makes an effective BD team member ? What qualities or skills do you look for when hiring ?
JU : I believe you must learn how to engage in business development by listening first and developing the instinct on when and where to share critical information with trusted partners . As a subconsultant firm , P2S has built great relationships with end users in the markets in P2S works . Our ability to find information regarding upcoming projects is a key factor in building relationships with Architects and General Contractors . The ability to listen to end users and architects on their concerns and to bring back this information to our internal team allows for improvement . It gives our engineers the ideas to improve our client service .
What are some of your proven methods to build trust in client relationships ?
JU : First and foremost , the ability to have an honest and frank conversation . Sometimes we must tell the bad news that we are exclusive with another design-build team . Other times we are told why P2S did not get selected . I also have offered to find out information about a client for a design / general contractor partner . Through these conversations , you build trust , and trust goes a long way in the business development world .
So what ’ s your favorite part of your job ?
JU : My favorite part of my job is the number of friendships I have made internally and externally through P2S in my business development role . You soon find out the “ why ” of what AEC professionals do . Are they committed to a sustainable world ? A lot of architects are committed to designing quality facilities . Building owners want a design that they can maintain for years to come . I have observed in my thirty years that leadership at P2S has been able to adapt to these evolving standards and expectations not only from our clients and partners but also from our employees . Lastly , I don ’ t see myself as the “ face ” of P2S . As many of you might know , I am not in many pictures or videos on the P2S website . I prefer to be the man in the background .
6 | Q3 / 2022