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Harding & Co, Sales Training for Engineers, Sales Training for Architects

Sales Training & Coaching for


Engineering & Architecture

Engineers and scientists select their fields of study based on their strong analytical skills. When they become project managers, responsible for project delivery and for business development, technical professionals oftentimes feel unprepared and anxious because they are not sure how to grow revenue. Our research and work over the last 25 years has found that the most successful engineering firms set expectations early in a professional’s career for client development actions and market visibility. Strong mentors, who themselves are strong seller-doers, are also critical for knowledge transfer to future leaders on behaviors which yield the highest long-term growth.

Here’s what happens when Harding & Co helps professionals navigate the BD Maze . . .

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Rick’s Story…Focus on relationships, not projects


Rick was a Project Manager at a 200-person regional engineering firm.  Within five years, most of the firm’s notable rainmakers planned on retiring and the firm did not have individuals who could sustain their revenue and growth.  Practice leaders identified Rick and eleven additional project managers as potential future firm leaders and enrolled them in Harding & Co’s Rainmaking Program to help accelerate their business development skills.

Rick was technically strong and clients loved working with him, so he was always highly billable.  Practice leaders, however, wanted Rick to quickly transition from project delivery to revenue generation. In order to accomplish this, Rick needed a stronger understanding of the business development process and more discipline with maintaining existing relationships and building new ones.

Working with Harding & Co’s coach with extensive A/E expertise, Rick increased the number of his networking meetings per week over 275% from 4 to 11 per week, which quickly expanded his market visibility and client outreach. Within six months, Rick also grew his active network 250% from 10 to 25 strong client contacts which prompted a significant increase in his project opportunities.  After six years of completing the Rainmaking Program, Rick ascended to the role of President of the firm and has successfully led it over the last 15 years to become one of ENR’s Top 200 firms, now with over 700 employees and 16 offices nationwide. 

 
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