10 Practical Tips for Consultants in Construction to Build Business
Recently, a client of mine mentioned that some of his new staff didn’t really know what to do when it came to business development. They were excellent technically, but when it came to growing relationships or spotting new opportunities, they were unsure where to start. He asked me for some advice — and it got me thinking: this is a challenge across the consultancy world, from surveyors and engineers to project managers and beyond.
Business development doesn’t have to be intimidating. At its core, it’s about building trust, visibility, and long-term relationships — skills most consultants already have. Here are 10 practical ways to approach it:
1. Shift the Mindset: It’s Not Selling, It’s Helping
Clients don’t want a hard sell. They want partners who understand their challenges and can help them deliver. Think of business development as problem-solving — something you already excel at.
2. Know Your Market
Be aware of the wider context your clients are operating in — planning changes, funding pressures, sustainability goals, or skills shortages. If you can talk knowledgeably about industry issues, you’ll be seen as more than just a technical expert.
3. Tell Stories from Projects
Real-world examples resonate far more than abstract capabilities. Share stories: how you solved a tricky technical issue, managed risk effectively, or delivered value engineering. Stories make your expertise memorable.
4. Be Visible
Attend industry events, contribute to panels, join webinars, and post insights on LinkedIn. You don’t need to dominate every room — just showing up consistently helps you become known and trusted.
5. Build Relationships, Not Just Contacts
A business card or LinkedIn connection isn’t business development. Nurture relationships by following up, arranging coffees, and keeping in touch over time. People buy from people they know and trust.
6. Use Everyday Interactions as Opportunities
On-site visits, progress meetings, or catch-ups are all chances to spot opportunities. Listen carefully, ask about future plans, and position yourself as someone who can help beyond the current project.
7. Develop Your Soft Skills
Clear communication, empathy, and active listening often matter as much as technical brilliance. Practice explaining complex issues simply — it makes clients more comfortable and positions you as approachable.
8. Collaborate Across Disciplines
Within a consultancy, the best business development often comes from teams working together. An engineer might introduce a surveyor, or a QS might flag a project manager’s expertise. Share opportunities internally and everyone benefits.
9. Follow Up Consistently (and Professionally)
Don’t let good conversations fade away. A short follow-up note or call can keep the relationship alive. The key is to be consistent without being pushy — professional persistence builds trust over time.
10. Play the Long Game
In construction, projects take years to come to life, and relationships take time to build. Business development isn’t instant — but if you keep showing up, adding value, and staying visible, opportunities will follow. Business development isn’t about becoming a salesperson. It’s about being a trusted partner, understanding your client’s world, and showing how your expertise can make their projects smoother, safer, and more successful. Do that consistently, and even technically minded staff can confidently contribute to growing the business.