The Evolution of BD: How Relationships and Strategy Drive Growth Today
Posted on Apr. 26, 2026 / Event Recap / Subscribe 0
The Evolution of BD: How Relationships & Strategy Drive Growth Today
Last Thursday, more than 40 AEC professionals gathered for a morning of connection, conversation, and meaningful insight at SMPS-NY’s The Evolution of BD: How Relationships & Strategy Drive Growth Today.
Hosted by Alliant Insurance Services, the program began with networking over breakfast, where members and guests had the chance to connect before diving into a candid discussion about how business development continues to evolve - and what it takes to drive growth in today’s market.
Moderated by Andrew Weinberg, panelists Ann Dumas-Swanson, Ben Thomas, Bill Brody, Julie Pampuch, and Marc Hochlerin shared practical, experience-backed perspectives on relationship-building, strategy, and the mindset required for long-term success.
One message echoed throughout the discussion: business development is fundamentally about trust - and trust is built over time.
Key Themes from the Discussion
BD belongs to everyone
Business development is no longer confined to a title or department. When everyone in a firm shows up with strong work, authentic relationships, and a service mindset, they contribute to growth. The doer-seller model is evolving, and firms embracing that shift are setting themselves apart.
Relationships drive opportunity
Strong business development starts long before a pursuit. Panelists emphasized the value of building trust over years, seeking warm introductions through existing relationships, and investing in genuine connections before opportunities emerge.
And the mindset matters:
Make it “What can I do for you?”, not “What can you do for me?”
Because as one panelist put it, you don’t make a sale - you make a client.
Strategy means focus - and knowing when to walk away
A disciplined pipeline requires thoughtful qualification and strong no-go decision-making. Slowing down before the proposal stage and focusing resources on the right pursuits protects energy and strengthens outcomes.
Own the client, not just the project
The relationship doesn’t end when a project does. Clients remember the experience of working with you as much as the deliverable itself. Staying connected between engagements and creating meaningful touchpoints keeps relationships strong.
Authenticity is a competitive advantage
Again and again, the conversation returned to sincerity, trust, and genuine intent. Authenticity isn’t a soft skill—it’s often what differentiates you.
Panelists also reinforced the power of the 80/20 rule: spend 80% of your effort building personal relationships and only 20% focused on direct business asks.
Build your entourage
Mentorship emerged as another critical theme. Building a “sounding board” of mentors and peers across career stages and disciplines can sharpen instincts, challenge assumptions, and support long-term growth.
How you respond when things go wrong matters
Some of the strongest client relationships are built during difficult moments. When issues arise: listen carefully, have the conversation directly, take ownership, and respond with accountability.
Raindrops Create Oceans
One of the morning’s most memorable moments came when Julie Pampuch referenced Will Guidara’s Unreasonable Hospitality and shared a reminder that resonated across the room:
Every follow-up. Every introduction. Every thoughtful gesture. Every act of care.
That’s how relationships are built. And that’s where growth happens.
Thank You!!
A very big thank you to our moderator Andrew Weinberg along with panelists Ann Dumas-Swanson, Ben Thomas, Bill Brody, Julie Pampuch, and Marc Hochlerin for sharing their expertise and candor.
And special thanks to Alliant Insurance Services for hosting and sponsoring the event, and for supporting conversations that strengthen our industry community.
Finally, thank you to the 40+ members and guests who joined us and contributed to the energy in the room.
This is exactly why community matters. 🙌
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