The Role of the Technical Professional in Business Development

By Christine Coutts

Professional services business development at its best is focused on creating and sustaining long-term relationships for your firm. Relationships with a firm are developed with the people at the firm. Technical professionals play a critical role in sustaining and strengthening those relationships once they are established.

The Technical Professional’s Role in Sustaining Client Relationships

As in any relationship, it evolves over time. Once a technical professional begins project work, that relationship grows and matures. At that point, the role of the business developer shifts into a support role, working alongside the technical team and the client to ensure the relationship continues to benefit all parties.

Relationship Building Takes Different Forms

When a professional relationship begins, whether through the start of a project or an introduction by your business development team, a colleague, or a networking event, it marks the beginning of a partnership. The technical professional provides services, but also becomes a trusted partner to the client. This is especially true in architecture, engineering and construction, where projects can span months or even years.

Many technical professionals feel pressure to seek out initial contact in the interest of generating work for their firm. This pressure can create anxiety. How often have you been asked to attend a networking event or host people you don’t yet know for lunch? For many, these situations feel uncomfortable.

In practice, this is where strong coordination with a business development team is invaluable. Some professionals genuinely enjoy initiating relationships in these settings, while others contribute most effectively once a project is underway. I have worked with both types of technical professionals, and both can be equally successful in building strong professional partnerships.

What consistently matters most is authenticity. Preparation also helps to ease discomfort. Having your business development team share who you may meet, what their role is, and what the firm hopes to accomplish through the relationship can make these interactions far more manageable. Taking time to clarify what you want to accomplish in the relationship also helps set the tone for a productive conversation. A little preparation goes a long way.

For those who experience more significant anxiety about networking outside of the project work, focusing on professionalism, attentiveness, and respect, rather than performance, can make these interactions more approachable.

Why Project Work Is the Strongest Business Development Tool

Another important consideration is that much of a firm’s work comes from repeat clients. Technical professionals should not feel pressure to always be networking or pursuing new relationships. One of the strongest opportunities to build relationships and generate future work occurs during project meetings.

You are already at the table with client partners, solving problems and applying your expertise. Demonstrating reliability, collaboration, and thoughtful problem-solving during active projects is one of the most effective forms of business development. When clients trust you and enjoy working with you, they are far more likely to call when the next project arises.

Christine Coutts is a consultant at MARKETLINK, supporting architecture, engineering, and construction firms with strategic business development guidance. With a background in architecture and experience on the business side of the built environment, she works closely with clients to clarify goals, strengthen relationships, and advance initiatives with focus and intent. Christine brings a deep understanding of the AEC industry and a collaborative, relationship-driven approach to her work.