Friendly Competitors

It happened again. Someone I met is a “competitor” so at first, my guard is up. Then after talking to them for a few minutes or doing my research on them, I see a clear line between us. We’re actually different and looking for different clients. Sometimes we have the same type of clients, but offer slightly different services or methods, thus still making us different.

One of the biggest challenges non-A/E/C (Architecture/Engineering/Construction) marketers have in understanding the build industry is competition because one day you work with a firm and the next you’re bidding against them and possibly hate their guts. That’s A/E/C. One of the best parts of SMPS (an A/E/C marketing and business development association) is “competitors” are friendly and many times work to team their companies together on larger opportunities.

Let me give you a few examples. As you know, we do construction marketing. As does the Construction Marketing Advisors and Contractor Dynamics. We are geographically separated (New Orleans, Chicago, and New Jersey respectively), but we all work nationally. I took a step back and learned more about each of their companies and client bases. We predominantly work with large general contractors, usually companies that gross over $100 million annually. The Construction Marketing Advisors works with construction products and Contractor Dynamics works with general contractors from half-million dollars to $10 million in gross sales. Its easy to see the lines of distinction between us now.

I’ve also been able to refer each of these companies recently because their expertise would better serve the company I’m talking to. Yes, I passed up on a potential client, but I know they will refer me when the time is right and I’d rather work with my ideal client.

Who are some of your competitors that are potential partners, team members, and/or referral sources?