Strategy is more important than solutions. To our clients, the solution to their infrastructure problems is not as important as the journey they take with you to that solution. Assuming that the infrastructure solution is fairly equal among all competitors, then the journey to that solution is what matters to the client. Every engineering project is a journey and the engineer who makes the client’s journey the easiest and most rewarding will win more work and more loyalty.
So what differentiates one engineer from another? The solutions are relatively the same. Differentiators are the characteristics of the journey. These include speed, ease, cooperative problem-solving, creative funding, communication, responsiveness, regulatory compliance, innovative delivery, contractor cooperation, and budget. On these attributes of the journey, the client’s experience from one engineer to another can be dramatically different.
While every good engineer should be focused on the technical solution, remember you are hired based on the perceived journey of your client. What could you be doing differently to make their journey easier and more rewarding?
Gabe Lett, FSMPS, CPSM, LPC