Engineering - AEC Services

SALT Marketing has extensive experience supporting large General Contractors, Architects, Engineering Procurement, and Construction Management firms seeking large complex projects. The clients supported by SALT in this industry understand that relationships and reputation are critical to the sale. Furthermore, it’s often necessary to be talking with a prospect well before the scope of a project is defined. Our clients benefit from introductions to large accounts where there is repeatability for projects across multiple facilities

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling in the AEC services industry. In order to be successful, we aim to work with leading suppliers who can win when we get to the closing table. SALT is seeking clients with Operational Maturity who close the deals that we bring in. While relationships take time to develop, SALT has a proven process that involves exchanging information of value over time to build trust. Ultimately, SALT is looking to work with clients with a proven process and scalability.

“Within the first six months, SALT has introduced us to several viable opportunities. The most notable is with a food manufacturing company with a $500M growth initiative and an immediate $100M facility expansion. We’re pleased with how quickly SALT understood our value propositions and brought them to the market.”

- Vice President - Midwest General Contractor

Client Capabilities

• Architecture, Engineering, Construction Management
• Building and Facility Design
• Speciality Process Engineering
• Program Management
• Historic Preservation
• Site Evaluation
• Data, Fire and Security
• Master Planning
• Interior Design
• Sustainability in Design

Frequently Asked Questions

We’re a smaller construction contractor. Are we a fit to work with SALT?

Possibly. SALT seeks to convert accounts for our clients worth more than $100,000 in revenue potential. You need to have the capacity to support and deliver this type of work regularly. Please complete our Operational Maturity Assessment to determine if there could be a fit.

We’re a large EPC firm with incredibly complex projects. How can you possibly help?

SALT has experience working in the AEC space with EPC firms. Our goal is simple: build a relationship with the right people inside a target organization on your behalf. If it’s a single location, there might be a CAPX project every 50 years. We want to be on the list and top-of-mind with the owner when that project happens. Targets with multiple locations typically have people or teams dedicated to these types of projects. We spend more time on these accounts due to the potential for repeatability. As soon as any opportunity is identified, we hand that relationship back to the client to pick up the technical aspects of the sale.

We don’t have a target list. Can SALT help us to identify ideal customers to call on?

Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.

Who owns the contacts and the data as a result of the engagement?

As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.

We have an existing internal sales team, can SALT still help us?

As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

• Opportunities Identified
• Typical Process
• Success Story

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

One Midwest Construction Management company partnered with SALT Marketing to supplement the efforts of the internal sales team. The internal team was largely made up of former engineers who specialized in the technical aspects of selling a project. SALT's strategic approach involved implementing a dedicated hunting team to ensure the internal team focused on selling to qualified prospects while SALT focused on hunting. Through targeted prospecting, relationship cultivation, and value-driven engagement, the results were significant. The client benefited from branding within specific target accounts and a regular stream of active projects.

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