Salesforce

By audience

Business Development

• Tracks the pursuit pipeline as opportunities, advancing each prospective project through go/no-go, shortlist, interview, and award stages
• Manages client and owner relationships with account/contact records, capturing key decision-makers, A/E partners, and past project history
• Logs bid and proposal activity so BD leads can forecast hit rates and weight pipeline value by win probability
• Records touchpoints, meetings, and capture-plan tasks against each pursuit to keep teaming and proposal efforts coordinated
• Surfaces dashboards on win/loss, backlog, and pursuit cost to inform which RFPs and clients to chase

Marketing & Communications

• Segments clients and prospects to target email campaigns, newsletters, and event invitations for AEC market sectors
• Captures inbound leads from web forms, conferences, and award announcements and routes them to BD for qualification
• Tracks marketing-sourced opportunities through to award to measure campaign and event ROI
• Maintains a reusable database of project references, client contacts, and qualifications to feed proposals and SOQs
• Coordinates with BD on account intelligence so outreach aligns with active pursuits and key relationships

Executive Leadership

• Monitors firm-wide pipeline, backlog, and revenue forecasts through executive dashboards and reports
• Reviews win rates and pursuit costs by market sector, office, or client to guide strategic growth decisions
• Tracks the health of top client relationships and concentration risk across the portfolio
• Uses opportunity-stage data to inform staffing, capacity, and resource-planning decisions
• Sets and measures BD targets, holding teams accountable to pipeline and conversion goals

By phase

Concept & Planning

• Captures early project leads and inquiries before a formal RFP, seeding the pursuit pipeline
• Tracks go/no-go decisions and capture planning during the pre-positioning phase of a pursuit
• Stores client requirements, project parameters, and stakeholder contacts gathered during initial scoping
• Coordinates teaming, proposal, and interview activities that occur ahead of contract award
• Feeds qualification and reference data into proposals shaping the project's earliest definition