In the MEP world, most contracts aren’t won by being the lowest price—they’re negotiated. And that means securing a project isn’t just about your technical abilities. It’s about trust, expertise, and showing clients that you’re the partner they want in their corner from start to finish.
Why is this tough?
It’s not enough to be good at your job. Clients are looking for someone they can rely on to guide them through the entire project. If your firm isn’t already in their circle of trust—or worse, if you don’t have the reputation of being a reliable, collaborative partner—it’s hard to break in. Without new contracts, growth stalls, and you’re stuck with fewer opportunities to move the business forward.
How to secure more contracts:
The secret sauce? Relationships. Being a trusted partner starts with getting involved early. Don’t wait for the contract to be on the table—start proving your value in the pre-design and design stages. Provide solutions that hit the client’s goals—whether it’s cutting costs, boosting energy efficiency, or integrating the latest tech. Show them you’re more than a service provider—you’re a key part of their team.
Make collaboration a top priority. Whether you’re working with clients, architects, or general contractors, be the firm that plays well with others. Highlight past projects where your team not only delivered but did so through strong teamwork and open communication. Clients want a partner they can trust to keep things smooth when the heat is on.
Lastly, make sure you’re visible in the industry. Publish articles, speak at events, host webinars—be the thought leader who’s always part of the conversation. Whether it’s sustainability, smart buildings, or innovative HVAC systems, show that you’re ahead of the curve and know how to tackle complex challenges.
Why this matters for hiring:
To win these negotiated contracts, you need more than great engineers—you need people who can build relationships, communicate clearly, and problem-solve on the fly. Engineers and project managers who can walk into a room, offer expert advice, and align with the client’s vision are the ones that close deals. Building a team with these skills means your firm stays competitive, no matter how tough the market gets.