Partner Type 1: Architects / Developers / GCs
Model: “Multi-BU Land → Deepen → Expand”
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Who they are
Large-scale firms bidding on or selected for construction projects. They act as the primary point of contact and subcontract structural engineering to specialists.
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How buying happens
PARENT ACCOUNT (The Logo)
BU: Industrial→BU: Modular→BU: Residential
- Decisions flow through Multiple Business Units (BUs).
- Each BU operates like a mini-company with its own leadership and vendor preferences.
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What you need to do
1. Account Mapping
Identify BU leaders (GMs, Principals) and influencers for every relevant unit.
2. The Wedge Strategy
Win one BU first. Use that credibility to jump into adjacent units.
3. Intent Visibility
Track bids, permits, and RFP activity. Each BU has a different "buying window."
The Outcome
A repeatable system to win work where the parent is the logo, but BUs are the real buying units.