Winning more of the right work starts long before the RFP. It starts with pipeline discipline, proactive positioning, and breaking down silos.
Marketer turned business developer Lee Jarboe, FSMPS, CPSM of JE Dunn Construction, shares how accurate pipeline data, smart market mix, and account-based marketing shorten the path from first touch to real conversations about client needs. With examples from large, multi-market operations, Lee explains why sales is a leading indicator, how to time resources, and when to say no so you can win better.
She also makes the case for cross-functional alignment. Include marketing and BD in strategic growth talks, communicate the “why” behind pursuits, and stop the silos. The payoff is faster trust, sharper go/no-go calls, and teams that are all in when it counts.
Topics discussed in this episode:
- AEC marketing
- Pursuit strateg
- Sales pipeline
- Go/no-go decisions
- Account-based marketing
- Client experience
- JE Dunn Construction
Connect with Lee Jarboe, FSMPS, CPSM of JE Dunn Construction:
Website: https://jedunn.com/
LinkedIn: https://www.linkedin.com/in/leejarboe/
Connect with Katie: https://www.linkedin.com/in/kacash
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Transcript:
Check out the transcript for this episode here.
