Differentiators: The Never-Ending Question

by Beth George

So this morning I'm in a strategy session with various technical folk and we're brainstorming about several upcoming pursuits.  Each is right in our wheelhouse; we know the owners, their wants and needs, identified issues, have experience doing exactly this kind of project.  Just like you do.
 
And we, just like you, must answer the question; for every project, every time: What sets us apart? Why will the client choose us? What makes us special?
 

We know what we think makes us the obvious choice.  We have 70 years of experience providing geotechnical, environmental, materials testing and inspection services on just about every type of project there is.
 
Not that this isn't great, because it is.  It's just not enough. Our competitors have decades in business, rock-star staff, impressive project experience, just like us.  We're all really good firms who can complete the project on time and on budget.  So, again, what makes us the best? What are our differentiators?
 
It's easy to look to the wholly non-technical things: relationship chief among them.  Everyone knows our industry is relationship- (and coffee) driven.  It's such a subjective thing.  And, to go even deeper, it's not just that a relationship exists, it's what kind of connection you have with the owner and prime.  Purely technical? Lunch every few months? On a first name basis with his wife and kids?
 
That said, relationship should be only an un-official tie-breaker.  Most of the time, one firm is just a better fit for a particular project.
 
How can we be 'the better fit'? Back to differentiators.  So we go over notes, do our homework, dig for something that others might miss. Just like you.  Sigh...




Beth George is the Director of Business Development for Converse Consultants. This post is a stream-of-consciousness rant born of too much coffee and thinking; and does not reflect the opinions of the company in general, it's officers, or fellow coffee-soaked employees.

Converse Consultants is an industry leader in geotechnical engineering, and environmental, groundwater and materials sciences. We are celebrating our 70th year of service. 

For more information about Converse please contact Beth George at bgeorge@converseconsultants.com