Staying the Course in Business Development
Jon Meyers, Principal, Vice President, Business Development | Calibre Engineering
My career as a Business Development Professional has been filled with challenges, disappointments, and losses—but like many people, those are not the stories we tend to share. More often, people want to hear about recent wins, company growth, and positive momentum. While maintaining an optimistic outlook is important, the lessons learned through adversity are just as valuable—if not more so—and are too often left unspoken. Business development in the AEC industry is built on long timelines, unpredictable outcomes, and an extraordinary amount of unseen effort. I’ve supported pursuits that took years to develop, only to see the opportunity ultimately awarded elsewhere. I’ve invested deeply in relationships that later stalled or disappeared without explanation. These experiences can be discouraging—but they are also where the greatest growth occurs.
I am deeply grateful to those who have supported and encouraged me throughout my career. Their mentorship and belief helped shape who I am today, and I strive to pay that forward. I am equally grateful for the challenges and roadblocks I’ve encountered, because they forced me to think creatively, persevere, and grow stronger. Each experience has helped shape both me and Calibre into something more resilient. As I reflect on my career and others in this profession, I believe we share a defining trait: we stayed the course. Not blindly—but with discipline, perspective, and belief in the long game. This year, I am proud to celebrate 20 years with Calibre, and I am grateful for both the difficult seasons and the rewarding journey that brought me here.
The Long Timelines of Business Development
Unlike transactional industries, AEC business development is rooted in trust. Owners are not simply selecting a firm—they are selecting partners who will help shape complex and meaningful projects. Some of the most impactful opportunities in my career developed over a decade or more. Calibre’s federal market, for example, originated from a friendship I formed in college. It took eleven years before that relationship evolved into our first actionable federal opportunity. More recently, another project emerged from a connection that began over 15 years ago.
These experiences reinforced an important truth: early conversations are rarely about immediate opportunity. They are about learning, listening, following up, and demonstrating genuine care. You are building trust and planting seeds long before you are building a pipeline. It can be discouraging to invest years without visible results. But in AEC business development, time is not wasted—it is invested. Those who continue showing up, investing in relationships, and supporting their teams build credibility. Every meeting, industry event, and follow-up contributes to familiarity. Familiarity builds trust, and trust ultimately creates opportunity. The timeline may be long, but the foundation it creates is durable.
Losses Are Often the Greatest Learning Moments
Every Business Development Professional knows the experience of investing significant time and energy into a pursuit—helping position the team, building relationships, and shaping strategy—only to learn another firm was selected. In those moments, it is natural to question your approach, your value, or your direction. But over time, I have learned that losses are not failures, but are sources of information. At Calibre, we approach losses as a team. We request debriefs, listen carefully, and ask important questions…did we fully understand the client’s priorities? Did we engage the right people early enough? Did we clearly communicate our value? Did we build the level of trust needed for selection? These conversations are not about assigning blame. They are about growth. Over time, these lessons have sharpened our instincts. We have learned to read subtle signals, strengthen our positioning, and continuously improve. We have become more effective not in spite of adversity, but because of it.
Reputation Is Built Every Day
One of the most encouraging truths about business development is that progress is often happening even when you cannot see it. Our industry is always observing. Owners, consultants, and partners share their experiences and impressions. They remember who followed through, who was prepared, and who demonstrated professionalism—especially during difficult pursuits. Calibre has built a reputation for consistency, reliability, and service. Our goal has always been to be seen not simply as another consultant, but as a trusted partner.
Interestingly, some of our most meaningful opportunities have come after losses. Relationships formed during unsuccessful pursuits later led to invitations, recommendations, and new work. The professionalism demonstrated during those moments left a lasting impression. Reputation compounds quietly. Every interaction contributes to it. Over time, it becomes one of your most valuable assets.
Industry Roadblocks Create Opportunity
The AEC industry is cyclical. Markets tighten, funding slows, and pipelines shrink. These periods can be some of the most challenging for business development professionals. Momentum becomes harder to maintain, and progress can feel invisible. But these seasons also create opportunity. When fewer projects are active, conversations become more meaningful. You have the opportunity to listen more closely, strengthen relationships, and better understand future needs. Many of the strongest partnerships are formed during difficult markets—not booming ones.
I began my business development career in 2007, during the Great Recession. It was an uncertain and challenging time, both professionally and personally. I am incredibly grateful for the support and mentorship I received during that period. Those experiences shaped my perspective and reinforced the importance of resilience. They also inspired my commitment to mentoring others. Helping others navigate challenges and develop their own business development skills has become one of the most rewarding parts of my career. Adversity does not prevent growth—it often accelerates it.
Practical Lessons for Staying the Course
Through both successes and setbacks, several lessons have guided me:
Control what you can control. You cannot control timing or decisions—but you can control your preparation, effort, and attitude. Be genuine, prepared, and consistent.
Detach your identity from outcomes. A lost pursuit does not diminish your value or potential. Likewise, success should be met with humility. Stay grounded.
Focus on relationships, not just results. Results follow trust. Trust follows consistency.
Maintain perspective. Short-term challenges rarely define long-term success.
Keep moving forward. Progress often comes from persistence—continuing forward when others step back.
Staying the Course
Business development is not about avoiding adversity—it is about growing through it. The setbacks, losses, and uncertainty are not signs that you are off course. They are part of the journey. Over time, persistence builds trust. Trust builds reputation. And reputation builds opportunity. What separates those who succeed in this profession is simple: they continue showing up. They continue investing in people. They continue believing in the long-term value of relationships. They stay the course.
As I reflect on 20 years at Calibre, I am grateful for both the challenges and the opportunities. Each experience has contributed to the journey, and I look forward to continuing to build relationships, support our industry, and help others navigate their own path in business development. If my experiences can be helpful to others facing similar challenges, I am always happy to connect and share what I have learned along the way.