In this article (and video above), I talk with Mark Ibarra and Ben Frerichs, P.E., Managing Directors at 1898 & Co., about their career journeys and how obtaining a PE license and continuous professional development have influenced their success and credibility in business development, client management, and engineering consulting.
Here Are Some of the Questions I Asked Mark and Ben:
- How has your career journey as a mechanical engineer led you to your current leadership role in sales and marketing, and how did your PE license influence this transition?
- How do continuous professional development and obtaining additional certifications help maintain client relationships and secure new business?
- How has your PE license enhanced your credibility and effectiveness in business development roles?
- How do technical qualifications impact client trust and relationship-building in your experience?
- Can you share specific examples of how your PE certification helped you secure new business?
- What strategies do you find most effective in using technical expertise to win new projects as a managing director in business development?
- Besides technical expertise and certifications, what other skills are essential for success in sales, business development, or consulting within the engineering sector?
- What advice would you offer to young engineers considering the PE exam and other certifications, especially if they want to transition into client management, sales, or business development roles?
Here Are Some Key Points Discussed in This Episode:
- Engineers who gain hands-on experience in the field often discover a passion for client-facing roles, such as business development or project management. This shift can open up new opportunities to lead projects and build strong client relationships.
- Continuous professional development and certifications like the PE license are essential for staying competitive in the industry. These efforts not only enhance technical knowledge but also demonstrate a commitment to excellence, which helps build trust with clients. Staying current with certifications ensures that clients see you as a credible and reliable partner, which strengthens relationships and helps secure new business.
- Obtaining a PE license significantly boosts credibility by showcasing technical expertise and industry knowledge, which clients appreciate when making critical business decisions. This enhanced trust facilitates smoother conversations, allowing for the positioning of oneself as a reliable partner in solving complex challenges in business development.
- Technical qualifications, like the PE license, significantly boost client trust. These certifications show that a professional has the expertise and knowledge to handle complex projects, which gives clients confidence in the individual’s abilities and helps build long-term, strong relationships.
- Certifications like the PE license not only enhance credibility but also help professionals build trust with clients by showcasing their expertise upfront. This trust forms the foundation for stronger client relationships and increases the likelihood of securing more significant projects.
- Presenting a well-rounded team with the right skill sets and certifications is one of the most effective strategies for winning new projects. Clients trust that they are partnering with knowledgeable professionals when a team showcases its technical expertise, ensuring that the right people are in the right roles to deliver high-quality results.
- In addition to technical expertise, listening is one of the most crucial skills for success in sales and business development. Being an active listener allows engineers to understand client needs more deeply, ask better questions, and ultimately build stronger relationships. Trust and authenticity, coupled with following through on commitments, are equally important in maintaining those relationships.
- For young engineers, obtaining certifications like the PE license is a solid investment that will not only boost your credibility but also provide the confidence needed to navigate client management and business development roles. Continuous learning and stepping out of your comfort zone will open new doors, and having a certification will help build trust and position you as an expert in your field.
About Mark Ibarra
Mark is a Managing Director at 1898 & Co., part of Burns & McDonnell. 1898 & Co. is a global business, technology and security consultancy serving critical infrastructure industries. We partner with clients to plan, secure and optimize their business. As part of Burns & McDonnell and our 125 years of industry experience, we understand the complexity of your asset-intensive business model, the trends impacting your industry, and the need to ground big ideas in operational realities.
About Ben Frerichs, P.E.
Ben Frerichs is a Managing Director at 1898 & Co., a global business, technology, and security consultancy that partners with clients in critical infrastructure industries to deliver strategic insights and sustainable solutions. With over 120 years of industry experience as part of Burns & McDonnell, 1898 & Co. specializes in providing practical, real-world solutions for asset-intensive organizations.
In his role, Ben focuses on developing and achieving successful business outcomes for clients, aligning their goals in areas such as cyber resiliency, revenue growth, productivity improvement, and risk management. He is passionate about bringing together the right people with the right skills to ensure each project’s success. Ben’s hands-on experience and technical expertise as a licensed professional engineer (P.E.) have helped him build trust and credibility with clients across diverse industries.
Sources:
1898 & Co.
Burns & McDonnell
University of Nebraska at Lincoln
Arizona Public Service Company (APS)
This Episode Is Brought to You by Burns & McDonnell
At Burns & McDonnell, our engineers, construction and craft professionals, architects, planners, technologists, and scientists do more than plan, design, and construct. With a mission unchanged since 1898 — make our clients successful — our more than 13,500 professionals partner with you on the toughest challenges, constantly working to make the world an amazing place. Each professional brings an ownership mentality to projects at our 100% employee-owned firm, which has safety performance among the top 5% of AEC firms. That means we think like owners, working through each challenge until it’s resolved, meeting or exceeding our client’s goals. Find out more about Burns & McDonnell here: burnsmcd.com/careers
I hope you found this article helpful. In upcoming articles, I will solve some more PE exam practice problems and answer other questions from our subscribers. Pass the PE Exam videos will publish weekly, so be sure to click the subscribe button so you don’t miss something that could make a substantial difference in your exam result.
Lastly, I encourage you to ask questions in the comments of this video, or on this page and I’ll read and respond to them in future videos. So, if there’s a specific topic you want me to cover or answer, we have you covered.
I’ll see you next week… on Pass the PE Exam
Anthony Fasano, P.E., AEC PM, F. ASCE
Engineering Management Institute
Author of Engineer Your Own Success
