In the highly competitive AEC industry, firms are constantly searching for new approaches to gain an edge over their rivals and secure the favor of discerning clients. However, what if a shift in mindset towards collaboration could prove even more effective?
This is exactly what Terracon and Falcon Engineering (Falcon) did – broke down the competitive mindset – and, instead, joined forces to secure the testing and special inspections services for two megasite projects in the State of North Carolina. While both companies offer overlapping services and often compete for work, they identified a unique opportunity to come together and benefit the client.
With staffing shortages becoming a widespread challenge among engineering firms, Falcon and Terracon saw this as an opportunity to come together to bolster our services and benefit the Client. For the first megasite, Terracon holds the main contract for testing, and, when they saw the need for additional staffing on the project, a call was made to Falcon. After a series of discussions on how the two firms could work together, and a shared commitment to excellence, Falcon joined Terracon’s existing contract, ultimately providing more efficient and effective services for the client.
With a successful teaming arrangement underway on megasite one, Terracon and Falcon decided to continue this strategy to win the testing and inspection services for a second megasite project in North Carolina. The two companies presented a successful working arrangement to the Owner, who was impressed by the strategy and awarded the work directly to Terracon and Falcon.
“As a large, multi-office engineering firm, we recognize the importance of collaborating with smaller businesses that bring unique expertise and perspectives to the table. Falcon’s status as a woman-owned business combined with their knowledge and relationships, proved valuable in securing these megasite projects.” – Joe Starr, Senior Principal, Terracon
These teaming arrangements are a prime example of leveraging personal and professional relationships to secure work. “We don’t have to want our competitors to fail in order for us to win,” says Charles Wilkins, Business Development Manager, with Falcon Engineering. “Utilizing your network and relationships to take care of your clients’ projects will always win.” Joe Starr, Senior Principal at Terracon added, “As a large, multi-office engineering firm, we recognize the importance of collaborating with smaller businesses that bring unique expertise and perspectives to the table. Falcon’s status as a woman-owned business combined with their knowledge and relationships, proved valuable in securing these megasite projects. We believe in supporting and lifting up diverse voices in our industry, and our partnership with Falcon is a testament to that commitment.”
Terracon and Falcon continue to receive positive feedback from the megasite project Owners, and both firms are pleased with the work we are doing together. It’s not every day that competitors team up, but Falcon and Terracon have demonstrated that a collaborative mindset can lead to remarkable success.