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Leadership, Coaching, & Training 

AEC Market Masters specializes in Business Development Leadership and Coaching, offering both on-site and virtual training for individuals and teams. 

Our programs range from Business Development 101 to advanced coaching for seasoned professionals and executives leading key business lines, services, programs, and projects.

Through cutting-edge strategies, we empower teams to refine their approach—effectively conveying themes, messages, and differentiating from competitors. Whether securing new clients or pursuing high-value projects, Market Masters provides the tools and expertise to drive success.

We also offer Strategic Pursuit leadership and coaching, helping firms and their leadership strengthen pursuit teams and win must-win opportunities.

AEC training offerings include:
  • Introduction to BD 101
  • Winning Proposals & Presentations 201
  • Business Development Management and Leadership 501
  • Capture Planning 502
  • Strategic Pursuits 503
  • World Class Presentation 504


We also provide access to Dag Knudsen's essential Professional Services Sales and Marketing training courses, such as "Client Account Analysis" and "Winning Presentation and Proposal Design." These are vital components of AEC Market Masters' Capture Planning process.

The full catalog includes:
  • Proactive Positioning
    • The CPR of Business
    • Client Account Analysis
    • Making Client Contacts
  • Selective Pursuits
    • Strong Go / No-Go
    • The SRT Commitment (by M-M)
    • Building and Managing A Portfolio of Winnable Opportunities, not a Wish-List (by M-M)
  • Design & Delivery of Winning Interview Presentations and Proposals
    • Effective Visual Aids
    • Creating a Favorable Audience Response
    • Creating Audience Centered Presentations
    • Organizing Presentations for Various Situations
    • Storyboard Techniques
    • Winning Proposals

What Makes Us Different

 Industry-Specific Expertise
We’ve worked globally with AECOM, HDR, TYLin, Halff, Dragados, and others.

 Proven Tools & Templates
Everything we teach is field-tested—from capture plan templates to persuasion strategies.

 Scalable, Customizable Frameworks
Whether you’re a 20-person shop or a multinational, our tools scale to fit.

 Leadership by Example
Led by Don Sherman, P.E.—an ACEC Grand Conceptor recipient and lead author of ACEC’s official Capture Planning guide.


Learn More


Are you and your leadership prepared for a repeat of the 2008-2011 AEC market shifts? 

Are double digit growth, excellent profitability, strong utilization and high win rates sustainable? Let us help you proactively control your whether there is a boom or a bear market for your services.