Business Growth Mindset: A Priority for Technical Professionals

In technical fields like engineering and accounting, specialized skills and expertise have always been essential. However, based on recent discussions I’ve had with leaders from multiple engineering and accounting firms over the past two weeks, there’s a clear shift in what these firms are looking for. Increasingly, companies expect professionals not only to bring technical expertise but also to have a business growth mindset. They’re seeking candidates who already have relationships in place, understand how to generate new business, and are motivated to actively contribute to the company’s success beyond their day-to-day technical work.

Why Business Development Skills Matter in Technical Roles

While core technical skills remain vital, many firms now expect professionals to go beyond executing tasks. An engineer or accountant who can contribute to new business by expanding existing client relationships or bringing in new work is a highly valuable asset. Leaders from both disciplines shared that, especially in today’s competitive market, a technical professional who already has connections and understands how to build a pipeline of work has a clear advantage.

One firm leader mentioned that, while they prioritize technical skills, they’re placing increasing importance on hiring candidates who take a proactive approach to networking and business development. For these firms, an employee who can create opportunities for new projects and expand client relationships helps them grow sustainably.

A Challenge for Professionals Who Relocate

This expectation can be especially challenging for professionals who are relocating to new markets. While technical expertise transfers, an engineer or accountant entering an unfamiliar market may need to invest time and effort into understanding local dynamics. Building relationships, identifying potential clients, and understanding regional demands require thorough research, networking, and strategic planning.

If you’re moving to a new area, start by researching the key players in your field, such as local firms, major clients, and industry associations. Attend local events, join professional organizations, and seek introductions within your network. The sooner you understand the local market, the better prepared you’ll be to help grow your firm’s client base.

The Shift from “Heads-Down” to “Business-Engaged

Historically, technical roles like engineering and accounting were seen as “heads-down” professions focused on the task at hand. However, in today’s landscape, many firms expect professionals to engage with the business side of the role as well. This doesn’t mean sacrificing technical focus but rather understanding how your skills contribute to the company’s broader goals. Leaders in both fields emphasized that a recurring theme has emerged: Technical professionals who can see how their work impacts the business and actively engage in driving new projects or client relationships bring an added layer of value.

An engineer or accountant who understands the impact of their work on the client’s business and can communicate that effectively will be more successful in landing roles and growing within their career.

How Engineers and Accountants Can Develop a Growth Mindset

For technical professionals looking to enhance their business acumen, here are some practical steps to consider:

1. Learn the Basics of Business Development: Familiarize yourself with client relationship management, pricing strategies, and business growth tactics relevant to your field. This understanding can help you connect your technical work with the company’s broader objectives.

2. Attend Industry Networking Events: Networking is key to business growth in both engineering and accounting. Engage in local events, conferences, or associations to make connections that could turn into future clients or partnerships.

3. Get Involved in Client-Facing Projects: If possible, take on projects that require client interaction. This experience helps you understand client needs, improve your communication skills, and foster stronger relationships.

4. Build Market Knowledge: Stay informed about industry trends that impact your field. In accounting, this could include regulatory changes, while in engineering, it might mean advancements in technology or public infrastructure needs. By understanding market trends, you’ll be better equipped to identify growth opportunities.

Embracing a Growth Mindset in Engineering and Accounting

For technical professionals in both engineering and accounting, the expectation to contribute to business growth may feel like a shift from traditional responsibilities. However, this change presents an opportunity to build a well-rounded career that combines technical expertise with strategic impact. As leaders I met with emphasized, engineers and accountants who can balance technical skills with a growth mindset will be best positioned to succeed in today’s market. Embracing this mindset not only enhances your value to an employer but also allows you to take an active role in shaping your career’s direction and success.