SALT Identifies Opportunity for AEC services with Orcutt Winslow

SALT identified an opportunity for a customer providing architectural BIM and scanning services.The Opportunity Identified is an active project for laser scanning to BIM documentation and additional design support.

Client Discovery
During the discovery process, SALT gained a clear understanding of the client’s technical capabilities and service offerings. The client provides advanced architectural support services, including BIM modeling, laser scanning, and digital documentation for construction and architectural firms. They specialize in scan-to-BIM projects and flexible BIM support for firms that need accurate digital models of existing structures.

List Building
Based on the information gathered during discovery, SALT developed a list of 289 companies that could benefit from the client’s BIM and digital documentation capabilities. These organizations were primarily architecture and engineering firms that regularly required scanning, modeling, and documentation support. SALT then refined the list to focus only on companies whose projects and workflows aligned closely with the client’s specialized BIM services.

Account Qualification
SALT worked through the list of 289 companies and qualified 29 high-potential opportunities based on projected fit and potential project demand. Orcutt Winslow stood out due to its ongoing architectural projects and need for external BIM resources, earning the account an “A” rating because of its strong alignment with the client’s specialized scan-to-BIM and modeling capabilities.

Contact Verification
SALT identified two key contacts within the organization and began outreach to determine potential needs for BIM and scanning services. Initial conversations confirmed interest, but no immediate project requirement, leading SALT to place the prospect into a nurture cycle while maintaining periodic contact.

Nurture
Over the course of 2017–2018, SALT nurtured the relationship until project needs emerged. During this time, communication and follow-ups kept the client top-of-mind until the prospect identified an opportunity requiring BIM support.

Opportunity Identified
The prospect later reached out regarding a six-story building project, followed by additional
needs for BIM support at a newly acquired location in Nashville. An RFQ was issued for a laser scan-to-BIM documentation project, which the client quoted and ultimately secured, including a 10,000-square-foot lobby scan project valued at approximately $5,000–$6,000. After the first project moved toward completion, the prospect returned with an additional project involving drawing cleanup and rendering support, creating a continued opportunity for future collaboration.

As of today, SALT has identified 29 opportunities valued at $100k potential for this client.
The client will review the information and reply to the active RFQ. SALT will ask for
updates each month and will assist the client in developing a partnership with Orcutt Winslow.

Architecture Firms Frequently Need Outside BIM Support
Many design firms rely on specialized partners for scanning, modeling, and documentation work. If your company provides BIM or laser scanning services, SALT can help determine if your team is a fit for firms seeking external project support.