What body part are you? A Halloween Reflection for Business Developers

By: Kimberly Wybenga, Business Development Professional

When asked what body part they would be, most people quickly answer “the heart” or “the head.” The heart represents kindness and compassion. The head represents intelligence, analysis, and logic. But in the world of business development, especially in the AEC industry, I’d argue that we are something different. We’re the skeleton.

The skeleton connects everything. Just as bones link the entire body, business developers connect marketing, operations, leadership, and clients. We keep conversations flowing between internal teams and external partners.

The skeleton gives structure. Without bones, the body has no form. Likewise, without business development professionals, firms risk collapsing under the weight of missed opportunities, uncoordinated pursuits, or disconnected relationships.

The skeleton supports growth. Bones grow, strengthen, and adapt over time. BD professionals do the same. We expand networks, reinforce client trust, and adapt strategies to keep our firms strong in an ever-changing market.

The skeleton is resilient. Bones take hits, sometimes even break, but they mend and keep going. Sound familiar? Every BD professional knows the highs and lows of wins and losses, yet we show up, rebuild, and move forward.

So, while others may see themselves as the head or the heart, let’s celebrate our unique roles as the skeletons of the AEC industry, the framework that holds everything together, supports the team, and connects the moving parts.

Happy Halloween to all my BD skeletons out there. Thank you for keeping our firms standing tall!