Stop Hoping For Growth.
Start Building It.
Is your firm’s sales process a structured, accountable, repeatable process or just random efforts with good intentions?
A Business & Sales Operating System, Specifically Built For Our Unique AEC Industry
Pivot brings the discipline, structure, and accountability your firm needs to perform at a higher level.
Built to scale for firms wanting growth, established or new, large or small.
We help you define the path to growth, support execution with experienced professionals, and build a reliable system that lasts.
No more repeating the same losing actions and hoping for a different result.
How Pivot Began
The Journey to Pivot
“My career began in the trenches of commercial construction. As a young project manager, I watched the AEC industry undergo a fundamental transformation. The era of simple low bidding was over. Clients became more sophisticated and more selective. They began demanding qualifications and a direct connection to the people actually building their projects. Owners wanted to choose their providers.
That procurement shift introduced a new responsibility for frontline workers: the seller-doer role. I was fortunate to work with world-class firms that invested heavily in my seller-doer training and development. I became immersed in marketing, business development, and sales, eventually trading in my hard hat for a full-time focus on new business acquisition. I have lived both sides of the selling and doing position.
I know the grind of the field and the pressure of the pursuit. I learned firsthand how to balance the unique demands of each role to maximize production and drive company growth.
Why I Founded Pivot
Throughout my career, I observed a recurring problem: even the most advanced AEC firms often lacked a structured sales process. I witnessed the bad behaviors that cost companies millions in lost pursuits, and conversely, the winning behaviors that secured profitable backlog.
I didn’t just observe these industry best practices, I embraced them. The smart firms realized there was a better way to do things. They changed their old ways and pivoted to winning behaviors. Assembling these best practices, I created the Pivot Points; a proven framework that replaces wasteful chaos with a repeatable, winning sales system.
I founded Pivot Professional Services to bring that structured process to the industry. I am Tom Ennis, and I built Pivot to help firms like yours move beyond the frustration. We provide the strategy and coaching you need to build a process that works. Because when you have the right structure, you don’t just compete, you win.”
The Pivot Points Process
Six essential points. Sequential and connected. One stronger business.
Markets
Target the sectors, regions, and opportunities worth pursuing.
- Sales Philosophy & Process
- Market Analysis
- Indicator Forecasting
- Lead Sourcing
- Strategic Initiatives
- Business Planning
- Account Planning
- Metrics and Management
- Market Positioning
Clients
Position your firm with the right clients by building relationships earlier.
- Relationship Management
- Account Management
- Value Creation
- Filtering and Selection
- Go No-Go
- Opportunity Management
- Differentiation and Separation
- Collateral Development
- Pursuit Planning
Projects
Pursue and win the right work with a structured, intentional approach.
- Capture Planning
- Deliverable Management
- Brainstorming and Storyboarding
- Probing and Professionalism
- Team Development
- Pursuit Preparedness
- Presentation Coaching
- Project Positioning
- Debriefing and Improvement
Performance
Operate sharper. Differentiate harder in a crowded market.
- Operational Excellence
- Benchmarking and SWOTing
- Leveraging Strengths
- Autonomy and Accountability
- Rhythm and Rigor
- Lessons Learned
- Standardization
- Personnel Assessments
- Career Tracking
- Continuous Improvement
- Behavioral Differentiation
Profits
Strengthen and protect margins. Build a healthier business.
- Key Performance Indicators
- Opportunity Analysis
- Market Share
- Brand Valuation
- Integrated Systems
- Visioning and Goals
- Business Impacts
Best Practices
Build a culture of continuous improvement that compounds over time.
- Communication
- Leadership
- Innovation
- Learning
- Teambuilding
- Collaboration
- Branding
- Implementation
- Culture
Ready To Pivot? Take The Next Step.
A fresh strategic plan and a more disciplined sales process may be exactly what you need. Let's find what's holding growth back — and build a better path forward.