Staying in the Game: Finding the Next Opportunity Across an Asset's Life
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Most AEC practices and specialist contractors grow one project at a time — winning a commission, delivering a defined scope, then falling out of the revenue stream, even though their knowledge of the client and asset still has real value. Andy Sneyd argues the RIBA Plan of Work, built to organise delivery, is an underused framework for something else: understanding markets and planning growth across the full life of an asset, not just a single stage. Drawing on Barbour ABI's market data as the evidence base, this session asks where the real opportunities are opening up, when the important decisions get made, and how a practice can keep responding to a client's next need rather than letting the relationship end with the original appointment — staying in the game as the market resets around it.
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