Why Engineering Firms Need More Than Engineers to Grow
By Rogers Mutai | Business Development | 17 July 2026
I spent over fifteen years in business analysis, planning, and operations at Kenya Airways. Recently, I have become immersed in AI, training and evaluating large language models, working with prompt engineering, and quality assurance pipelines that many outside the industry have never heard of. None of that prepares you for a Business Development Lead role at an MEPF engineering consultancy. Yet, here I am as the Business Development Lead at Holistic Engineering Solutions.
What a Tech and Project Management Background Actually Brings
An IT, AI, or project management background is not a handicap in an MEP consultancy; it is simply a different toolkit. MEP firms need this expertise more than most of the people in those firms realize.
- Structured problem-solving - Years of business analysis train you to break complex problems into smaller parts and identify bottlenecks before they turn into crises
- Comfort with ambiguity and iteration - Working in AI involves operating without a perfect rulebook. You learn to make sound judgments with incomplete information
- A translator's instinct - Engineers think in specifications and compliance codes. Clients focus on outcomes, costs, and risks. bridging this gap is a critical skill
- Digital fluency - Many MEP firms are still developing their digital presence, proposal systems, and CRM strategies. Experience in AI and automation brings that expertise
You Are the Bridge, Not the Engineer
The mistake is thinking that business development in a technical firm means becoming technical enough to be credible. It does not. It means being credible enough to earn trust and then focusing your energy on what engineers are rarely trained or resourced to do well: understanding the client's world, structuring the commercial relationship, and ensuring that excellent technical work results in signed contracts and repeat business.
Where This Is Heading
MEP and engineering consultancies across the region are entering a time when digital transformation, smarter proposal processes, and data-driven client engagement are no longer optional. They are becoming the difference between firms that grow and those that remain small. The consultancies that will lead are the ones that combine deep technical skills with modern digital technology knowledge.
Back to Blog | Explore Consultancy Services | Contact HES