Insights

In the A/E/C industry, successful delivery is only part of the story. The strongest partnerships are built on relationships that last. These relationships create opportunities for more resilient infrastructure, faster decision-making, and better outcomes for the communities we serve. When built on trust, responsiveness, and shared purpose, client relationships can unlock value that goes far beyond the limits of a single project.

What Makes a Relationship Successful?

Over decades of partnering with public agencies, we have seen a consistent pattern in what sets great relationships apart. They are not defined by a single milestone or moment, but by how teams show up day after day. The most successful relationships share five key characteristics:

1. Shared Purpose
Strong relationships begin with a clear understanding of why the work matters. When both sides are aligned on goals and focused on delivering value to the community, collaboration becomes easier and outcomes improve.

2. Trust Through Communication
Trust is built through proactive and consistent communication. This includes being transparent about challenges, keeping commitments and creating space for honest conversations.

3. Understanding the Bigger Picture
Effective teams go beyond the immediate scope to understand their client’s long-term goals, pressures and priorities. This awareness leads to smarter decisions and solutions that support broader initiatives.

4. Value Beyond the Contract
Clients rely on more than just technical expertise. They need partners who can share insights, connect them with helpful resources and offer guidance when navigating new or complex issues.

5. Agility and Adaptability
Conditions change. Priorities shift. Strong relationships allow teams to adapt together, respond quickly and stay focused on what matters most - even when things do not go as planned.

Case Study: 25 Years with Hillsborough County

One example of these principles in action is our long-standing partnership with Hillsborough County, Florida. Over the past 25 years, our relationship has grown from small beginnings into a trusted collaboration grounded in mutual respect and shared outcomes.

Starting Small. Thinking Big.

In the late 1990s, our team began supporting land developers in Hillsborough County with traffic impact studies. Rather than taking a confrontational approach, we treated each project as a shared challenge and worked alongside County staff as engineers and problem solvers. That mindset helped us earn trust early on. Eventually, the County began turning to us directly for off-site improvements. That shift marked the beginning of a lasting relationship.

A Conversation That Changed Everything

One of our first direct pursuits came with an unexpected challenge. The presentation equipment failed. No slides. No screen. Just printed handouts and a team ready to adapt.

We pulled up chairs and walked through the materials with confidence and clarity. The discussion was relaxed, personal and focused. Our team stood out not because of polish, but because of preparation, responsiveness and authenticity.

We were awarded the contract. That moment set the tone for everything that followed.

Earning Every Opportunity

Our work with the County continued to grow. From traffic studies, we moved into General Engineering Consultant contracts. These contracts were renewed as we delivered results, responded to evolving needs and built trust with County leadership and staff.

We supported safety studies, planning efforts, and the development of technical manuals. From day one, we were ready to move forward, thanks to consistent coordination and a strong understanding of the client’s goals. 

Planning Ahead, Together

As the partnership matured, we helped lead key planning and policy efforts. We authored the County’s Complete Streets Guide and Transportation Design Manual. We recommended proactive safety improvements and worked with County staff to define context classifications that guide design decisions today.

Some of our recommendations challenged the status quo. We proposed replacing on-road bike lanes with multi-use paths in suburban areas. We introduced a new context classification category that better aligned with local conditions. These proposals sparked discussion, but we listened, responded to feedback and remained focused on the community’s best interests.

A Full-Circle Moment

Today, B&N’s Tampa, Florida office is in a building we helped make possible. In the 1990s, we completed the traffic impact study that allowed the development to proceed. We supported the off-site improvements, and the project was completed successfully.

Today, as we work inside that same building, it is a small but powerful reminder of how relationships grow over time and how one project can evolve into decades of collaboration.

Why It Still Works

There is no secret formula. Just consistency. Just listening. Just showing up every day ready to help. As one of our senior leaders put it, “You can trust someone but not want to work with them. You need both.”

That balance of trust and collaboration continues to define our relationship with Hillsborough County. And it is the approach we bring to every client, every project and every partnership.

“What makes Hillsborough County and B&N a great team is the creativity B&N brings to the table." according to Mike Williams, Hissborough County Engineer. "We often have ideas we want to explore, and they help us take those ideas to the next level. It takes a lot of research, creativity, and tenacity - and all of that helps us serve the public better."