There are three essential keys to successful business development.
Read More »Even construction people can succeed at sales
Suddenly, construction firms are reaching for every possible strategy to scare up work and stay alive. They call in their associate architects and project managers to make it clear that “business development is everyone’s job.” The motivation to sell has ...
Tagged with: business development construction firms
Read More »Eliminate the knowledge gap
If you’ve been at this for 25 years, then you’ve seen it all and can talk shop with the best of them. So why is that when you talk to clients, they look blank-faced? When you spend every day intimately ...
Tagged with: beginner's mind jargon LEED
Read More »It’s time for firms to get choosy in their work
It may seem counterintuitive, but now is the time to be choosy about what work you pursue. When times were good, many firms chased work that may not have been the best fit for their capabilities, didn’t reflect a strategic ...
Tagged with: customer service work
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