The 21 most recommended books for your professional development as an A/E/C marketing or business development professional.
How do you define local?
Coming out of the recession, local has mattered. Both public and private clients are feeling the pressure to give the work to the local firms. By selecting firms who are local, they are supporting the local economy. This is a no-brainer for elected officials and authorities who must cater to…
Warm up Your Holiday Networking
The holiday season is busy for all of us. There are personal and professional social events, endless to-do list, and, oh yeah, your work responsibilities. Even though you might want to pass on all those holiday invites, don’t. Whether you are looking for a new job or trying to expand…
Rule the Rehearsal Roost
Your firm has been shortlisted. Congratulations! Now the real work begins to prepare the presentation. Not only are you responsible for capturing your sales message and complex technical information into graphically appealing slides or other visual displays, but you are also responsible for organizing all of the rehearsals and corralling…
You Can’t Make Sales by Staying in the Office
Five easy steps to balance deadlines and nurturing business relationships This is not a new problem faced by us who are responsible for sales, especially those seller-doers. You know that you are supposed to call this person, set up a lunch meeting with that person and meet with that client;…
How a no-go decision can actually increase your sales
You have just received a proposal for a client you may or may not have worked for previously. You know you can do the services requested and the submittal is “little” effort to put together. In fact, you have a go-by from a previous submittal that you can just update…