We’re in a rare moment in the A/E/C industries when, for many of us, there’s more work available in the marketplace than there is staff to execute it. While this may sound like a business developer’s dream, it’s more complicated than it looks, because it requires us to get comfortable with saying “no.”
When a firm chooses to lead with purpose, its members make deliberate decisions about what kinds of work they do and don’t want, and what challenges they are and aren’t well-positioned to meet. As people and as organizations, it’s important to establish guardrails of mutual understanding among our teams, consultants, clients, and prospects around these issues. Then it’s important to honor those boundaries to chart a deliberate path toward long-term success. So why do many of us find this so difficult to achieve?
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Article, written by Sarah Wortman, CPSM, first appeared in Marketer journal.