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 […]
Second place. In the Olympics, it means you won silver. In the A/E/C world, it means you lost. In the words of the immortal Ricky Bobby of Talladega Nights: the Legend of Ricky Bobby, “If you’re not first, you’re last.” All the work you put into finding the lead, chasing the project, research, and writing—perhaps
How To Lose Like a Champ Read More »
Virtual business development seems to be a recently coined and common term in the A/E/C industries, as business development looks much different today than it did a couple of years ago. The opportunities to drop by prospects’ offices or meet them at a networking event are few and far between. Our industries are still struggling
Virtual Business Development Read More »
Over the years, I’ve seen many folks in the A/E/C industries try to come up with new ways to win work, win clients, and fortify their brand in their respective marketplaces. Almost every time I hear or see these evolutionary methods, I notice the same misguided focus. I’m referring to the purely internal or outgoing
The More Things Change Read More »
Renowned business trainer Kate Zabriskie said, “The customer’s perception is your reality.” This is what many A/E/C firms lose sight of—client perception. Experiences aren’t shaped through individual interactions, but the cumulative view of them. No matter how excellent you believe you are, or your company is, at service delivery, future success as an organization depends
How To Use Behavioral Science To Improve the Client Experience Read More »
Kicking the day off in a coffee shop, dining on fresh food from our own waters, or attending happy hours—this was Seattle pre-pandemic networking at Wiss, Janney, Elstner Associates, Inc. (WJE). Despite last year’s challenges, our business developers maintained focus on nurturing relationships and found that embracing change opened our opportunities. The changes and renewed
Living Your Best Business Development Practices Read More »
In 1983, Congress created the country’s first Disadvantaged Business Enterprise (DBE) program. In 1987, that program was amended to include women-owned businesses (WBE). The program was originally geared towards transportation projects. But now, this approach has been adopted by nearly every federal and state agency in our country. So, for almost 40 years, the A/E/C
The DBE Program: What the Firms Have To Say Read More »
The next generation of A/E/C professionals is an impressive wave of talent. They’re diverse, well-educated, and altruistic, with a personal network seamlessly connected with technology. They’re eager to advance their careers and change the world for the better. They can often see the potential of working with personal connections, but lack the skills to transition
Transitioning Personal Networks Into Business Read More »
The novel coronavirus has done nothing if not show us the power of making connections virtually and doing so successfully. Working at home, most of us now reach out electronically in place of face-to-face meetings, conferences, sales calls, and even tradeshows. It’s no wonder, then, that podcasts, which have been around conceptually for nearly two
How Podcasts Get More Referrals and Clients Read More »
A/E/C firms continually look for ways to differentiate themselves. Case studies can provide an important step toward achieving that goal. Turbocharge your project profiles to create compelling case studies. Use them to highlight your strategic initiatives and go beyond standard testimonials to provide third-party verification. Add them to your marketing toolbox, and you’ll find countless
How 1 Case Study = 3 Wins Read More »