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The Entire Business Development Process in 11 Words

November 13, 2019

  Earlier this year, I was asked to describe the A/E/C sales process to a room full of peers. My initial reaction was, “Sales is a result—business development is a process!” Yes, we’re trying to Read More

Can an Introvert Succeed at BD?

May 24, 2019

If you’ve heard me speak or have read my previous articles, you know that I’m a strong proponent of building a firmwide culture of business development (BD) by having everyone contribute in ways that are Read More