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Browsing the 'business development' tag archive

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How To Lose Like a Champ

August 3, 2022

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 Read More

Virtual Business Development

December 21, 2021

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 Read More

The More Things Change

October 25, 2021

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 Read More

How To Use Behavioral Science To Improve the Client Experience

October 25, 2021

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 Read More

Living Your Best Business Development Practices

August 31, 2021

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, Read More

The DBE Program: What the Firms Have To Say

March 26, 2021

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 Read More

Transitioning Personal Networks Into Business

January 29, 2021

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 Read More

How Podcasts Get More Referrals and Clients

January 29, 2021

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, Read More

How 1 Case Study = 3 Wins

January 21, 2021

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 Read More

When Positive Change Comes From Negative Experience

September 1, 2020

  The global pandemic has taught us all a lot about who we are, what we truly care about, and how deep the well of our humanity and strength is. What we take away from Read More