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SMPS Publishes Report on Current and Anticipated A/E/C Marketing Practices

November 18, 2019

Marketing 2022 highlights what marketing currently looks like and how it will change in the next three years. Alexandria, VA (November 18, 2019) – The Society for Marketing Professional Services (SMPS) published Marketing 2022, a Read More

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

The Secret To Winning More Work

March 21, 2019

Anyone who sells products or services understands how difficult it can be to win business. You often find yourself up against prospects who are under pressure to control costs, and therefore only seem to be Read More