Browsing the 'client development' tag archive
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Does That Resonate With You?
November 3, 2022
Non-marketers don’t use or always understand our A/E/C marketing jargon. When we use language that connects with our internal customers (AKA coworkers and pursuit teammates), we are more effective in our roles. Bonus, we will Read More
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
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
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
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