Marketer Online

As marketers and business developers, one of the greatest challenges we face is measuring success. When it comes to client relationships and the strategies it takes to win new work, an effective measurement tool is Read More

As with most creative endeavors, writing can seem magically pulled from thin air to blossom on paper on its own. But writers know that’s not quite how it works, and definitely not while writing as Read More

Fair or not, there is a stereotype that persists in the A/E/C industries that a construction project is the crucible an organization must “get through” to realize their vision of a new or enhanced facility. Read More

In A/E/C, we have a lot of processes. Your company has a process for deciding which projects you’ll go after. Your marketing team has a process for capturing information for use on proposals. You even Read More

  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