
Measuring Success With the Loyalty Ladder
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,
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,
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
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
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
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
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