The house lights, lowered. The crowd, dressed to the nines. The music, pounding. The stage, brightly lit. The stomachs, full. This was the setting at
Business Development Is Not What You Think It Is
When it comes to selling, pop culture has given us a wealth of stereotypes. Just recently, Progressive Insurance played off a famous Alec Baldwin quote
DISCovering the Roles of Personality Profiles in Business Development & Marketing
In this knowledge-based era of sales and marketing, we talk a lot about client or customer personas, which are critical to effectively understanding your prospective
Your CRM Sucks. Time to Fix It!
I’ve had the opportunity to work with a number of architecture, engineering, construction (AEC) and environmental firms lately, and I’m seeing a very disturbing trend.
4 KPIs to Track Business Development Success
Is your business development (BD) program successful? Whether you answered yes or no, here’s a question to ponder: how do you know? Two challenges facing
Do Your Project Managers Know How to Sell?
Whose responsibility is it to drive business development in your organization? According to research from the Society for Marketing Professional Services, the majority of architecture,