How can you conduct AEC business development in the age of COVID – especially when many of the traditional tools or no longer available or
Category: SMPS
The Secret Value-Add to Your Project Team: You!
I’ve been a member of the Society for Marketing Professional Services (SMPS) for more than 25 years, and in that time I’ve contributed more than
Seller-Doer Tools: Account Mining
Seller-doer, doer-seller, closer-doer, rainmaker … these are all terms used to reference a technical professional (architect, engineer, scientist, construction manager, etc.) tasked with bringing in
Stop Tracking Your Hit Rate the Old-Fashioned Way
Ah, the hit rate. The much-maligned, quasi-useful metric by which many firms live and die. Also known as win rate, this is a very simple
When Should You ‘Up’ Your Business Development Game?
You’ve probably heard the one about the company that got so busy working on projects that they stopped doing business development. And why not? Their
