One of the most frequently recurring frustrations of my career is the continual discounting of Business Development (BD)and Marketing by people who haven’t a clue
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
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
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
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.
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