If you’re like most A/E/C professionals, you probably don’t enjoy conducting sales over the telephone, especially if you are prospecting. Yet sometimes you still need
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
Stop! Don’t Post that Photo: Understanding Copyrights and Usage
Wouldn’t it be great if you needed a photograph for your website, blog, social media post, proposal, or presentation, and you could just hop online
The Most Dangerous Words in Business
I’ve heard it said that “We’ve always done it that way” is among the most dangerous phrases in business. I can’t say I disagree. Those
AEC Technology Disruption
I recently co-presented about industry megatrends to an audience of architects. We talked about the utter lack of productivity increases in the construction industry over
