In a prior post, we looked at the value of social media and social selling as a business development tool for seller-doers. In this post we’re going
Tag: AEC
Seller-Doer Tools: Warm Calling
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
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
Improving Your Architectural & Project Photography
With the proliferation of smartphones featuring quality cameras, affordable DSLR cameras, and even point-and-shoot and prosumer cameras that do most of the thinking for you,
