Courses

The A/E industry has very specific definitions for reliability, risk, and resiliency … which your client (who has no technical background) doesn’t understand at all. Sound familiar? Join JD Solomon…

Away from the office with its demands and distractions … sharing meals, social activities, and information … Conferences offer the perfect conditions to connect with colleagues, clients, prospects, teaming partners,…

‘If you don’t ask, you don’t get!’ This truism particularly applies to gathering client/prospect feedback. With so much valuable information to be gathered, it can be daunting to ask the…

Today, developing a strategic plan is a standard business practice, no matter your firm’s size. Yet many companies fail to reach the goals developed to make meaningful progress towards their…

Labor is the number one cost for most A/E firms … and often the least, most poorly documented. Whether labor is direct, allowable indirect, or unallowable indirect, the challenge of…

Your firm’s growth depends on your ability to move prospects to clients conversation by conversation. It doesn’t matter how experienced, knowledgeable, or wonderful you are; if you can’t gain commitment…

“”They”” say that understanding is the key to success — and when it comes to securing your next project, “”they”” are right. Understanding social styles/personality-types and their effect on your…

How many times was your firm the most qualified but you still finished last? How many times have clients told you that all short-listed firms looked equally qualified so they…

Turning the focus of your firm’s culture outward, on your clients and the marketplace, improves your ability to pursue and win new business, increasing backlog in both current and new…

What are the keys to becoming a great seller-doer or rainmaker? In interviews around the country, dozens of A/E executives shared their journeys from technical specialist to seller-doer to rainmaker.…