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You need to differentiate … to invest in content marketing … to re-brand … to use more digital marketing, social media, and marketing technology … you need account-based marketing. There’s…

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.…

Branding provides unique differentiation, establishes you and your firm as industry thought leaders, and broadens your reach to potential new clients — all critical to the success of you and…

In many firms, accountability is the missing ingredient that allows mediocrity to become acceptable. Missed deadlines, average effort, and unmet expectations are excused because we “”don’t have time”” to really…

Suspensions of operations are not an “if,” but a “when”” for A/E firms, no matter the size. Which is why we’ve always been taught to plan for the best, but…

Many professionals in A/E and environmental consulting industries (especially engineers and scientists) are introverts by nature. They feel reluctant or uncomfortable about getting involved in business development (BD). Firm leaders…

Business development is and forever will remain a deeply personal business. Yet many consultants opt for impersonal electronic communication over the “old fashioned” phone call—often because it is less anxiety-inducing…

No more high fiving after making the shortlist. Your technical ability, previous success, and relationships got you to the top, but the same is true of your competitors. Someone’s going…

Finding new clients and winning more work is more challenging than ever for A/E firms. The successful ones adapt to shifting conditions of feast or famine business environments to welcoming…

On December 31, 2017, certain defense contractors with nonfederal systems that contain controlled unclassified information must implement NIST SP 800-171 if their contracts are subject to DFARS 252.204-7012. While this…