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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…

A strong brand has the power to differentiate your firm in a crowded market and ensures that new business opportunities present themselves. So how do you strengthen your brand to…

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…

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…

The workforce is changing. Younger employees view their careers differently than their predecessors and that includes incentives and compensation.Incentive programs need to support the firm’s overall compensation philosophy, but how…