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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…
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…
To stay competitive, every staffer should make marketing your firm their business. They can start by treating every conversation they may have as a potential business opportunity. That means tossing…
We have taken both common themes as well as current crazes in owner drafted contracts, and spelled them out in our power point. The discussion will center on two different…
Due to the uncanny timing and convergence of market conditions, technology innovation, social wants and government needs a Smart Cities market is emerging on a global scale that dwarfs any…
You’ve seen it before. Firm “X” is selected for a job that they’re more than qualified for. But somewhere between winning the project and signing the dotted the line, they…
For the last 7-8 years, “”insight selling”” has been at the heart of most new B2B selling and marketing thinking. As the story goes, cold calls are dead and most…