I sit down with Josh Miles on the Professional Services Marketing Podcast to talk about strategies to position your firm ahead of the RFP.
Establishing Your Baselines: Sales
Before you can start your business and marketing goal setting, you should have a good understanding of where you are at today–your baselines. This article shares brief examples of sales (BD) baseline metrics to get you started.
Firm Growth Discussion Starters
Beyond the basic business development and pursuit update meetings, is your firm having regular higher-level strategic planning meetings? Meetings that focus not on the day-to-day or next big pursuit, but rather, on the growth of your firm. In this article, I share some questions to spur growth-focused discussions.
12 “Great” Reasons to Give a GO Decision for an RFP
I have must have sat in hundreds of Go/No-Go decision meetings and reviewed just as many Go/No-Go submission forms over my decade in this industry. While they bring good discussion and heated debates, there has been a theme to the pleas I get from Project Managers, Business Developers and Principals…
DIY Plans Part One: Business Development Plans
Crafting a business development plan for an A/E/C firm doesn’t have to be difficult. This article covers the basic outline and even provides you a template so you can begin today.
21 Most Recommended Books for Your Business Development Library
The 21 most recommended books for your professional development as an A/E/C marketing or business development professional.
Warm up Your Holiday Networking
The holiday season is busy for all of us. There are personal and professional social events, endless to-do list, and, oh yeah, your work responsibilities. Even though you might want to pass on all those holiday invites, don’t. Whether you are looking for a new job or trying to expand…
You Can’t Make Sales by Staying in the Office
Five easy steps to balance deadlines and nurturing business relationships This is not a new problem faced by us who are responsible for sales, especially those seller-doers. You know that you are supposed to call this person, set up a lunch meeting with that person and meet with that client;…
How a no-go decision can actually increase your sales
You have just received a proposal for a client you may or may not have worked for previously. You know you can do the services requested and the submittal is “little” effort to put together. In fact, you have a go-by from a previous submittal that you can just update…