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There’s a term in the A/E/C industry that most firms will do anything to avoid, whispering it in quiet rooms as little as possible: sales. Drop the “s” and “sales” becomes a four-letter word. And we too often treat it that way. Instead, as an industry we’ve adopted “business
In my new book, Reputation Design+Build: Creating Winning Personal Brands for Engineering, Design, and Construction Professionals, I demonstrate a series of tools that you can use to build or maintain your personal reputation. These are broken down by Baseline Tools and Reputation-Building Tools. The Baseline Tools
During my 25 years in the A/E/C industry, I’ve attended a fair amount of client panels. A lot of them. Sometimes they are revealing and provide useful information to help me do my job better. Sometimes they provide a “soft” introduction to a potential client – instead of a “hard” cold
Throughout the past year, I’ve had the opportunity to review books for two PSMJ Resources publications, Professional Services Management Journal and A/E Marketing Journal. During this time I’ve read more than 20 books. And while there were a few duds along the way – that I decided did not even