Clients

“Right now, at the start of the new year, is a great time to be selling. Organizations of all types, public and private, have new plans and new budgets to…

As an industry, we generally leave a lot of money on the table and drive up costs with our lack of effectiveness in management and training. When we think of…

Getting there is one thing, but staying there is another. Figure it out and your firm will have the world in the palm of its hand. Being “top of mind”…

“Clients, co-workers, partners – they aren’t always completely forthright in their communications. Despite this fact, your success ultimately depends on understanding them.” If you work in an AEC firm as…

In a time of polarization and crass tribalism, don’t forget the founding norms of respect and civility. It’ll be good for you, your firm, and your clients.  I’ve finally gotten…

Client management is something anyone who owns an AEC firm should be concerned about. After all, if you don’t do it effectively, not only will your projects probably turn out…

Evaluate where you are, how you can improve, rank yourself and your team, and then work through every way you want to perform better. Between wrapping up business and preparing…

While clients want to be in the hands of an expert, they also want that expert to care deeply about the success of their project. A best practice in business…

Clients have evolved, and if you want stay connected with them, you have to learn who they are, what they want, and where you fit. Change – a simple yet…

There’s a strong case for including marketing staff post-proposal, especially if things didn’t go so well with the client. I have long told my clients that requesting a debriefing after…

Do your clients really love you? And do you love them? Before jumping into a big contract, you might want to know. Something I learned a long time ago has…

We all have them and need them, but do we treat them right, and are we getting as much work out of them as we should? Trying to get work…