The Halo Effect: What is it and can I use it to power sales?

What Is It We Do That Has the Largest Impact on Business? Your employer’s reputation is based on what?  Its website?  A 2017 survey revealed that only 12.2% of AEC firms feel that its website has the most impact on business. As far as I am concerned, a website has very little impact on a…

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Why you’re not meeting your clients’ needs

I am excited to offer you a free downloadable tool to keep your services positioned for high-demand and high-profit. See below for the link. Read to find out why this is so critical to your career and financial health. You created your business model back when your company was formed or when you took over as CEO. You…

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Meet market demand by accident and you are sure to fail

We’re all busy trying to bring in new business, service clients at the highest level possible and bill at high rates. Because this requires so much focus, strategic planning can take a back seat. If you tread water, living off what you learned earlier in your career,  there are sharks who will eat you whole…

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Who Says Only Senior Managers Can Generate Sales?

Who brings in the business in your firm? Usually it is the senior managers. Think about how strong business would be if everyone– CEO, CFO, Project Manager, and junior Engineer/Architect/Scientist– also contributed. What do each of you have in common? Each of your livelihoods are impacted by your contribution to generating revenue. You are either billable…

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How to turn on a dime, seize market opportunities and maximize profits

California’s historic drought is all over the news. You can’t escape it. And, for those people and businesses affected, it’s a tragedy. Like any natural disaster, there are industries, such as engineering and energy in this case, that can benefit from them. How can your firm make a much-needed difference and grow profits?  When working…

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Secrets of 7 successful companies that do some things badly

Is being bad part of your strategy? It seems counter-productive, doesn’t it? But it’s not. Successful companies know this secret and practice it so that they can be the best at their priorities. The concept of focusing on a single business model is not new. In 1995, Treacy and Wiersema wrote “The Discipline of Market Leaders.” They…

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The life or death of an exit strategy

Over my 35 year career, I learned there is one challenge firm owners face that is most prevalent, that negatively impacts their wealth and the stability of the firm. The challenge is created by being too caught up in the day to day business. Thus, there is little thought given to exit strategies– until it…

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