Attracting the Right Clients

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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Use these steps to avoid CRM implementation failure

A strong Client Relationship Management program (CRM) can be a major asset for your organization’s revenue generation engine. But… effective CRM implementation is OFTEN TRICKY and more often than not, it fails. Time and money is lost and frustration and blame leads to misery. There is a right and wrong way to implement CRM. Very…

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Three questions for successful client relationships

Want to build strong relationships with your clients from the beginning? One that ensures all their goals and issues are addressed effectively to set you both up for success? Then, client relationship management must be a top priority. This does not mean you “roll over” when pushed by a client.  Of course, these are two…

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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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Your firm is missing revenue if junior staff isn’t billable

The best use of technical staff is to be billable, right?  One needs more technical and managerial experience to be effective at sales, right?  Yet, there are 3-4 times more junior staff then senior staff. If you could get that many more people driving sales just how fast can you go? Lucky for me I…

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How to Improve Client Relationships Just by Listening

We are in a technical business employing a lot of technical people who deliver services. Usually, it is a very small number who contribute directly to bringing in new business. How much business would your firm have if every single employee had direct involvement in landing new and interesting projects? You probably just thought, “Way…

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Must use simple tool to develop and grow your business!

Four things to do to grow

In a recent podcast produced by Matt Handal, author of Proposal Secrets, titled Growing A/E/C Firms with Doug Reed, I share how a unique approach centered around an accounting mechanism (the timesheet) that most of our firms use, will help firms grow even during the most challenging economy. I know because I was a consulting engineering firm…

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