Learning to Achieve Outcomes
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…
Read MoreWhy 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…
Read MoreUse 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…
Read MoreThree 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…
Read MoreMeet 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…
Read MoreYour 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…
Read MoreWho 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…
Read MoreHow 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…
Read MoreHow 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…
Read MoreIf you’re not leading with these, your company is jeopardizing success
As a leader, your job is to look at the big picture and, naturally, much of your attention is on essential items like growing revenue and controlling expenses. Typically, there’s less time spent strategizing on how to lead than the leading itself. But, what if you could lead your firm in a more enlightened way,…
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