Mel Lester

Mel Lester of The Business Edge (www.bizedge.biz) helps engineering, architectural, and environmental firms improve business performance by implementing effective strategies in organizational leadership, business development, client service, and project delivery. He can be reached at 540-268-2300 or mel@bizedge.biz.

Posts by Mel Lester

2.28.2019

Selling The Relationship All The Way Through The Client’s Procurement Process

Ideally, you’ve been building a relationship with the client well before the Request for Proposal is released. Even so, you now face a test. The client’s procurement process isn’t..

1.21.2019

How to Choose Your Next Generation Leaders

Have you identified those individuals who will step into greater leadership roles in the next few years, and are you specifically developing them for that transition? If not, what..

7.30.2018

How to Create Value by Meeting Clients' Strategic Needs

Most likely you are aware that architecture and engineering firms don't command the magnitude of fees that most professional service firms do. I've long pondered why this is. Our..

5.17.2018

From Anarchy to Accountability

Much has been made of the supposed shortage of leadership skills among engineers, architects, and scientists. There is certainly some truth in that observation. But let’s give..