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A/E/C Pulse Blog
12.19.2017
Business Development, Strategic Planning

3 Rules for Dealing With Bad Clients Successfully

I’ve been a practicing consultant, educator, and speaker for more than a dozen years now, and I’ve enjoyed working with scores of organizations and executives on matters of importance to the firm:..

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12.14.2017

Uncertainty Reigns as Congress Settles Tax Reform

The House approved its version of the Tax Cuts and Jobs Act on Nov. 16, and the Senate on Dec. 2, 2017, and were in..

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12.11.2017

A Client Service Strategy to Guarantee Repeat..

Every architecture and engineering firm talks about retaining clients through exceptional service, but good service is..

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11.14.2017

Difficult Clients vs. Bad Clients

Wouldn't it be wonderful if all our clients were great to work with? Unfortunately, if your architecture or engineering..

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11.7.2017

To Identify Your BD Champions, Ask These 4..

Every architecture, engineering, & construction (A/E/C) firm has business development champions. Do you know who the..

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10.24.2017

PSMJ Announces 2018 A/E/C Firm U.S. Market Sector..

Uncertainty looms again for the U.S. economy and the A/E/C industry as 2018 approaches. The Great Recession is a bad..

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10.19.2017

How to Focus on Your “Quality” Clients

Through years of teaching and applying sales methodology, I have used the “ideal customer profile,” a component of..

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