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By Mercedez Thompson | Win themes should tell a compelling story about why your firm should win a client’s work, but without the right strategy they can inadvertently lose you the deal.

By Javier Suarez | We must hit the pause button at several junctions in our marketing and business processes to discuss the “why.”

By Mitch Fortner | As demand for our industry’s services continues to increase, the firms that listen to their employees and evolve to meet their needs will continue to grow.

By Javier Suarez | SOQs that are assembled without any direction just end up in the delete folder or the wastebasket. There’s a better way.

By Julia DeFrances | With the right tools and some best practices, anyone can create a persuasive and compelling proposal.

By Mark Zweig | If you’re not doing a good job with these, you’re losing an opportunity to further your culture and to provide meaningful motivation to your employees.

When you underestimate the proposal and fail to invest in its development, you risk losing money and wasting business development resources.

President and founder of Brudis & Associates, Inc. (Hot Firm #36 and Best Firm Multi-discipline # 51 for 2016), a 90-person firm based in Baltimore. By Liisa Andreassen Correspondent “While I like to say we’re...

The collective achievement of any given AEC firm is oftentimes shared only with prospective clients during the proposal process, and that’s a lost opportunity. Every few years, I find myself working closely with our corporate...

Marketing text has to be what the project owner needs to see. If you can standardize to accommodate an array of proposal types, great. If not, develop new recipes. Standardizing marketing text seems like a...

President of Long Engineering, Inc. (Hot Firm # 24 for 2017), a 90-person land surveying and civil engineering firm based in Atlanta, Georgia. By Liisa Andreassen Correspondent “Begin to identify internally if you have potential...

Company culture is about much more than the fun you have, the events you sponsor, time off, and cushy health benefits. Our personal core values are developed from an early age. For me, they were...

CEO of Coffman Engineers (#62 Hot Firm for 2016), a 400-person virtual, multi-discipline firm with offices across the West Coast, Alaska, Hawaii, and Guam. By Liisa Andreassen Correspondent “Outside members can act like guests at...

Marketing is the backbone of sales and business development, so be proactive and stop thinking of it as just an overhead function. I am passionate about marketing. Everyone who works with me knows it. I...

Firms that prepare together find that the investment in time and resources equates to project wins and good relationships. Teaming with other AEC firms is a common strategy to win work that requires different types...

President and CEO of ISG (Hot Firm #58 for 2016) a 200-person architecture, engineering, and environmental planning firm based in Mankato, Minnesota. By Liisa Andreassen Correspondent With the recent acquisition of Green Bay-based Raasch Associates,...

SlideShare is an easy and inexpensive way to present information to your target audience in a visually appealing manner. SlideShare is a web-based service that gives AEC firms the ability to infuse a powerful visual...

Klohn Crippen Berger (Vancouver, BC) – a 500-person international engineering, geoscience, and environmental consulting firm – is taking home first place in Zweig Group’s 2015 Marketing Excellence Awards in the External Newsletter category for its...

Allowing late payments because ‘this is the way the client has always paid us’ is a cash-flow killer. Accounts receivable is, for most of our clients, the source of all the cash that fuels the...

Over-confidence going into a proposal or interview can create a self-fulfilling prophecy; front-runners must be sure to wow clients. We have all been there. We find out we are short-listed for that project that we...