Category: Development

aec social media – myth vs. reality.

See my latest post via PSMJ Resources Knowledge Community

an honest look at audiovisual consulting.

I recently read an interesting blog posting by a small regional technology systems integrator, claiming there is a changing paradigm in audiovisual consulting where the integrator is now “agnostic” in their recommendations to their clients because of wide access to


One of the biggest challenges for the professional service firm is learning from losing. Most of us familiar with the request for qualifications/interview/select/negotiate/award (RFQ) process, know that odds are decidedly not in our favor. Like baseball’s best .300-average hitters, a

the architecture of image.

I am happy to announce that my new book, The Architecture of Image: Branding Your Professional Service is now available on Amazon, Barnes & Noble, and Bookwire. The book will also be available at the bookstore at SMPS’ Build Business

connecting clients and communities.

One of the best ways to build brand recognition for your professional service is to get involved with your clients’ communities. In any professional service, you will have clients that represent the vertical markets in which you choose to practice.

facts tell, stories sell.

One of the most impactful business development strategies is storytelling. However, in this era of ‘big data,’ professional service firms — and particularly their marketers and business developers — rely primarily on facts and statistics to convey their value proposition.

everything changes… get used to it.

Welcome to my first blog posting of 2013. In the past I’ve written about patience and impermanence, but thought it was timely to revisit Buddha, the marketing strategist. One of the basic precepts of Buddhism teaches that impermanence is reality.

fundamental foundational focus.

As we start a new year, I’ve found myself going back to the fundamental business development processes that I learned from early mentors. 1) Know your market. Expertise, experience and proven excellence define your niche (and be happy for that).

the six phases of the creative act.

Creativity is the life blood of the marketing effort. Without skillful ideation, every firm would look like every other firm—the death knell of a brand. Over the years, I’ve written and spoken about the six phases of a project, both

collaborative intelligence.

Each year, the Society for Marketing Professional Services (SMPS) stages a major event, their Build Business conference. This building industry-focused conference, features speakers covering topics of advanced marketing and business development techniques, market-sector focused panels, and keynotes from noted thought