“I’m interested in moving into business development, but I have no experience. How can I do that?” Over several decades of leading business development—including recruiting, interviewing and retaining ...

A systematic approach to BD doesn’t kill creativity. It enables it. Most firms treat business development like an instinct. You either have it or you don’t. But relying on natural rainmakers is risky.

On average, law firms are losing $74,100 in revenues per lawyer each year. Today, lawyers are billing nearly 160 fewer hours than they did a dozen years ago. This stark reality was revealed in the ...

In many firms, the business development process can best be described as “throw things at the wall and see what sticks.” This kind of business development doesn’t involve a lot of planning and results ...

Architect business development can be very challenging. It's not a topic that comes up in design school, and many of the practices that firms employ today can simply be categorized under the heading, ...

Don’t give yourself excuses to avoid making cold calls. Have your prospects’ contact information ready the day before you make the calls. You cannot ask your most successful competitors their secrets ...

Branding for architects isn’t just about having a beautifully designed logo. In fact, when it comes to promoting your architecture firm, a distinctive brand is fundamental to communicating what makes ...