“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 ...

Recently, many law firms have hired or are in the process of hiring new, in-house chief marketing/business development/sales/client service officers (CMBDSCSOs) or ...

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 ...

This article takes what we’ve learned in the past few articles about the three pillars of leadership – BE, KNOW and DO – and makes the connection to the 12 core competencies of business development.

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 ...