Resources
For Learning, Development
And Continuous Improvement.
A library of working knowledge, operational language, and practical tools designed specifically for the Architecture, Engineering, and Construction business.
Library
Knowledge and notes to prompt ideas, action, and progress.
What are Professional Services?
What is a Postscript?
What is a Sales Process?
Glossary
Standardizing our terminology to improve our collective performance.
Markets
The industry sectors, like healthcare, education, or housing, that rely on design and building professionals to plan and build their facilities.
Projects
A defined scope of work with a clear purpose, set parameters, and measurable production goals.
Clients
The organizations and individuals who hire your firm to design and build what they need.
TAM, SAM, SOM
Total, serviceable, and obtainable markets, three ways of sizing up the whole pie, the slice you can serve, and the piece you can realistically win.
Differentiation
The standout behaviors that set you apart from competitors and make you the client’s preferred provider.
Seller-Doer
A professional who wears both hats, winning the work and then delivering it.
Sales Process
The logical, step-by-step playbook your firm follows to win new business.
Sales Funnel
The tool that captures, filters, and moves prospects forward from early leads to real pursuits to awarded projects.
Metrics
The numbers your firm tracks and analyzes to see how production and performance compare with your goals.
Champion
Your friend inside the client’s organization who actively promotes your firm and helps you win work.
Operational Excellence
Delivering your core services at the highest level, every single time.
Capture Plan
The early activities your firm takes to pre-position with a client for an identified project pursuit.
Go/No-Go
The check your firm runs on a potential pursuit to decide whether it’s worth chasing and whether you can win it.
Professional Services
The broad category of work, like design, engineering, consulting, and coaching, where clients pay for your expertise, skill, and judgment.
Postscript
A brief additional remark or comment added at the end of a communication, often the line people read first and remember longest.
Profits
The rewards your firm earns and shares from winning new work, building backlog, and growing the business.
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Best Practices. New Directions.
We look forward to helping you position, win, and perform at the highest level.