Tag Archives: business development

Presentation Skills – the Shoe is On the Other Foot

by Margaret Felts, CPSM For every presentation coming out of Wood Harbinger, our presenters get dedicated marketing support. We’re their cheerleaders, organizers, coaches, graphic designers, and more. We use an internal presentation development process spanning about 5 weeks that includes multiple milestones for the slide creation, content development, and live practice sessions. The milestones lead […]

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Margaret Felts to Present at 2016 ASHRAE Annual Conference

Direct of Client Services and Marketing, Margaret Felts, CPSM, will be presenting at the 2016 ASHRAE Annual Conference, to be held June 25 through June 29 in St. Louis, Missouri. Her presentation, “Business Development: the Red-Headed Stepchild of Successful Engineering Business Practices,” discusses the dichotomy between the technical methodology of engineering as a practice and […]

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Dissolve the Fear of Gathering Client Intelligence

By Margaret Felts Wood Harbinger’s engineers have been blogging since 2013! This Throwback Thursday series features posts from back in the day that are just too good to stay at the back of the blog. Enjoy this one by Margaret Felts, originally published on September 24, 2013: In the Architecture and Engineering (A/E) industry, we […]

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Where Should We Go? Choosing the Right Environment for a Client Meeting

by Margaret Felts, CPSM Building relationships, learning about client needs, and figuring out better ways to work together are the keys to sustained business in the professional services industry. Meeting face to face and having a conversation is the best way to go about this. These essential client meetings happen at a variety of times […]

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10 Attributes of Successful Business Developers

by Margaret Felts, CPSM C-suite execs, vice presidents, principals, and project managers are all typically seen as the leaders in the A/E industry—the ones responsible for bringing in work. However, leadership comes from all levels in the firm.

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5 Easy Strategies for Mid-Project Business Development

By Margaret Felts Business development is an ongoing process. It doesn’t stop when you win a project and start up again when you’re looking for the next. It’s a fluid engagement that threads through the day-to-day interactions of active projects with new clients and established clients alike. In the throes of a project, when there’s […]

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Building Trust-Based Relationships by Improving Your EQ

By Margaret Felts, CPSM I recently attended a seminar on the topic of Emotional Intelligence in Business Development. It really resonated with me, and I feel that many leaders in our industry are unaware that this is a skill that can be developed, and that it greatly impacts development and success of relationships. In this […]

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First Impressions and Second Chances: the Tightrope Walk of Client Interaction

By Margaret Felts Everyone in a firm or organization will at some point have some kind of client interaction. Accounting staff, the receptionist, a project manager, or a principal — each in their own role, and in their own way, are doing business development and speaking on behalf of the firm when they interact with […]

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10 Tips for Technical Staff Who Do Business Development

By Margaret Felts Business Development. Those two words together can strike fear into anyone who is not a self-proclaimed extrovert or a full time business development officer seasoned in their process. But it doesn’t have to be a daunting task. The idea of “business development” can take on many meanings, but at its core, it […]

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