Month: October 2011

AEC Business Development – A Role, Not a Title

Have you ever thought about business development in the firm, using a simple equation like this: But if it’s this simple, then why – when you ask, plead, or demand the effort of others – does it rarely work? The answer lies in two parts. First, it’s wrong to believe that “sales calls” will lead to prospects. It’s occasionally true – but most often not. Initial calls with existing or new clients track first to leads – our one-way ideas and desires. These leads must be further nurtured and developed before they become true prospects – opportunities where the interest […]

AEC Leaders: Are You Moving Forward – Strategically?

Oct 3, 2011adminBusiness Improvement, Leadership Development, Planning

Now is the time for leaders to move – with bold vision, aggressive plans, and inspired action – towards a successful, sustainable, and exciting future. That’s what I think. How about you? When the economy turned down in 2008 many leaders froze. Indeed, the magnitude and suddenness of the collapse was halting – and caught most of us by surprise. Stopping or slowing longer-term investments and initiatives made sense, was understandable and predictable, and was – for a time – even defensible. Staying afloat – to live and fight another day – became for many the modus operandi – and […]