During my 25 years in the A/E/C industry, I’ve attended a fair amount of client panels. A lot of them. Sometimes they are revealing and provide useful information to help me do my job better. Sometimes they provide a “soft” introduction to a potential client – instead of a “hard” cold

How does your firm handle business development? The answer varies greatly depending upon who’s answering the question. Maybe it’s a “rainmaker” – often a principal who brings in a lion’s share of a firm’s business, sometimes the president and other times a senior executive or market

Throughout the past year, I’ve had the opportunity to review books for two  PSMJ Resources  publications, Professional Services Management Journal and A/E Marketing Journal. During this time I’ve read more than 20 books. And while there were a few duds along the way – that I decided did not even

Late last year I began planning for a major update of two websites, but I was really hungry for some metrics about A/E/C websites.  Metrics that I couldn’t find anywhere!  So I polled several dozen colleagues from the Society for Marketing Professional Services, and received some useful insight.  A

Courtesy SMPS Maryland   In January I interviewed the Three SoMegos – Holly Bolton, Dana Galvin-Lancour, and Adam Kilbourne – about  recent developments in social media.  They shared some high-level insight about the state of social media in the A/E/C industry.   Ida Cheinman In this

As I mentioned in the previous post, I had the pleasure of attending the PSMJ Industry Summit in Orlando two months ago.  One of the most fascinating break-out sessions I attended was “Using Knowledge Management as a Strategic Tool,” presented by Carl Davis, CEO of Array Architects, a health care focused

Last December I had the opportunity to attend the 2014 PSMJ Industry Summit.  It was my first time attending this great conference, and the chance to serve as a presenter is what drew me there.  The opening keynote featured David Burstein, PSMJ's director of client services.  If you know anything about David,

In 2011, three members of the Society for Marketing Professional Services set out to research social media (sometimes nicknamed SoMe) use in the design and construction industry.  Holly Bolton, director of marketing for CE Solutions, Dana Galvin Lancour, director of communications for Barton Malow, and Adam Kilbourne,

"These are the best and brightest of their generation and they simply aren't interested in our industry ... Clearly, our industry has an image problem."

Barry Kain is passionate about sales in the design and construction industry. As former president of Pennsylvania-based contractor H.B. Alexander Enterprises and a national accounts exec for Armstrong World Industries before that, Barry has spent his career honing skills as a seller-doer and coach. For the past twenty-plus