Do you know what clients and potential clients think of your firm? Does it match what you believe is true about your firm? Because “perception is reality,” it’s important that you make the effort to understand the perception of your firm within your industry and market sectors.

We have learned over the years there are 15 solid reasons clients leave firms they’ve built long-term working relationships with. Does your firm have a culture of client service to mitigate this?

As we continue to adapt to the new paradigm, we must adjust to the limited ability to meet face to face, while remembering how important this activity is to creating a longstanding relationship. Here are six suggestions for pivoting and making the most of your business development efforts.

We’ve all heard the adage “the best way to get somewhere is a straight line,” but author Rich Christiansen suggests otherwise. Christiansen is an entrepreneur who has founded or cofounded more than 30 businesses. Some of them were colossal failures, others were multi-million-dollar successes.

You know that the easiest way to get work is with existing clients, but do you know if your existing clients would hire you again? To be effective in obtaining any new business, it’s important to know what clients think about your organization.

With the holiday season behind you, now is the best time to look at your client appreciation program. Consider taking a fresh approach in the new year, streamlining the traditional holiday chaos by planning an alternative time to provide client appreciation and outreach.

MARKETLINK Principal Stephanie Craft is passionate about budgeting - and she wants to share that passion with you. Her four tips may take a bit of effort to implement, but the pay-off is immense.

How do you approach your annual strategic plan? Many AEC firms use the same tactics they did last year, not considering whether their end goal has changed or what they want to get out of their marketing efforts. We recommend a more methodical, strategic approach.

Whether you call it internal marketing, marketing mentality, or creating a culture of rainmakers, it’s a straightforward concept critical to the AEC industry: Training and motivating client-contact employees and support staff to work as a team to ensure client satisfaction.

Stop Clowning Around with your AEC Marketing Plan! Review your mid-year marketing goals and steer toward improvements.