Why Your Firm Needs Full-Time Business Developers

I’m a big fan of the seller-doer model of business development – at least in concept. (Even if I don’t like the term.) Clients have become more sophisticated – often even holding professional licensure or certification – and they have extreme time constraints. So when they take a meeting with an engineer, architect, construction, or environmental firm that wants to do business with them, they expect a high-level conversation.