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The Friedman File

September 2014 Business Development Training: The Real Scoop
June 2014 Value: The A/E/C Industry's Biggest Blind Spot?
April 2014 What makes you different? It's time to find out.
February 2014 You lost. Find out why!
December 2013 I'm Losing Clients and I Don't Know Why
October 2013 LinkedIn: On Steroids?
August 2013 Searching for Key Talent: Don't Get Caught Flat-Footed!
June 2013 Hiring the Right Business Developer for Your Firm
April 2013 Full-Time Sales Professionals: Caveat Emptor!
February 2013 When "Free Food" Isn't Free
December 2012 When Social Media is Worth Your Time
October 2012 What's the Secret Sauce? The Story of Nelson\Nygaard
July 2012 It's Client Retention, Stupid!
May 2012 Is There Still Life in the Federal Market?
March 2012 Making PR Pay Off: Projecting Thought Leadership
January 2012 Social Media: Strategy, Not Hype
November 2011 Developing the Talent Pipeline: A Story of Two Progressive Firms
September 2011 Avoiding the Appearance of Ambulance-Chasing
July 2011 Winzler & Kelly: An Evolving BD Culture Sows the Seeds of Success
May 2011 The Business Development Model Mix: What Works for Your Firm?
January 2011 Market Research: War Stories from the Front Lines
December 2010 Client Research: Myths, Mistakes & Maximizing ROI
October 2010 Client Research: An Underutilized BD Tool
July 2010 Ask, Don't Talk: Using Probing Questions to Pursue and Win Work
May 2010 The Key to Killer Short List Presentations: Go Long on Them, Short on You
March 2010 CSI: The Sales Meeting
December 2009 The Rules Have Changed (Maybe Forever?)
September 2009 Why No News is Not Good News... The Need to Over-Communicate in Difficult Times
July 2009 The Anti-"Doom and Gloom": Three Firms Bucking the Trend
March 2009 If There Was Ever a Time... Maximizing Your Marketing & BD ROI
December 2008 Tough Lessons from an Economic Meltdown
August 2008 When is the Best Time to Conduct Business Development Training?
May 2008 The Personal Touch:
Let's Not Lose It!
January 2008 The Death of the Cold Call:
May it Rest in Peace
October 2007 The Business Development Process:
A Proxy for Project Delivery
July 2007 Involving Your Staff in the Business Development Process
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