If you’ve been reading The Friedman File for any length of time, you know that I’m a strong proponent of building a firmwide culture of business development (BD) by having everyone contribute in ways that are consistent with their career juncture, functional role, and BD acumen. It’s been my experience over my 27 years in the A/E/C and environmental consulting industries that growing your BD skills means growing your career – and your firm.
Yet one of the most common questions that comes up in Friedman & Partners’ BD training workshops is “That sounds good, but what if you’re an introvert?”
The reality is that many professionals in this industry, especially engineers and environmental scientists, are introverts by nature. At a recent class I taught for the Massachusetts chapter of the American Council of Engineering Companies (ACEC), 66% of the room identified themselves as such. […]