9 Ways to Bring Value to AEC Business Development Conversations by Scott D. Butcher, FSMPS, CPSM

Here's a great rule to consider before you ever have a business development conversation, whether in-person, on the phone, or via email: "If you can't bring value to the conversation, don't have the conversation." AEC business developers, seller-doers, project managers, principals, etc. must always be thinking about how to bring value, whether providing new ideas and insight, lessons learned, or just making a person's day better. Here's 9 ways you can do that to avoid the horrible, but far too common, "Just checking in to see if you have any projects coming up."