Selling

By Christina Zweig Niehues | Firms need to devote resources toward business development and ensuring a steady stream of work for the future.

Zweig Group founder Mark Zweig talks about what it takes to become a better seller in the design industry. It’s hard work and you have to believe in yourself, be consistent, and build relationships even when there isn’t a sale on the line.

By Jane Lawler Smith | In the AEC industry, technical knowledge is important – but sometimes it’s equally important to step back, look around, and see what lessons can be learned outside the AEC realm.

By Mark Zweig | How can we each achieve the lofty and satisfying position of knowing we have made a difference through our work in this business?

By Mark Zweig | If you’re trying to buy or thinking about buying another company in this business, here are a few things that may be helpful to you.

By Lindsay Young | This is our opportunity to get creative and bring in new ideas for our firms to get work.

By Mark Zweig | It’s great to be needed, but it’s not really where you want to be. The position you should really seek to attain is to be wanted.

By Mark Zweig | The leadership abilities of you firm’s principals and managers will determine your collective success this year.

By Mark Zweig | Marketing starts with identifying who your target clients are. Your entire business needs to be focused on them.

By Mark Zweig | “Sometimes I think it is good to reflect back on all the lessons I have learned over the years. Here are a few that stand out to me.”

There are countless ways to develop business without being a business developer, and you are most likely doing some of these things already.

By Mark Zweig | When people are demotivated they become negative and cynical, and can pollute the attitudes of their co-workers. And if they’re really demotivated, they may quit.