Insights
Field notes from the BD director's chair: RFPs, qualifications-based selection, pipeline discipline, and the economics of growing a firm.
Referrals built the firm, and then referrals became the ceiling. A practical look at how engineering firms add clients beyond the network: deliberate relationships, sharper positioning, and public QBS work.
The RFP is the end of the buyer's process, not the start of yours. Here's what firms that win consistently do before the RFP ever drops, and why response-only firms keep finishing second.
