1. Speak positively about your company always, but don’t overstate your capabilities.
2. Set aside a predetermined number of hours each month devoted exclusively to client contact. Activities can include phone calls, lunches, and visits.
3. Know your clients’ industries. Know and use their buzz words. Get their trade journals.
4. Participate in industry trade seminars.
5. Join organizations—as many as possible.
6. Know people on development boards.
7. Invite clients to see current projects. Then ask questions that you lead.
8. Never submit a bid at the last minute without being certain that you’re not putting the architect on the spot. He or she may be depending on you.
9. Be on time for appointments.
10. Drop clients’ names.
11. If you see a client’s name or photo favorably publicized, cut it out and send it.
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