If you've been an A/E/C marketer for a while, you probably have a core memory of that ONE proposal—the beast of all beasts. The one that made you question your sanity and every life decision that led to the moment it crossed your desk.

It's been several years, but my "proposal-from-hell" experience still evokes shreds of PTSD when I recall its insane requirements and impossible deadline. But it was THIS paragraph (which admittedly, I initially skimmed and dismissed as a standard requirement) that brought me to a standstill when I reread it 24 hours before the submission deadline:

The way A/E/C firms approach business development continues to evolve. Today's successful firms leverage a combination of dedicated (full-time) business developers and seller-doers (professionals who handle both project delivery and business development).

Building on a Foundation of Success