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Latest Insights

Your Most Valuable Relationships Aren’t in Your Pipeline by Ivi Gabales

Why every AEC leader needs a peer group, and what mine has given me.

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The Easy Yes Framework: How to Get Your Principals and PMs to Actually Show Up for BD by Ivi Gabales

You own the pipeline. They own the relationships. Here's how to close that gap without nagging.

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The Fire Will Always Be There. The Opportunity Won't. by Ivi Gabales

You're committed to the project, and that's the right call. But the opportunity to build the relationships that win your next one doesn't wait.

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The Work the Room Playbook: How to Divide and Connect at Every Q4 Event by Ivi Gabales

Four moves that turn your team's evening out into real relationships, from ten days before the event to the morning after.

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BD Is a Team Sport: How to Get Your Whole Firm on the Field by Ivi Gabales

When relationships live with one person, they leave with that person.

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The 90-Day Nurture Plan for Turning a Reply Into Something Real by Ivi Gabales

The reply isn't the finish line. Here's what fills the 90 days after it.

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The Dormant Relationship: How to Reach Out When It's Been Too Long by Ivi Gabales

The silence feels bigger in your head than it does to them. Here's how to close the gap in under five sentences.

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The 72-Hour Follow-Up System by Ivi Gabales

What to actually do after every holiday party, client dinner, and year-end event, before the conversation goes cold.

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How to Actually Plan Your Last Quarter for Business Development by Ivi Gabales

Why the BD machine doesn't get an off season, and what to do about it before January.

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The Courage to Connect by Ivi Gabales

What I told a room full of strangers about the relationships I’ve let go quiet. And why I’m telling you too.

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Don't Let Busy Kill Your Relationships (Including This One) by Ivi Gabales

What I learned after ghosting a friend during my most 'productive' stretch ever.

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You Have Something Worth Saying. But Is It Reaching the People Who Need It? by Ivi Gabales

How to turn your experience into thought leadership that creates recognition, trust, and conversation

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Does Your Business Development Need a Reset? by Ivi Gabales

How to decide where to focus, invest your time, and turn personal relationships into growth strategy.

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You Don’t Build a Business Development Culture by Telling Everyone to Sell by Ivi Gabales

How to create a high-performing team where everyone understands their role in the company’s growth

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You Were in the Room. Did Anyone Need You There? by Ivi Gabales

Visibility makes you familiar. Contribution makes you valuable.

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Want Stronger Client Relationships? Start Inside Your Company. by Ivi Gabales

Your client experience starts inside your company. The relationships you build internally shape how your people show up externally.

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Why Your Most Qualified Team Keeps Coming in Second by Ivi Gabales

The difference between winning and second place may be whether the client trusts you.

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How to Know What Your Clients Want (Even When They Don't Say It) by Ivi Gabales

Every client conversation leaves clues. Here's how to recognize them.

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Why Some People Leave Conferences With New Clients and Others Leave With a Tote Bag by Ivi Gabales

You don’t need a bigger conference budget. You need a better relationship strategy.

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The Relationship Rhythm Framework by Ivi Gabales

How to follow up, stay top of mind, and strengthen relationships before you need something.

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Four Things One Coffee Reminded Me About Staying Relevant by Ivi Gabales

Four Things One Coffee Reminded Me About Staying Relevant

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Move at the Speed of Your Client by Ivi Gabales

The best business development doesn’t force momentum. It learns how to read readiness.

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You Don't Hate Posting. You Hate What You Think Posting Requires. by Ivi Gabales

What Is Your Silence Costing You?

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Why Great Work Isn't Enough by Ivi Gabales

Visibility isn't about self-promotion. It's about making it easy for the right people to find you.

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Would You Regret Not Doing It? by Ivi Gabales

How one question can change careers, leadership, and growth

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What If the Secret to Winning More Work Is Caring Less About Winning? by Ivi Gabales

Why detachment may be the most overlooked business development skill in AEC.

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What People Really Want From Relationships by Ivi Gabales

Hint: It's not perfection, grand gestures, or having all the answers.

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How Do You Measure Business Development? by Ivi Gabales

Most Firms Track Pursuits. Few Track the Trust That Creates Them.

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Curiosity Didn't Kill The Cat Today by Ivi Gabales

The fine line between being prepared and being presumptuous.

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Transparency Builds Trust. Trust Builds Opportunity. by Ivi Gabales

Why vulnerability in business development is not weakness. It’s the beginning of real relationships.

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He Saw Me by Ivi Gabales

Remembering the brother who shaped my career, my confidence, and my understanding of relationships long before I knew how to name them.

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How To Build Relationships That Convert by Ivi Gabales

Why Some Relationships Lead to Work and Others Don’t

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Why Isn’t This Turning Into Anything? by Ivi Gabales

The missing piece in Relationship to ROI

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Don’t Just Play the Field. Read It. by Ivi Gabales

The playbook for knowing when to pursue, when to pivot, and when to walk away

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The Relationship That Matters Most by Ivi Gabales

I flew halfway across the world to be reminded what actually counts

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You Don’t Think You’re an Influencer. That’s Exactly the Problem. by Ivi Gabales

Why the people best positioned to build trust online are the ones opting out and what it’s costing them

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The Work That Grows You Isn’t Always the Work You Should Keep by Ivi Gabales

Learning to tell the difference between what energizes you, what drains you, and what that means for how you show up

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You Don’t Need More Contacts. You Need a Board of Directors. by Ivi Gabales

The people who guide you, challenge you, and tell you the truth when it matters most

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Former architect turned business development strategist. I write about the real engine behind growth in AEC, relationships, positioning, and strategy that actually win work, along with the behind-the-scenes lessons no one teaches you until you’re in it.