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Latest Insights

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.