A 224-page full-size, full-color PDF e-book directed towards A/E/C firms who will discover that knowing the end game of the client is the fast track to success.

It was developed over several years with taped interviews with over 180 clients in every industry and marketplace across the U.S. This information is invaluable to every firm Principal, CEO, Business Development Marketing Director. 

It comes with a


24-page PDF workbook containing valuable Evaluation Forms for every marketing and presentation activity in the firm. 

  • Clients’ End Game is a must-have resource for firms that want to succeed. This nuts and bolts book breaks down all things relating to clients, from research to proposals and presentations, and from surveys to creating an operational system that truly responds to client needs and preferences.
  • Clients' End Game gives comprehensive insight about the AEC clients – from “getting” to “doing” work, and all points between. The book is peppered with comments from client interviews spanning across all market sectors as well as an analysis of selection panel deliberations.
  • Clients' End Game is for marketers with all levels of experience because of the depth of research, and it’s for technical professionals, who wish to improve their understanding of how marketing and business development can positively affect operations and lead to a firm's success.
  • Clients' End Game is one of the AEC industry’s most comprehensive resources for creating an organization that values client perspective, the only true recipe for success!

Table of Contents



Chapter 1:                                           

Client Research Strategies

Chapter 2:

Analyze the Client's Organization

Chapter 3:

Creating a Client-centric Firm

Chapter 4:

Genesis of the Client's Program

Chapter 5:

RFP: Clues to  the Client's End Game

Chapter 6:

Presentations: Sealing

the Deal

Chapter 7:

Managing Client Expectations

Chapter 8:

Client Service Continuum

Chapter 9:

Improve a Firm's Value to Clients 

Chapter 10:

Keep Your Clients Loyal

Chapter 11:

After the Project is Over

 Chapter 12:

Epilogue: Cast of Characters                                           

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Published Price $49.95



FREE: 24-page Workbook PDF with Printable Forms

Your personal copy of the E-Book PDF will be sent to you by return email, along with a separate PDF for the workbook.

The book PDF is encrypted, so you will be given the passcode to open the file for viewing.

The newly-added workbook PDF is NOT encrypted, so the forms can be copied and printed out as needed.


"A welcome road map to your client-service operations manual."

Louis L. Marines, Hon AIA, Founder Advanced Management Institute.

"Following the dictates here should improve a firm's hit rate."

Laurin McCracken, AIA, SMPS

"A must-have resource for firms that want to succeed."

Barbara Shuck, CMO, Emc2 Architects.


"Great publication, with important information for all A/E/Cs ."

Hans Christian Lischewski, Professor, Mount Ida College.