If you’re a doer-seller, you’re probably more comfortable “doing” than “selling.” Nobody goes to school to become an engineer, a designer, or an architect because they want to sell engineering, architecture, or design services. They want to do whatever their skill set is. But in today’s business world, doers need to become sellers—or at least active partners in the business development of the companies they work for. That’s what Iben Falconer has observed in her career. An architectural historian by training, she’s evolved into a marketing and business development leader, currently at SOM. In this Section Cut interview, Iben shares why you have to be organized, active, and focused about getting new work, and why everyone on the team has to play a role.

Interview Takeaways

• Don’t confuse marketing and business development
• Plan with your destination in mind
• Own your leads pipeline
• Forecast by looking ahead
• Ask: Do I really want this job?
• Assign a point person for prospects
• Recognize personal strengths
• Acknowledge your weaknesses
• Empower & guide your team
• Never take business development off your plate 
• Make every team member count
• Pitch even with a full plate

Show Links

• Check out SOM
• Connect with Iben Falconer on LinkedIn or Twitter
• Connect with George Valdes on LinkedIn or Twitter
• Check out Monograph
• Check out Section Cut
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