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MENUMENU
  • About
      • About Stambaugh Ness
      • Leadership
        • Owners
        • Board of Managers
          • Valerie Higgins
          • Kristi Weierbach, Ph.D.
        • Management Team
          • Steven L. Hake, CPA
          • Katie Bochniak
          • Jason Jaworski, MSEM
          • Andrea Neumann
          • Tom Swietek, MBA, CPA, CGMA
          • Heather Zecher
      • News
      • Strategic Relationships
        • BDO Alliance USA
        • Deltek, Inc.
    • The SN Way
      The SN Way | Stambaugh Ness
      Collaborative. Forward-Thinking. Future-Ready.
      Learn More
    • Leadership
      Steve Hake - Stambaugh Ness
      The Stambaugh Ness Leadership Team
      Learn More
    • Latest News
      Stambaugh Ness Announces New AE Advisory Practice Area
      March 15, 2021
      Stambaugh Ness Announces New AE Advisory Practice Area
      Read Post
  • PPP-Related Resources
  • Services
    • Advisory
      • AE Advisory Services
        • M&A: Buyer Advisory
        • M&A: Seller Advisory
        • Ownership / Leadership Transition
        • Business Improvement
      • International Business & Tax Advisory
      • NextGen Advisory Services
      • Strategic Growth Advisory
      • Strategic Tax Advisory
        • Real Estate Tax Credits & Incentives
        • Research & Development Tax Credit
        • State and Local Tax
      • Value Advisory Services
      • Workforce Advisory Services
    • CPA
      • Assurance
      • Entrepreneurial Services Group
      • Employee Benefit Plan Audit Services
      • Government Contract Services
      • Tax Compliance & Planning
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      • Deltek Ajera
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      • Microsoft Products
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        • Everyday AI
        • Microsoft Azure

    • NextGen

      The Anticipatory Leader

      Workforce

      HR Support Center & HR On-Demand
    • Meet STAR: Security Table Analysis Report
      Deltek Vision Vantagepoint Security Table Analysis Report
      Delete roles that you aren’t using, merge roles that have the same access, and streamline your security with STAR.
      Learn More
  • Industries
      • Architectural & Engineering
      • Construction &
        Real Estate
      • Manufacturing & Distribution
      • Professional Services
  • Resources
      • Blog
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      • Publications
      • On-Demand
    • Deltek Clarity | 42nd Annual AE Industry Study
      42nd AE Clarity Study
      An impressive array of insights into the KPI’s surveyed directly from key decision-makers that impact A/E firms the most.
      Learn More
    • Real-Time Accounting
      Real-Time Financials
      Are your financials in real-time, or do they leave you guessing?

      Watch Now
    • Case Study
      Mid-Sized Manufacturing Case Study
      Mid-sized Manufacturer Improves Productivity with Right-sized Staffing
      Learn More
  • Events
    • Live Events
      On-Demand
      Search Events by Industry:
      Architectural & Engineering
      Construction & Real Estate
      Manufacturing & Distribution
      Professional Services
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      Search Events by Type:
      Conferences
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      Seminars
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      Webinars
    • Upcoming Events
      Tax Planning for A Year Like No Other
      July 27, 2021 | 2:00pm
      IT Strategy for the Future: Aligning Your IT Strategy with Your Business Goals
      July 29, 2021 | 2:00pm
      Business Improvement Strategies for Successful Transitions
      August 10, 2021 | 2:00pm
    • Tax Planning for A Year Like No Other
      2020 Tax Planning
      Knowing what you don't know can make a significant impact. Best practice tax strategies that maximize your benefits.
      Learn More
    • South Central PA AEC Networking Group
      South Central PA AEC Network SCAEC
      SCAEC is a networking community of professionals in or serving, the Architectural, Engineering, and Construction Industry in South Central Pennsylvania.
      Learn More
  • Blog
    • Timely updates and business improvement advice from our thought leaders
      View All Blogs
    • IT Strategy: Starting Where You Are
      July 22, 2021
      IT Strategy: Starting Where You Are
      Read Post
    • The HUGE Tax Credit You May be Missing Out On
      July 15, 2021
      The HUGE Tax Credit You May be Missing Out On
      Read Post
    • M&A: Building an Effective Internal Communication Plan
      July 8, 2021
      M&A: Building an Effective Internal Communication Plan
      Read Post

Author: Scott D. Butcher, FSMPS, CPSM

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    • The Role of Client Experience in Driving Revenue

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    Success Story: Transforming Doers into Sellers

    Scott helps this FL-based engineering firm transform their technical professionals from doers to sellers, becoming active in business development.

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    Seller-Doers: The Front Lines of AEC Client Experience

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    Secret Ingredient: Adding Referrals to Your Seller-Doer Strategy

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    The Seller-Doer’s Top Responsibility: More Work from Existing Clients

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    Making Sense of the Seller-Doer Model Challenges

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    Generating Work in Uncertain Times

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    Your Seller-Doers Need Training: What Should It Look Like?

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    Is the Seller-Doer Model Right for Your AEC Firm?

    April 23 2019
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