The Inside Track: How to Use the Relationships You Already Have Inside Your Firm, Your Client, and Your Competition

The fastest way into a client is rarely the front door. It’s the people already inside.

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Picture two firms on the same shortlist.

Same qualifications. Similar project lists. Comparable fees. Both teams prepared, both rehearsed.

One of them walks into the interview already knowing that the facilities team was frustrated by the last firm’s commu…

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Written by Ivi Gabales

“With 18 years of experience in AEC design, marketing, and business development, I help firms grow through strategic marketing, smarter proposals, and strong client relationships. Let’s achieve measurable results—together.”

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