This session is about what’s hiding in plain sight for almost every single firm. 1) Discovering the business and political issues of clients that lead to scope lies beyond the obvious information presented in CIPs, RFP/RFQs, public declarations by facilities/procurement staff, and even beyond traditional “follow the money” thinking. 2) The challenge of developing profitable accounts- versus simply selling projects- is a connection issue rooted in the specifics of execution. 3) Owners at executive and fiduciary levels don’t really care about the technical details or resumes of professional firms…despite evidence to the contrary. Owners are obsessed with the impact professional firms can deliver. How do you highlight the impact of your services as you shape accounts? 4) These collective factors require a skill on how to project manage client intelligence as it relates to connection- not selling or marketing. What are the specific execution-based factors of project managing client intelligence.