The Counterintuitive Hiring Tactic I Finally Used (To Surprising Success)

Here is the holy grail of hiring marketing or business development staff: “Finding enthusiastic, dedicated, intelligent, hard working, and strategic thinking staff who have the ability, and are willing to listen/learn.”   But hiring is a crapshoot. I could argue that the whole hiring process in our country is broken. Luckily, I’ve been taught a […]

What Should Your Presentation Be On?

Three times in one day.  “Matt, what should my presentation be on?” Three times in one day, a different person asked me that question. Let’s be honest, it’s a sad state of affairs for presentations these days. Whether it’s at a conference, local event, or on a webinar… …it’s the same tired topics over and […]

Why A/E Marketing Is A Career To Pursue

Yes, working in A/E marketing can be a challenging career. So, why do I recommend that recent graduates with marketing, public relations, or journalism degrees pursue this line of work? Well, the more I think about it the more thankful I am that I landed in this industry. In my mind, the advantages far outweigh […]

Two Email Marketing Beliefs That Could Be Hurting Your Firm

Many firms send out email marketing campaigns. But there is a question that lingers in many marketers’ minds: “Are we doing it right?” “Right” is a nebulous term. If your goal is to trip and fall, tying your left and right shoe together is the right way to “tie your shoes.” Therefore, whether you are […]

Angry Marketers Respond To That Controversial Blog

Last week, I posted my response to a recent PSMJ blog post that has angered many marketers in the architecture, engineering, and construction industry. PSMJ’s blog post has received significant backlash since Lindsay Diven first brought it to people’s attention through LinkedIn. And my response and call for them to remove the post seemed to […]

A/E Marketers Are Not Your Gal Friday

In a time which the profession of marketing in the architecture, engineering, and construction industry seems to be gaining more and more respect… …it is nice to be reminded, sometimes, just how ignorant people in our industry can be about our chosen field of work. Just the other day, Lindsay Diven forwarded an article making […]

Should You Speculate During The Proposal Process?

I often say that there are so many unknowns in the proposal selection process that it is impossible to accurately predict whether or not you are going to win. In fact, it is probably best to stay away from speculation completely other than “do we have a reasonable shot?” Let me illustrate why speculation is […]

3 Easy, But Powerful, CRM Hacks That Will Make Your Day

Can you make small adjustments to your CRM that result in big wins? Recently, I had the pleasure of putting together an educational session called, “Peek Into Our CRMs.” In this session, two SMPS members (Sharyn and Janine) joined me to share exactly how we use our CRM (Client Relationship Management) systems. It was three […]

3 Proposal Debrief Strategies To Help You Win More Contracts

You submitted a proposal and lost. Now it’s up to you to figure out what happened. So, what do you do? You ask for a debrief. An agency head of construction management recently told me that he was relieved to just finish up the award of 54 contracts and the conducting of 76 debriefs. Wow. […]

My Birthday

Is it weird to wish myself a happy birthday? I turn 42 on Tuesday, December 6th. The conversations with my kids have become outrageously cute. In particular, my son Logan seems to have a strong interest in what I do for a living. Logan: “Dad has the best work ever.” Matt: “Really, why do you […]