Robert Cialdini Interview

Interview with New York Times Best-Selling Author, Dr. Robert Cialdini Ph.D If you could ask the foremost expert on influencing human behavior a question, what would it be? And what would that answer be worth to you? How could that answer change your life? This is the opportunity (and challenge) I was recently graced with […]

Why Are You Working Today?

It’s a simple question. Why did you come into work today? Why do you get up every morning, get dressed, and commute to the job you have? You could have any job. So, why do you, day after day, go to the one you have? If you are sitting there without a clear answer to […]

Why Marketers and Owners Don’t Always See Eye To Eye

How many marketers have rolled their eyes because a firm owner “just didn’t get it?” How many owners have wished marketers would stop for a second to appreciate that they know what they’re talking about? Today, I’m going to share why this division exists. Plus, I’ll explain how the late 80s hair-metal group, Extreme can […]

3 Big Takeaways From Build Business 2016

Last week, I attended the Society Of Marketing Professional Services’s Build Business Conference here in Philadelphia. It’s the biggest conference related to marketing and business development in the construction industry. Here are my three biggest takeaways from the week. Forget Hamilton…Be Like Thomas Jefferson (Or Maybe Michelle Martin) Before the conference even started, I participated […]

Win More Shortlist Presentations

Sometimes contracts are won based solely on proposals. But more often than not, the final selection depends on your ability to win it during the “shortlist presentation.” Recently, I asked Erica Olson, author of Speak Simple: The Art of Simplifying Technical Presentations to give us some pointers on improving our shortlist presentations. Here’s a portion […]

Why You Should Never Have To Fill Out A Form

I hate filling out forms. And it’s time to be honest. You hate forms too. When someone hands us a form to fill out, he or she might as well be stabbing us in the heart. And we’re left there wondering, “Why do I have to fill this out?” It just feels like needless work. […]

How To Network With Older People

I remember it like it was yesterday. I was in my early 20s and my boss expected me to network with senior people working for potential clients. These people were fifteen years older than me. How was I supposed to network with someone in a completely different age group? My kids weren’t entering into college… […]

Are First Impressions Really That Important?

It’s an accepted fact, right? First impressions are critical in the business world. They are especially important if you’re trying to sell services. In seven seconds a potential client will determine whether they’ll buy from you or your firm. If your shoes aren’t shined, a hair is out of place, or you stumble on your […]

How To Move People To Action

Last week, we explored why people make illogical decisions. And I explained the concept of the elephant and rider. Almost immediately, I got this question: “Matt, where are you going with this? What do I do with this information?” Ha. That’s a great question. I certainly want to give people actionable advice. What Action Should […]

How To Finally Understand Illogical Decisions

Have you ever been frustrated by an illogical decision a client, coworker, or friend has made? You just look at it and ask, “What are they thinking?” They’d have to be insane to make that decision, right? It can make you want to pull your hair out. It can make you want to scream at […]