Share Your Knowledge or Tell Your Story. Let us know how marketing can be more successful. Submit your post! Contribute enough and you'll be listed as one of the authors. At the very least, come enjoy uncensored versions of my published articles and some new marketing insights.
Help Everybody Everyday is not just a great way to approach marketing your services. It also describes a community of people who are willing to share and help each other grow as marketers and business developers.
Who is This Site For?
Whether you're a Marketing Assistant, Coordinator, Director, Chief, Principal, or anyone responsible for marketing and business development in the construction industry, we invite you to learn something new as well as share your own marketing strategies and insight.
Recently, Tim Klabunde over at www.cofebuz.com has been doing a series called "the Best Unknown Websites." Here are some sites Tim didn't mention, but are still worth checking out.
This is a tool that works with your Twitter account. The two main things it does are allow you to track who clicks on the links you post on Twitter and schedule when your tweets occur. That way you can sit and sip lemonade while tracking the tweets people think you are making.
Lifehacking is a movement that's centered on making your life easier. This site provides tools and tricks that can help you be more productive and less stressed out. Who doesn't want that?
Did you ever send someone a link that was so long that the person that received it couldn't click on it. I certainly have, but not in recent memory. This site takes those long web addresses and cuts them down to size.
Want to know what's going on in the construction industry? The Associated General Contractors Smartbrief will send you an email everyday that's keeps you up to date. But wait, that's not all. There is also American Society of Civil Engineers Smartbrief and Construction Specifications Institute Smartbrief.
If you're like many other firms, you've had one of the following things happen:
A website redesign with several false starts (or maybe even never gotten off the ground)
A brochure or mailing campaign that everybody grumbled about under their breath after it went out
New stationery or logo roll out that half the people refused to use
For many, the website one in particular may hit home. Everybody has an idea about what the new site should look like (I mean, we do all use the web so we know what people look for, right?). Every project has to be represented. Every industry has to be mentioned. Often, before you know it, the site has taken on a life of its own and becomes everybody's project. Unfortunately, the next steps are often either huge project delays or a website that nobody is quite happy with. I actually just spoke to a highly acclaimed design firm last week that was even fired while still working on the early stages of the homepage!
So what went wrong? Regardless of the communications vehicle, firms need a cohesive brand and marketing strategy. Now more than ever, especially with individuals acting as company brand stewards through social media, EVERYBODY in the firm needs to understand the communications strategy if they are...communicating.
Applied to the website analogy, a clear brand platform and marketing strategy will do the following things:
Provide a point of reference to justify decision making - "Is this in line with the brand?"
Clarify what industries and projects are the most important to present to the public - "Is this project related to the type of work we are pursuing?"
Put decisions in the perspective of the target audience, not the employees - "Who do we want to receive our communications and what do they need to hear?"
Make content coming from numerous sources more consistent - "What language, tone and writing style do we follow?"
While many of these things may seem intangible or immeasurable, the true measure of success is in time and money saved. A strong marketing strategy minimizes internal revisions, decreases marketing project timelines and cuts back unbillable hours from managers and principals that likely have billable work to do.
Chris Denby is the founder of Markitecture, a DC area marketing and brand strategy consultancy that provides A/E/C firms with unique strategies to address changing marketing needs and industry trends. He is an experienced architect and marketer who is passionate about helping firms increase effectiveness, create focus, and achieve goals with or without dedicated marketing resources. He’s also @markitectureDC on Twitter.
Here is some more video from the SXSW Interactive session that discusses some of the topics that are in my "What is Marketing" articles. Please note that he does confuse "Social Proof" and "Commitment/Consistency."
If you read this site, you may have read my posts called, "What is Marketing?" They are the essential posts regarding my approach to marketing. If you want to read these posts, just click "Marketing 101" under the Topics menu. I'm not going to rehash them. But in these posts I discuss the scientific studies that show you how to influence people's behaviors and decisions. You need to know this stuff if you are in marketing. Yet very few people base their marketing on proven scientific principles. Sure you hear and read random statistics. But you never read what I preach and preach and preach, that is the science behind human behavior.
I submitted a presentation called "The Science of Influence" to SMPS's Build Business Conference, which is going on right now. Unfortunately for those attending, it was not selected. Instead, it turned into a series of posts on this site. But Brian Brushwood's presentation at SXSW Interactive 09 turns out to be the next best thing. He talks about the very same science of influence, down to the research studies that were in my presentation. In fact, the only significant difference between our presentations is that his examples are about influencing people in everyday situations and mine were about influencing people in business situations. Also, the only magic I would provide is the magic of my presence. I'm posting part one today and part two on Friday. Do yourself a favor and watch both of them. You will thank me.
Matt Handal is responsible for marketing at Trauner Consulting Services, Inc., a national construction schedule and claim analysis firm based in Philadelphia, PA. His experience includes over 10 years of marketing and related activities. He has successfully marketed real estate, architectural, engineering, and construction consulting services, helping firms realize tens of millions in fees from projects ranging from $500K to $2B. He developed the industry’s first video podcast, Construction Netcast, which teaches professionals in the construction industry how to successfully manage and administer construction projects. He also hosts HelpEverybodyEveryday.com, an open forum and education portal for marketers and business developers. Furthermore, Matt serves as Contributing Editor to SMPS Marketer magazine and is a co-author of the Marketing Handbook for the Design and Construction Industry. He is also an obsessive music fan and avid runner.
There is a sermon that far too many people in this industry preach. I hear it all the time from experienced "marketing experts." Over and over again they say, "don't submit a proposal unless you have a relationship." “Don’t waste your time and money subscribing to lead services, you won’t get anywhere without relationships.”
If you consider the various types of firms in the A/E/C industry, this is not good advice. What these people are saying does not apply to all businesses. Say for example, you are a contractor who does low bid work. That's a case where it might be foolish not to respond because you don't have a relationship. Here's another example, let's say you are a design firm that designs BSL-4 labs. There are not that many firms that have extensive experience designing those. And while the owner might prefer choosing someone they have a "relationship" with, my sense is that they would much rather keep that Ebola virus from escaping and killing us all. So in that case, qualifications matter.
I imagine the same would apply for nuclear power plants. We may see billions in construction of new plants. But my gut tells me that there are very few people left in our industry who have ever designed one. Now I love my drinking buddies, but I wouldn't hire them to design my nuclear power plant.
“Relationships” Don’t Win You Work “Relationships” are certainly a factor in the decision making process. But unfortunately, you are not getting the whole story about relationships. It’s not really a relationship, per say, that influences decisions. You have to break the concept of relationships down to the molecular level and gain a better understanding of what exactly is it about relationships that influence decisions. I don’t see this being done with the topic of relationships.
For example, it is true that "studies show that people hire those they like." But these studies talk about the scientific term "liking." Liking is why Regis Philbin is the spokesperson for my bank and my hospital. Science shows that because I like Regis Philbin, I am more likely to give them my cash and/or blood. My personal feelings toward Regis are transferred to their product even though I have never met him and could not claim any type of relationship.
Liking is the reason one of my teachers very inappropriately told the dumb girl in my high school to “wear something slutty” to her college entrance interview. She did and she got in because of the “liking effect” and its ability to influence decisions. Liking is something that has been studied extensively and there is a lot more to it than you might realize.
Liking is Weak Compared to Giving But liking is not the most powerful influence factor in the category of relationships. Reciprocation has been proven in studies to be much more powerful. The rule of reciprocation is that, as humans, we do not like to feel indebted to anyone. When we do, we try to find ways to escape that feeling. We do this by reciprocating (i.e. giving back to those who give to us). . The way you get someone to reciprocate is to give them something of value. This can be good customer service, a hug, a personal favor, a job, or maybe even a relevant lead you saw in one of your lead services. The amount of giving you will have to do for each person will vary. Each person has a different set of values.
Tim Klabunde, of William H. Gordon Associates, Inc., says to “help everybody everyday.” Scientifically speaking, when it comes to “relationship-based” marketing, that’s the best advice you will ever hear.
Liking and reciprocation are not the only factors. Other forces that influence people include social proof, scarcity, commitment/consistency, and authority. There are so many factors that it is very hard to determine how much a “relationship” will factor into any decisions. There can be 10 other people who have better “relationships” than you. A better relationship, when it comes to influencing decisions, is one based on giving.
The Math is Wrong People also cite how other firms have only submitted on opportunities where they had an ongoing relationship and increased their proposal win percentage. The problem with this thinking is that proposal win percentage, by itself, is not necessarily a great measurement tool. Your goal is probably revenue, not proposal wins. So if you win 50% of $100,000 is it better than 30% of $250,000? I'd rather take the 30%.
So finding opportunities and making go/no go decision should take into consideration various factors, just like the SMPS Marketing Handbook says. We’ve somehow drifted away from those best practices. I strongly agree that you can't go after everything. But I think the question is, "based on everything we know, do we have a reasonable shot?"
Matt Handal is responsible for marketing at Trauner Consulting Services, Inc., a national schedule and claim analysis firm based in Philadelphia, PA. His experience includes over 10 years of marketing and related activities. He has successfully marketed real estate, architectural, engineering, and construction consulting services, helping firms realize tens of millions in fees from projects ranging from $500K to $2B.
He developed the industry’s first video podcast, Construction Netcast, which teaches professionals in the construction industry how to successfully manage and administer construction projects. He also hosts HelpEverybodyEveryday.com, an open forum and education portal for marketers and business developers. Furthermore, Matt serves as Contributing Editor to SMPS Marketer magazine and is a co-author of the Marketing Handbook for the Design and Construction Industry. He is also an obsessive music fan and avid runner.
This article was originally published in the October 2008 issue of SMPS Marketer. Its republished with permission of SMPS Marketer. Learn more about the Society of Marketing Professional Services and SMPS Marketer at http://www.smps.org
This article was previously published in the Autumn 2008 Issue of the Society for Marketing Professional Services (SMPS) DC Chapter Industry Newsletter.
Press releases, brochures, sponsorships, mass mailings.... the list goes on and on. We’re all aware of traditional marketing methods used within the AEC industry to gain recognition from our clientele. However, new survey technology is not only transforming the technical environment of the industry, but also opening new doors for the way we are able to market.
Laser Scanning 101 To understand how this is happening, we must first understand the technology that is creating this new revolution. Three-dimensional (3D) laser scanning (also referred to as a high-definition scan or point cloud) is a relatively new technology in the AEC industry, especially in the Mid-Atlantic region. Simply stated, a 3D laser scan is similar to an image from a digital camera, except that each and every pixel is an accurate and measurable data point. The “point cloud” that is produced is a visualized 3D model that allows the surveyors and their clients to view, measure, assess, and fully interact as though they were located within the actual environment. 3D laser scanning is often utilized to accurately capture and store “as-built” or “existing” information on areas ranging from mechanical plants, to ancient monuments. This process can often be completed in as little as one-fifth of the time, as compared to traditional surveying methods.
What This Means for Marketers Due to the minimal amount of field labor 3D laser scanning requires, marketing departments are beginning to work closely with their survey counterparts to scan project and client sites prior to proposal submissions, as well as during collateral and multimedia development. Digital images and data produced by the scanner are then used to personalize client submissions and paint a more vivid picture for potential clients in marketing materials.
In the case of brochures and hardcopy collateral, the benefits of these visual elements are easily identifiable, as the unique imagery scanners produce carry their own weight in capturing audience attention. However, some firms are taking the opportunity to step up their marketing efforts by creating eye-popping, multimedia assets that are used in client presentations, cd mailers, proposal submissions, and on the Web.
Multimedia marketing for 3D laser scans can be portrayed in several ways. The most commonly used are self-executing movies for websites and CD mailers, and interactive digital formats. Interactive formats have proven most effective, as they are often accompanied by free-ware applications that can be easily downloaded by the client. These applications allow clients to move around freely in the scanned environment (ideally of their own project or office site), adopt any chosen viewpoint, and zoom in or out to inspect or measure selected details. This not only appeals to what I like to call “new toy syndrome”, but also results in a greater understanding of the quality and accuracy of the services your firm provides.
A New Approach to a Familiar Concept Perhaps the greatest opportunity that this new technology is presenting is not actually a new concept at all – an opportunity to connect and/or re-connect face-to-face with potential and existing clients. Using the marketing assets mentioned previously to create personalized client presentations that accompany on-site equipment demonstrations is providing significant returns on investment for many marketing departments. This is due to the universal appeal of presentations that cater to both the strategic interests of management and the technical interests of those that will work intimately with scanner data.
Return on Investment Going the extra mile to enhance your visibility in the marketplace is always a worthwhile effort. And, utilizing new technology, such as 3D laser scanning to meld your marketing with new technical service offerings can show big returns, especially when utilized within a larger campaign. This is not only beneficial for your firm, but by recommending and implementing these strategies alongside technical staff and management allows marketing professionals to gain respect and creditability by demonstrating a new value-added service of their own. Justin Jacobs is a Marketing Manager at William H. Gordon Associates, Inc. He can be reached at
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
or http://www.linkedin.com/in/justincjacobs
Let me guess, you work for an “award-winning interdisciplinary (or multidisciplinary) firm that partners with its clients to offer sustainable, leading edge designs which solve complex problems.” And you do this by offering “personal service using the collective wisdom of your collaborative staff in a team approach.”
It’s not that this description doesn’t sound great. The problem is it doesn’t mean anything. And if you argue that it does then I’ll counter with it doesn’t differentiate you from all the other firms that also think it means something.
Think back to when you took your first position in your first design firm (assuming you’re not a trained architect or other design professional that was already intimately familiar with the vernacular). Did you truly understand what your firm did and how it was different from all the other firms that surrounded it and claimed to be doing the same thing?
If you didn’t understand how your firm was different by reading the available materials (website, brochures, industry profiles, etc) than how are your prospective clients supposed to know what makes you different? An important reminder for us is that our prospective clients are not likely to be architects or know the language of architecture. They’re hiring us because they need our expertise.
Take a look at your marketing materials with fresh eyes and evaluate what the material is really trying to tell its audience. Do you use unique methods to provide innovative designs to your clients’ complex problems using a collaborative team approach or does your team of 3 designers spend a day on site with your clients before they begin designing a new space so that they can fully understand, and design a space that responds to, the clients’ challenges and goals? Which is clearer to you? Which do you think is clearest to your prospective clients?
There isn’t a secret formula for achieving clarity. All you need to do is write with your audience in mind and be transparent about your firm’s strengths. Don’t hide them in a sea of buzzword-laden text. Your prospective clients will thank you for your clarity by awarding you with their business. It sounds simple, but looking at the majority of design industry websites, instilling clarity through the written word remains a challenge.
Valerie Conyngham is the Marketing + Business Manager at The Cecil Group, an urban design and planning firm located in Boston, MA. She’s been helping companies develop and implement marketing strategies since 1997 and specializes in working with small businesses to help them develop marketing strategies that are sensitive to the budgetary and human capital constraints faced by many small firms.
Here is another video with Kevin Rose, former Dark Tipper and current Web 2.0 maven, and Tim Ferris, productivity guru and author of the Four Hour Workweek. In the video they talk about 10 of their favorite books.
As a marketer, you probably do a lot of writing, especially when you take into account letters, emails, proposals, notes, plans, etc. Writing takes time and sometimes it takes time away from other things we could or should be doing. Imagine a world where you could write up to 200% faster. How much more productive would you be?
One of the challenges with marketing is tailoring your message. There are generally two schools of thought in marketing: boilerplate and tailoring.
Boilerplaters use standard language for the majority of their writing. The benefit of this approach is speed. The downside is that the ultimate work product can be less effective because it does not always speak to the client’s specific situation.
With tailoring, you write something that speaks directly to your client’s specific situation. The problem is this type of writing takes significantly longer to produce. Many seasoned professionals claim that this approach actually takes too long. But tailoring is the best approach if you have the tools and ability to write significantly faster than the average bear.
When you tailor, you can't just cut and paste boilerplate paragraphs into your work product. But there are phrases, sentences, and even clusters of sentences you will type over and over and over again. Using a simple tool, you can automate this process, allowing you to write 200% faster.
Both Texter (Windows) and Text Expander (Mac) are tools that allow you to type triggers into your document or email that will automatically generate text. Once you get used to using these tools, you will be astounded by how much quicker you can compose powerfully tailored emails, letters, and proposals.
Let me give you an example of one of my triggers:
Trigger: mycard
Resulting Text: If you ever need anything at all, just shoot me an email. I'll be glad to help. I have attached my vcard (which contains my contact info).
You've probably written something similar about a million times. The difference is it takes me literally two seconds to write.
Both these programs work at the system level, so you will be able to use triggers in every piece of software you use.
This approach won't be as fast as the boilerplate approach. But it will allow you to develop tailored documents significantly faster than you thought possible.
Texter is free and Text Expander is only $30. But using one of these tools will save you significant time, allowing you to get more things done!
It is 11:37pm and I am on a train from Washington, D.C. to Philadelphia. I was just at the Washington D.C. Design and Construction business networking event. The event was held in Arlington, VA (you can learn more about the group at mydcn.com)
During this event Tim Klabunde, of www.cofebuz.com fame, was laughing at the fact that I had no business cards with me. Honestly, I thought I had some with me this time. But typically, I don't bring business cards with me to networking events.
Why not?
Often networkers will have their own little “tricks of the trade.” For example, I knew a guy who would get off a plane and immediately buy a local newspaper. He would study the sports section with the express purpose of having well-informed conversations about the local sports teams (like he was a fan).
My gimmick is not bringing business cards with me. That way, I can ask for your card and promise that I will send you my contact information in an email (or through the mail if you are a “card person”). As I walk away from our conversation, I will write down information about you on the back of that card. This includes the major details of our conversation, personal information about you, and any information I promised you. When I get back to my desk, I scan in the cards and transfer my notes about you into my outlook. If needed, I may check out your website to gather more information about you or your firm. When I respond to you (99% of the time, the next day) I will include my vcard as well as any information I promised you.
This gimmick serves three purposes. First, it gives me a very legitimate reason to follow up with you. Second, it allows me to make a promise to you and keep a promise to you. This shows that I can be trusted. Third, I feel that eliminating the awkward card exchange moment allows me to keep the conversation more personal.
Should you bring business cards to business networking events? Simply put, yes! Should I bring business cards to a networking event. Simply put, no.
Listen, it's my gimmick. If you don't bring cards and I don't bring cards, it ruins my whole gimmick! Get your own darn gimmick!
I think a lot of people selling professional services have a hard time figuring out what the heck they are going to say when preparing for a sales presentation. Engineers especially struggle with this.
Some engineers find it hard to stop thinking like an engineer and start thinking like a marketer. They are often more comfortable with numbers than words. The good news is that you can apply formulas to words just like you do numbers.
By applying formulas, you'll develop presentations that are dramatically better. You'll be asking yourself, "did I just say that?" Here is one such formula:
1. Make a statement 2. Illustrate it with a short story 3. Explain how this benefits the client (I.e. Who you are presenting to)
Here is an example:
"As a young CPA, I was always getting into trouble with my boss. I was known as the guy who would always bring back a problem. My first assignment was for a dairy farm. I figured out that the dairy was giving kickbacks to the area schools for using their milk. My boss wasn't happy because that dairy was one of his top clients. I'll apply the same analytical mindset when auditing your construction contracts. I'll find problems that others won't see."
Using the statement - story - benefit formula can help anyone turn a tired old presentation into a powerful presentation. Another great thing about using formulas is that it's easy to teach to others, especially to those who have a B.S. (rather than those who just bs). It's easy, give it a try.
Professionals sometimes ask me if it is best to send a prospective client an email before calling her, especially if it is someone you don’t know well. They are usually looking for affirmation. I respond with this story:
Many years ago, I was taught how to make cold-call appointments with senior executives by Bruce McNaughton, a brilliant rainmaker who could get a meeting with anyone. We were to send letters (no email in those days) to people we wanted to meet, and he would come in a week later to show us how to follow up with a call to the execs’ assistants. Something went wrong and the letters weren’t sent. When I told Bruce this, he asked for the phone number of the first person on the list of those who should have received a letter. He picked up the phone and called the man’s assistant. “My name is Bruce McNaughton,” he said. “Has Mr. Smith received the letter I sent?” Of course, the assistant said he hadn’t. “Well, never mind,” said Bruce. “It said this . . .” He proceeded to describe what we were looking for, was passed on to the Chief Financial Officer and got us a meeting. The letter hadn’t been necessary, but Bruce knew that sending one would make me more comfortable with calling.
So, yes. Send an email, if it makes calling easier for you, but realize that you are doing it as much for your own comfort as you are for the executive you send it to. And what if your emails don’t get sent, call anyway.
Ford Harding is the founder and President of Harding & Company, helping management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters and engineers win new clients. The author of a number of books, he often writes for publications such as the Harvard Business Review, the Wall Street Journal, and Consulting to Management. This article was previously posted at http://www.hardingco.com/blog/
When I started working at my current job, I inherited a system that consisted of ACT! for our contacts, Deltek CRM/Proposals for our project info, and Deltek Advantage for accounting. In general, I find the Deltek products to be overly expensive and not very user friendly. And I liked Act! even less.
Being so frustrated with ACT!, I said to myself “I’ll make my own contact system.” And I did just that. I hired a developer from India to make a tailor-made web-based contact system. It is built on PHP and MYSQL, which are open source technologies. Plus I stipulated that all rights to the code be transferred to me. The whole thing cost me about $700 and it works great.
Why would I pay $399 per user for a contact management system when I can get my own made for $700 and have unlimited users? It was a bold call, but I’m happy with my decision.
This brings me to my dream. I have 1/3rd of the puzzle complete for $700. How much would it cost to do the other two pieces? I’m thinking I can get it done for $5,000 (when i get around to it). That’s significantly less that I estimated the five year cost ($29,000) of moving to Deltek Vision for just contacts and proposals.
Is anybody else excited by the implications of a free-for-all open source CRM solution for the A/E/C industry? I believe its time has come. What do you think?
I wrote a little post about how to manage all your stuff across multiple computers. I guess a couple people liked it or at least found it interesting. Here are some links to applications and services that will help you along the way. Everything here is either free or pretty cheap. I use everything with a *.
The single best productivity tool money can buy (in my opinion)
Plaxo (this is a service that has a free option and a $60 a year option. I have the $60 a year option, but with mobileme I don't really need it. Plaxo is owned by comcast now so it might be completely free in the near future). *
IMAP Email Account to forward all your email accounts to (i.e. controlling all your email from one spot.)
That's it. Maybe I'll explain my set up in more detail at another junction. I know it seems complicated, but its not. Feel free to check out these tools if you want to see all the same emails, appointments, and to do lists on all your computers and phones.
P.S. David Allen, the productivity guru, uses Lotus Notes. From what i hear that works across windows, mac, iphone, and Blackberry. I've never worked somewhere that had Lotus Notes so I can't speak to its use.
I recently did a guest post over at Construction Law Musings. That post was about the importance of "selling the benefit." Here is another story about selling the benefit that didn't make it into the post.
"Let me give you another real-life example. Large pharmaceutical companies usually have a small stable of prequalified A/E firms to provide design services on their campuses. Two architects had broken away from a large architectural firm and convinced one of these pharmaceutical companies to let them propose on a small gym renovation in one of its research facilities. And while the large firms submitted the usual letter proposal and used the boilerplate presentation materials, the two-man outfit did something different. They treated this tiny project like it was the most important construction project the pharmaceutical firm was planning at the time. They even came in with renderings and models of what this renovated gym would look like, illustrating how the employees would benefit from this new space. This is something the large firms wouldn’t do for such a small assignment. The new firm won the job and became one of the pharmaceutical company’s “go to” A/E firms.
Was it just that these upstarts were hungry? Not entirely. They knew that one of the highest priorities for a pharmaceutical company is to attract and maintain the most talented researchers. These companies do this by creating an exceptional working environment. A large piece of that is providing the best amenities, like gyms, dry cleaning services, shops, etc. So in the grand scheme of things, this small renovation actually was the most important construction project they were planning. Everybody knew or should have known that. But only one firm sold the benefit."
Some people don't understand what helping people has to do with marketing. I'm a big believer in doing the right thing and helping people make the right choices. The right choice is not always going to be your service or the widget you are selling. Believe it or not, sometimes the best marketing is actually telling people not to buy what you are peddling and go somewhere better. I can give you many examples where this has benefited people in the business world (especially my mechanic).
And here is one personal example. ZwiegWhite contacted me and asked me to do a talk on Twitter, LinkedIn and socialmediawhateverwhoseamacallit at their Marketing Now! conference in San Francisco, CA. It just seemed to me that there was a better match in Vik Duggal. He is more plugged into that world than I am. I just kind of assumed he would do a better job than I could. And after watching the video of his full presentation, its confirmed. In the end, everybody ended up happy. And everybody being happy is a nice achievement.
I think Vik's talk about social media in the A/E/C industry was very good. He fielded a lot of questions that I think many marketers in the A/E/C industry have. And its worth watching, and of course, provided for your below.
1. Educate, don’t advertise 2. Answer all questions and comments in a timely fashion 3. Be respectful, no personal attacks 4. Be open to other ideas 5. Be sure to fill out a description and keywords for all posts 6. Don’t forget to use spellcheck! 7. No lewd content or foul language
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