The Ultimate Guide To Writing Skimmable Proposals

It can be overwhelming. When you look at some RFPs, you can’t believe how much information they ask for. Why do they need all this information? But it’s the “golden rule.” They have the gold, so they make the rules. And we’re just playing the game by the rules they’ve laid out. So, you spend […]

Marketing Budgets: 5 Easy Building Blocks Nobody Talks About

One of the most challenging things you can be tasked to do is define a firm’s marketing budget. What’s the right marketing budget for a small architecture firm in Wayne, PA? What’s the right marketing budget for the largest construction firm in Michigan? Try as you might to find a legitimate rule of thumb (5-13% […]

AEC Marketing: 10 Steps to Success

Many years ago, in response to an article I wrote in Marketer magazine, I was emailed by someone who was starting out as an AEC Marketer for an electrical designer/contractor in the Midwest. (NOTE: we refer to marketers in the architecture, engineering, and construction industry as “AEC marketers”). He asked me how you gain the […]

What Proposal Game Are You Playing?

When it comes to proposals, nobody talks about this. What game are you playing? We could live our life believing that every procurement is the same. Every time we submit a proposal, we are playing our hand in the same game. But that’s delusional. Every procurement is different. That means every time you submit a […]

Why Opportunities Pass You By (And What To Do)

“If only I had,” is the most devastating phrase in the English language. We all carry some degree of regret in our hearts. One of the most common traits I see in successful people is that they recognize and capitalize on opportunities. More importantly, they don’t shy away from opportunities that challenge their thinking or […]

How To Track Relationships When You Don’t Have A CRM

In my last post, I described how to choose the best CRM for your firm. But what if a CRM just isn’t in the cards for you or your firm at the moment? Don’t fret. There’s actually a lot you can do without a CRM. But before we get into that, I want to share with […]

What’s The Most Appropriate CRM For Your Firm?

Let’s talk about a common question I get, “What’s the right CRM for my firm?” Many, many, firms don’t have a CRM. If you are one of those or you feel your CRM isn’t the best fit…don’t fret. There are many options out there. And I have some advice for those looking to find the […]

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 somewhat […]

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 […]