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 […]
April 25, 2017 by 3 Comments
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 […]
April 3, 2017 by 4 Comments
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 […]
November 22, 2016 by 1 Comment
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 […]
October 11, 2016 by 14 Comments
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 […]
September 11, 2016 by 8 Comments
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 […]
August 15, 2016 by Leave a Comment
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 […]
August 14, 2016 by 1 Comment
Presentation Training to Win More Shortlist Presentaitons for A/E/C Projects
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 […]
July 4, 2016 by 9 Comments
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. […]
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