A/E/C Marketing Advice, Training, and Support Group
Before a RFP hits the street, it’s reasonable for the client to “go out to the industry” for input. Do not send the client RFP language that is ambiguous. Make sure what you give them is very clear and can only have one possible interpretation. Here’s what will happen if you don’t. Months from now, […]
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This is one of my favorite phases. I use it when somebody says, “that would never work.” If you don’t have documented proof that “this action will cause this result,” it’s just an assumption. Will streaking the Rose Bowl with your firm’s name painted on your butt drive your sales up 20%? I don’t know […]
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One of the biggest challenges many marketers have is too many things to get done but not enough time to get them done in. And it’s often the “little things” that clutter our todo list, like setting up appointments, editing word documents, researching information, etc. But what if you could get just one more task […]
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There is one rule you can apply to your marketing that is guaranteed to improve your results and efficiency. Yet, every day the vast majority of firms in the architecture, engineering, and construction business break it. They break it because they’ve been led to believe in rainbows and unicorns. They break it because they can’t […]
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Honesty in the proposal business is a slippery slope. Sure, we all tell the truth in our proposals. Don’t we? But think about how ripe the whole process is for dishonesty. I think we all have a relationship with honesty and the proposal game. I think I’ve told this story before, but I remember the […]
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Many have said if you don’t know about the RFP before it hits the street, you have no chance of winning. Of course, I’ve built my career on winning these proposal competitions. Therefore, I need a way to find the right RFPs hitting the street around the country. Here are a few tools that can […]
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The Concept The original concept for Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time was to determine whether a low-cost e-book aimed at the A/E/C industry would outperform a higher cost book by testing it. I knew a similar niche business book priced over $20 could reasonably sell one copy per […]
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I recently picked up a copy of Tom Sant’s Persuasive Business Proposals. This is a commonly mentioned book about proposal writing. My plan is to read the entire thing, gulp, and compare it to Laura Ricci’s The Magic of Winning Proposals (which I liked). In Sant’s book, he describes what he believes to be the seven deadly […]
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A lot of people get frustrated with conferences: either because they are sick of people asking what the firm gets out of it or the work just doesn’t come pouring in after the event. This is because there is a huge opportunity that everyone seems to miss. The big opportunity at a conference is not […]
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I provide helpful advice to marketers in the architecture, engineering, and construction world.
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