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 […]

Proposal Development Secrets: Win More, Work Smarter, and Get Home On Time

Remember I said there was something exciting I was working on. It’s officially here, and I want you to be the first to know about it. Before I tell you all about it, let me give you a little background. What I’ve Learned About Proposals I believe my experience in the world of proposals to […]

The $7,000 A/E/C Corporate Website: Goals of the Text

Once I had an idea of what the website would look like, which you can read about in my previous post, it was time to get to the easy part…the words. Or at least that’s what I thought. In my mind, words are important. With anything I do, I tend to focus much more on words […]

Press Release Services for AEC Marketing

A while back, I asked the SMPS roundtable which press release service was the best to use. I also asked whether these services were better than sending out press releases yourself. Joan Capelin of Capelin Communications (and the author of the SMPS Handbook chapter on this subject) responded with this answer. It is certainly worth […]

What is a Marketing Expert?

I just read a ton of blog posts and comments about the general topic of “what is a marketing expert?” I caught wind of this discussion when Mel Lester posted what I thought was a good piece on how a marketer can increase their value. Mel got the age old comment. It goes something like […]

How Much Influence Do Relationships Have on Proposal Selection?

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 […]

Social Media Training for A/E/C Firms

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 […]

Can You Use Photos You Find On The Internet For Proposals?

I enjoy the messages and questions that come across the LISTSERV of the Society of Marketing Professional Services. One person recently asked this question: “Anyone willing to share information or provide a resource for information about copyright or use of image or articles (such as google, etc.)?” This is typically a legal question. And while […]

Forms over Function

Who hates forms? Yea, I realize they are necessary. But seriously my Principals have not been arrested for crimes against humanity. Can’t I just write that down once and be done with it. Why do you keep asking me in every different form for every different agency in every different state. How about a centralized […]