The Best FREE CRM For A/E/C Firms Is Here

It’s been a while since I gave you something that was truly, mind numbingly, awesome! OK, FancyHands was close…but you had to pay for that. But what I have for you today takes the cake. Let me explain… CRM…Urggg! CRM is obviously a huge frustration in our industry. A few years ago, I even got […]

Surprising Statistics About Federal Bid Protests

Wally Zimolong over at Supplemental Conditions posted a piece about federal bid protest statistics. There were a few statistics in the report that I thought were pretty telling. First off, the number of formal bid protests rose almost 50% between 2008 and 2012. But the statistic that stayed consistent was also pretty disturbing. Over 40% […]

Learn The Principles of Persuasion in 11 Minutes

  Whether it’s your firm’s clients or even coworkers, we all need to persuade people to do the things we want them to do. For my money, that is the essential challenge of working in the marketing field. If you are a regular reader or have seen my MindMarketing presentation, you know social psychology […]

The Huge Opportunity You Are Missing At Conferences

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 […]

Why Conference Booths Make You Less Effective

I was at a conference recently and a competitor asked why we didn’t have a booth. “I don’t believe in booths,” I explained. This lady’s jaw dropped. Then she tried to pitch me on why getting a booth is a good idea. It’s not. Here’s why: Booths, By Their Nature, Are A Reactive Approach To […]

Is This The Best Way To Approach Industry Conferences?

Folks, I’ve deemed November conference month here at I think this will either give people some great ideas about how and why to attend industry conferences or it will start an entirely new conversation about conferences. The topic of industry conferences is a divisive one. For example, my views on industry conferences probably fly in […]

You Have No Idea How Many Visitors Your Website Gets

I thought I knew how many people visited this website. It turns out I had no idea. And guess what, you have no idea how many visitors your website is getting either. Recent events gave me an education on just how poor the analytics we use to judge the performance of our websites are. This […]

Where Do You Fit On The Proposal Experience Spectrum?

After talking to many people who work with proposals, it’s become clear that not all our experiences are the same. Each of us falls in a different category on the proposal experience spectrum. Oftentimes, we don’t realize this. You bring someone onto your team knowing that they spent a lot of time on proposals in […]

Network Like An Introvert

As promised, I just sent out a free excerpt of Tim Klabunde’s book, Network Like An Introvert, to my entire subscriber list. Let me tell you a little about this book and the person behind it. I met Tim in 2008 and learned about his unique approach to networking shortly after. So, for the last […]

The Difference Between Bugdust and a Clear Advantage in Proposals

Mark Buckshon over at Construction Marketing Ideas posted about my article on which font to use for proposals. He raised an interesting point regarding how important the use of fonts in proposals is and whether this discussion could be considered bugdust. Think of it this way. In the 2008 Olympics, many swimmers wore special suits […]