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 […]
January 20, 2013 by 11 Comments
The Most Important Rule Of A/E Marketing
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 […]
December 20, 2012 by Leave a Comment
How To Launch And Promote Your Own Business Book
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 […]
November 18, 2012 by 4 Comments
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 […]
November 11, 2012 by 18 Comments
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 […]
November 8, 2012 by Leave a Comment
Is This The Best Way To Approach Industry Conferences?
Folks, I’ve deemed November conference month here at HelpEverybodyEveryday.com. 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 […]
August 2, 2012 by 1 Comment
The AEC Website That’s Giving Me Website Envy
Every once in a while, an A/E/C website pops up that gives me “website envy.” Website envy is when I say, “I wish I had thought of that!” Enter Lindsay Diven who recently launched Marketers Take Flight, a website that seems geared towards helping AEC marketers get ahead in their careers. Let me give you […]
July 23, 2012 by 2 Comments
What Is Your AEC Business Selling?
What are firms in the architecture, engineering, and construction business selling? It may not be what you think. We don’t sell buildings. When you go in to pitch a client…there is no building, there is no bridge, there is no reservoir, there is no plant. It hasn’t been built yet. You can’t hand a client […]
July 19, 2012 by Leave a Comment
We Created The A/E/C Commodity Market
We all like to think price has a big part in our buying decisions. But answer these questions. Do you buy: The cheapest toothpaste on the shelf? The cheapest peanut butter on the shelf? The cheapest soap? The cheapest house in the neighborhood? The cheapest car on the market? I’m willing to bet that nobody […]
Recent Comments