A/E/C Marketing Advice, Training, and Support Group
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 […]
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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 […]
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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 […]
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Did you ever wonder if your website is actually doing anything for your firm? Well, I’ve got some bad news for you. There is something most websites get wrong. And I can almost guarantee there is a problem with your website that is crippling its ability to bring your firm new business. Let me […]
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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 […]
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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 […]
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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 […]
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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 […]
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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 […]
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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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I provide helpful advice to marketers in the architecture, engineering, and construction world.
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