A/E/C Marketing Advice, Training, and Support Group
I remember it like it was yesterday. I was in my early 20s and my boss expected me to network with senior people working for potential clients. These people were fifteen years older than me. How was I supposed to network with someone in a completely different age group? My kids weren’t entering into college… […]
Continue reading...
It’s an accepted fact, right? First impressions are critical in the business world. They are especially important if you’re trying to sell services. In seven seconds a potential client will determine whether they’ll buy from you or your firm. If your shoes aren’t shined, a hair is out of place, or you stumble on your […]
Continue reading...
Last week, we explored why people make illogical decisions. And I explained the concept of the elephant and rider. Almost immediately, I got this question: “Matt, where are you going with this? What do I do with this information?” Ha. That’s a great question. I certainly want to give people actionable advice. What Action Should […]
Continue reading...
Have you ever been frustrated by an illogical decision a client, coworker, or friend has made? You just look at it and ask, “What are they thinking?” They’d have to be insane to make that decision, right? It can make you want to pull your hair out. It can make you want to scream at […]
Continue reading...
Did you ever wonder what’s going on in the heads of the people evaluating your proposals? Today, you’ll get some insight into what it’s like being on the other side of the equation. What is it really like to serve on selection committees? What secrets do these people hold? What are they not telling us? […]
Continue reading...
The idea of marketing people reviewing price proposals is crazy, right? Yet, inevitably, a price proposal will find its way to your desk. Do you just assume it is perfect? Or is there some value you can add to the process? I’m going to explain how you can review cost proposals, even if you don’t […]
Continue reading...
Let’s say you’ve been doing something, like putting together proposals, or writing, for a long time. How do you know your work is the best it could be? What if you could check the quality of your work without your expertise coming into question? Today, I want to tell you about a tactic that has […]
Continue reading...
It seems like the perfect situation. You get an email from a firm asking you to be on their team for a proposal they are putting together. They will be the “prime” and you will be their “sub.” Teaming arrangements can be great. There are plenty of firms out there that generate most of their […]
Continue reading...
We all have something in our life or our job that, let’s face it, despite our best efforts… …just doesn’t seem to be working. Wouldn’t it be great if we could fix that thing? Today, I’m going to open up and share with you how I solved the biggest problem in my life. And I’m […]
Continue reading...
What happens when you ignore page limits? As Matt DeVries utterly compelling article explains, maybe you win the contract. Then maybe your state’s Supreme Court upholds that award. You should read the article at Best Practices Construction Law, which included this description of the situation: “The Facts. In November 2010, the State issued a request […]
Continue reading...
I provide helpful advice to marketers in the architecture, engineering, and construction world.
Follow me on LinkedIn, Twitter, or Google+
Recent Comments