Ok, so you’ve been tasked with writing a proposal. Maybe you don’t know how to write one or maybe you’ve written them but you’re just not happy with the outcome. Don’t worry, you’ve come to the right place. That’s because I’m going to give you some tips on proposal writing. This series of posts is […]
January 31, 2018 by 4 Comments
The Ultimate Guide To Writing Skimmable Proposals
It can be overwhelming. When you look at some RFPs, you can’t believe how much information they ask for. Why do they need all this information? But it’s the “golden rule.” They have the gold, so they make the rules. And we’re just playing the game by the rules they’ve laid out. So, you spend […]
January 8, 2018 by 2 Comments
Marketing Budgets: 5 Easy Building Blocks Nobody Talks About
One of the most challenging things you can be tasked to do is define a firm’s marketing budget. What’s the right marketing budget for a small architecture firm in Wayne, PA? What’s the right marketing budget for the largest construction firm in Michigan? Try as you might to find a legitimate rule of thumb (5-13% […]
November 14, 2017 by 18 Comments
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 […]
June 20, 2017 by Leave a Comment
Two Email Marketing Beliefs That Could Be Hurting Your Firm
Many firms send out email marketing campaigns. But there is a question that lingers in many marketers’ minds: “Are we doing it right?” “Right” is a nebulous term. If your goal is to trip and fall, tying your left and right shoe together is the right way to “tie your shoes.” Therefore, whether you […]
April 20, 2014 by 2 Comments
What Superman Can Teach You About Getting and Keeping Your Client’s Attention
It’s hard to get anyone’s attention these days, especially a client who knows you want to sell them something. I’m going to teach you a counterintuitive tactic, that I call the “One-Two Curiosity Punch,” which is guaranteed to get people’s attention. Then I’m going to explain: Why it works How I’ve used it in everything […]
April 6, 2014 by 5 Comments
What Between Two Ferns Can Teach Us About Professionalism and Marketing
Everybody knows that in business you have to keep a “professional” demeanor. Image is important, right?!? You don’t want to be seen as anything other than the epitome of professionalism. That’s why President Barack Obama’s recent appearance, and unquestionable success, on Between Two Ferns is so surprising. Is there a lesson we can learn here? […]
July 25, 2013 by 1 Comment
DCMP Episode 2: The Magic of Winning Proposals
In this episode of the Design and Construction Marketing Podcast, I have an in-depth conversation with Laura Ricci, the author of The Magic of Winning Proposals. I write about this book a lot on HelpEverybodyEveryday.com. I regard it as THE “how to” book on proposals. Talking to Laura just reinforced my belief that this lady […]
May 13, 2013 by 4 Comments
3 Surprising Mistakes Principals Make When Hiring Marketers
It looks like the economy is improving and more firms are hiring new or additional marketing staff. Unfortunately, time and time again Principals make illogical and critical mistakes when hiring marketers. Let’s take a close look at three of them. Hiring Extroverts Over the years, we’ve collectively come to the understanding that there is a […]
April 14, 2013 by 2 Comments
Do You Have a Sales Advantage Over An Extrovert?
It never fails. People always make the same stupid mistake. They assume that extroverts have an advantage when it comes to sales. Worse yet, since they are not extroverts, they assume they don’t have what it takes to sell. So what do they do? They go out and hire an extrovert to sell for them. […]
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