It wasn’t until I got into the A/E/C marketing world that I learned how poor my writing really was. Comparatively speaking, it was outstanding from the get go. But once I realized how critical writing is to this job, I raised the standards I set for myself. As a result, I spent a great deal […]
March 19, 2012 by 2 Comments
Become a YOUtility
Jay Baer perfectly defined a concept you’ve heard from many people including me, Ford Harding, Tim Klabunde, Mel Lester, Mark Buckshon, etc. You succeed in business development by becoming a YOUtility. I think the term nails the concept (no pun intended). I’ve always found it a little hard to explain, especially to technical folks. The […]
March 12, 2012 by Leave a Comment
The Secret To Starting Great Conversations At Networking Events
One industry professional that continuously impresses me is Tim Klabunde. Granted, I haven’t used Adobe After Effects in many years. But I remember looking at it and thinking, “I certainly don’t have time to learn this!” But I guess somewhere between transitioning to his new role as Principal of Structural Engineering Group and running DCN, […]
March 6, 2012 by 6 Comments
Is Your Firm Stealing Your Rolodex?
I have a question for you. I never understood people who hesitate to share info on their contacts with their firm. The way I see it is there is nobody in my address book whose address and phone number can’t be bought. With sites like Jigsaw.com, association directories, and businesses who sell lists of industry […]
March 1, 2012 by 5 Comments
What I Use: Matt Handal’s Favorite Gear and Tools
Lifehacker did this great series on hardware and software used by each of their writers. It sounds lame, but I found it very compelling. What I found was a few amazing tools that I had no idea existed. So, I decided to do my own. Maybe there are some things I use that you didn’t […]
February 23, 2012 by Leave a Comment
Why Your Architecture or Engineering Firm May Become a Small Business on March 12th
If your firm works on government projects, there is some news that you need to know. The federal government is changing their definition of “small business” for architecture and engineering firms. These new definitions take effect on March 12th and they may have a significant impact on your business. The changes have to do with […]
November 24, 2009 by Leave a Comment
Loss Leaders and A/E/C Marketing
A loss leader is something the seller losses money on, but puts the buyer in a position where he/she will spend more and cover the loss. This tactic is used a great deal in marketing, probably more than you realize. Let me give you an example. This weekend, my wife and I went to Disney […]
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