blog

Blog

Scarlett Letter #29: Mini-mini vacation…how about a playcation?

Earlier this week, I attended a BNC networking function where fellow attendees spanned various service and product industries: architecture, engineering, construction; legal; advertising; executive recruiters; management consultants; financial advisors; technology sales; social media consultants;…basically, the usual cast of characters in the white and gold-collar arena.

It was a beautiful night, which sparked my logical question: “How will you spend your vacation this year?”

Since summer is a traditional time for vacations–namely for families to jive with school schedules–I was surprised to hear that so few people were taking time off in 2009. Not only were they not planning to go away on ...

Tags: Anne Scarlett A/E Marketing, BNC connector, Business, Construction, Engineering, Health, linkedin, playcations, Professional, professional services marketing, professional services sales, staycations, vacations

Read more

July 30, 2009

Scarlett Letter #28: Lessons from faraway lands…

What do AEC professionals have in common with the people of the Omo River Region in Ethiopia?

Ok, nothing much, really. But what we can learn from them is abundant.

We hear about African tribes all the time. We watch documentaries, and some of us have had the pleasure (and even life-altering experience) of visiting certain African tribes in their own environments. A friend sent me this touching video last week, and it’s been on my mind ever since: The People of the Omo River region, Ethiopia where their bodies are their canvases.

Beyond my admiration for their unique artistic ...

Tags: Anne Scarlett A/E Marketing, Business, Ethiopia, linkedin, Omo River, professional services marketing, professional services sales, Society and Culture

Read more

July 27, 2009

Scarlett Letter #27–**Special post** 2009 Construction Economic Forecast

Just listened to an excellent webinar discussing the predictions for the various markets as we enter this economic ‘recovery’. Content is highly specific to the built environment (AEC) industry. Click here to view the archived presentation (should be posted shortly):

Description: The 2009 Market Insights Series, presented by Reed Construction Data, the Associated General Contractors of America (AGC) and the American Institute of Architects (AIA), is a free quarterly webcast series delivering the most up-to-date information on current and forecasted construction activity.

Join expert economists Jim Haughey, Ken Simonson and Kermit Baker for “Turning Points in Construction,” a free, 90-min. webcast focused on ...

Tags: AEC trends, Anne Scarlett A/E Marketing, Construction, economic forecast, linkedin

Read more

July 23, 2009

Scarlett Letter #26: In AE firms, as a metric of success, what emphasis should firm/office profitability have on the overall assessment?

Earlier this year, I delivered a session to the SMPS Southern Regional Conference. I met a gentleman (Greg) in the audience that works for a large, multi-disciplined engineering firm (XYZ Engineering). I don’t have their exact revenue figures, but they have multiple offices across the U.S. and abroad. We discussed how the firm is structured from a financial accountability standpoint. Apparently–rather than individual offices serving as profit centers, and rather than one big profit center for the whole firm–this firm has opted to group their profit centers according to regions.

We all know there’s no ‘one size fits all’ magic to ...

Tags: AEC trends, Anne Scarlett A/E Marketing, linkedin, organizational structure, professional services marketing, professional services sales, Scarlett Consulting AEC business development

Read more

July 23, 2009

Scarlett Letter #25: AEC layoffs – Determining the criteria; ways to help

Although the economy is showing signs of imminent improvements (according to some sources), I continue to hear from AEC industry folks about more downsizing at their firms. Because many of these companies have had one (or more!) round of layoffs in the past nine months, they have already eliminated the ‘fat’. Now they’re down to the most talented, dedicated, hard-to-replace people. I have not been at the table with any of these firms when they decided their criteria for ‘valuable player’ versus ‘not-quite-as-valuable’, but suffice to say, I’ve been very surprised by some of the professionals that have been asked ...

Tags: Anne Scarlett A/E Marketing, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development

Read more

July 20, 2009

Scarlett Letter #24: Mid Year Marketing Assessment

Are you the type of AEC firm that makes a commitment to planning (both business and marketing strategy)? If no, then this blog entry will not apply to you. If yes, then now is the time to conduct your Mid-Year Marketing Assessment against your original 2009 Strategic Marketing Plan. Subsequently, if needed, you may opt to dig deeper and conduct a Marketing Audit.

There are two basic reasons that we resist checking our progress against plan: 1. we are fearful of what we’ll discover, scared of falling short; 2. and/or we (think that we) simply do not have the time.

To conquer ...

Tags: Anne Scarlett A/E Marketing, Business, linkedin, Marketing, Plan, professional services marketing, professional services sales, Strategic

Read more

July 16, 2009

Scarlett Letter #23: Charmed, I’m sure…making a big impact from handwritten notes & hardcopy pics

In these days of easy electronic communication, where firing off an email is a breeze (but yes, it is one worthwhile way to express gratitude and connections), the handwritten note has become–at least in my mind–a treasured and memorable token. Mind you, I have always taken joy in receiving a handwritten note in the mail. Whether it be Amanda Young, the marketing professional that I recruited for one of my clients David Woodhouse Archtects…to a couple of gentlemen (Bob Davidson of SSOE, and Howard Alan) who heard me speak at an ALA Session this past spring…to Bob Bobber, an Arizona ...

Tags: Anne Scarlett A/E Marketing, Customer relationship management, linkedin, Networking, professional services marketing, professional services sales, Scarlett Consulting AEC business development, Social network

Read more

July 13, 2009

Scarlett Letter #22: Getting by with a little (business) help from a friend…

Yesterday, I noticed that someone had entered my website using the search string “how to ask friends for business”. Now, as a business development professional for over 19 years, you’d think that I’d have great answers to that question. But for some reason, it’s always been a bit tricky for me to ask friends for business, which is crazy considering many of my prospects have converted into friends over time. {Which, incidentally, IS the goal of proper relationship-building. Yet, it doesn’t always serve me well, when I then become hesitant to ask those prospects-turned-friends for real business!}

Awhile ago, ...

Tags: Anne Scarlett A/E Marketing, linkedin, Networking, Relationships, Sales, Scarlett Consulting AEC business development

Read more

July 09, 2009

Scarlett Letter #21: Surrounding yourself by people that inspire you?

Over the holiday weekend, I had a chance to spend time with a fairly new group of friends. In this case, I was the ‘outsider’. They had all traveled together previously and had built solid friendships. I knew very little about any of them, so it was cool that they included me in their Michigan excursion.

What I discovered was yet another set of truly talented, risk-taking, intelligent, well-traveled, creative women. I say ‘another’ set because I already possess friends from both genders that never cease to impress me with their prowess in culture, athletics, business, philanthropy, and artistic ...

Tags: Anne Scarlett A/E Marketing, Corporate social responsibility, linkedin, professional services marketing, Scarlett Consulting AEC business development, team building

Read more

July 06, 2009

Scarlett Letter #20: It’s simple! Expanding your LinkedIn network…

As my father would say {note: he has some strange sayings}: I’ve let my skimmer leak. How? Well, I recently discovered that I have not consistently followed my tried-and-true process when meeting a new contact:

1. Record the business contact into Outlook (or other CRM) database 2. Write a few key notes relating to what that person needs and how/who might be able to help them (this assists when you are trying to put people within your own network together). 3. Pinpoint an action step and date for this contact (writing/sending information; setting an appointment; making a relevant introduction; checking in; etc.) 4. ...

Tags: Anne Scarlett A/E Marketing, Customer relationship management, Facebook, linkedin, Networking, professional services sales, Scarlett Consulting AEC business development, Social network, Twitter

Read more

July 02, 2009

Archives