So many of us in the AEC industry are kinesthetic learners, which means we learn by doing. Recently, I was reminded of a similar concept that makes so much sense: learning-by-training. Pamela Britton, from The Knowledge Environment, was a fellow speaker at the KA Connect conference in Chicago … [Read more...] about Scarlett Letter #107: Learning by training
Archives for April 2010
Scarlett Letter #106: Lateral (peer) feedback is valuable! Give it; ask for it!
As spring semester classes wind down at Columbia College, I am always amazed when reflecting back on what I learn from my students. Whether it be overt or covert, they teach me about humanity; learning; give and take; communications; and balancing dreams with realities. Today, we did essay … [Read more...] about Scarlett Letter #106: Lateral (peer) feedback is valuable! Give it; ask for it!
Scarlett Letter #105: When job searching, write your own job description
This week, I agreed to meet with two professionals in the design and construction industry that are looking for new positions. {I say 'agreed' to meet, because there's not enough time in the day to meet with every job seeker and still do my own work.} Naturally, I asked these job-seekers about … [Read more...] about Scarlett Letter #105: When job searching, write your own job description
Scarlett Letter #104: 79% of all leads are dropped!
According to business-to-business sales research conducted by Pointclear, a Georgia-based prospect development company: 79% of leads generated by marketing initiatives are not followed up by sales. Of the remainder, 70% are discarded by sales for other reasons. Only 6.3% of the total lead … [Read more...] about Scarlett Letter #104: 79% of all leads are dropped!
Scarlett Letter #103: Audience outreach…literally! A speaker must connect with its audience.
Last weekend, I had the pleasure of attending Albany Park Theater Project's (APTP) newest production: Feast. It was a moving piece---full of emotion; clever antics; unique interpretations through movement, sound, and light; and a whole lot of heart. As a communications expert and advisor, I am … [Read more...] about Scarlett Letter #103: Audience outreach…literally! A speaker must connect with its audience.
Scarlett Letter #102: Story of an online security risk
Last Saturday, I received a call from a stranger who identified herself as a 'Gold Coast resident and Columbia College of Chicago graduate'. Her message: "I'd like to share some interesting information about something that happened at ING Cafe today." It was an odd message, and it scared me a bit. … [Read more...] about Scarlett Letter #102: Story of an online security risk
Scarlett Letter #101: Dedicated to AEC professionals with no formal business background
"Everyone (in the firm) markets." Sure, we always say that, but is this sentiment truly entrenched within the culture---and the intellectual bandwidth---of our staff? Or does it fall on deaf ears? Or require arm-twisting? Since this is my 101st Scarlett Letter post, I am dedicating this post to the … [Read more...] about Scarlett Letter #101: Dedicated to AEC professionals with no formal business background
Scarlett Letter #100: When disappointment strikes in the workplace, can you shake it off?!
Undoubtedly you've had a time when you've been disappointed about something business-related, and you let it show---on your face and in your mood. For me, this happens when I find out I didn't win a contract that I worked hard on, when I've learned bad news about an existing client; or when I've … [Read more...] about Scarlett Letter #100: When disappointment strikes in the workplace, can you shake it off?!
Scarlett Letter #99: Buyers, influencers,…and don’t forget informants
At some point in our careers, many of us business developers in the AEC industry read books or take sales training courses. One common approach is Miller Heiman Sales Performance; they wrote The New Strategic Selling, which speaks to navigating to---and positioning with---prospective buyers and … [Read more...] about Scarlett Letter #99: Buyers, influencers,…and don’t forget informants