Scarlett Letter #142: Be specific on what your firm is NOT.

What is your firm about? What do you do? Tell us about your company. 

We are constantly communicating about what our firm does. It’s woven within firm descriptions, networking pitches, fee proposals, introductory prospective client meetings, online profiles, …you name it.

Yet, how often are we willing to share what our firm is not? Firms within the design and construction industry have a tendency to pursue more projects than they should (sans a rigorous go-no go process); claim a broader array of services than they currently offer (“we’ll find a sub-consultant to take care of that”); and identify a broader ...

Tags: Anne Scarlett A/E Marketing, design and construction marketing, linkedin, Scarlett Consulting AEC business development

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April 25, 2012

Scarlett Letter #141: AE firms—don’t discount your price!

Architects, engineers, and interior design professionals…..why oh why do you acquiesce to clients when they ask you to ‘sharpen your pencil’, aka reduce your fee? Don’t do it.

Or, let me rephrase. If you honestly built your fee based on value (and perhaps cross-checked it with the man hours it will take to complete the project), then don’t discount your price.

In lieu of reducing your fee, here’s what you can do:

-Reiterate the value they are getting for your proposed original price. -Re-confirm the scope details and timeline. (And—if you are competing with other firms—confirm that everyone is working from the same data ...

Tags: AE client relationships, AEC pricing, Anne Scarlett A/E Marketing, construction industry fee proposals, linkedin, professional services sales, Scarlett Consulting AEC business development

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April 17, 2012

Scarlett Letter #140: Story of an exemplary networker

Recently, I was the lucky beneficiary from a generous referral source. Her approach was admirable, and I’d like to share it.  She sets a great example of how I hope to be in my own business dealings.

Karen, a fellow AEC marketing consultant, decided to accept a full-time, in-house position at an engineering firm. This meant she would no longer contract with individual firms. Yet, she has a pipeline of opportunities and relationships that she has built with prospective clients.

Karen had options. 1. She could simply stop pursuing the consulting work, with no closure whatsoever. 2. She could just inform her ...

Tags: AEC best practices, Anne Scarlett A/E Marketing, linkedin, professional services networking, professional services sales

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April 04, 2012