Articles

Anne Scarlett has authored over 60 published articles. They are organized by topic in the sidebar to the right. Often, Anne expands upon these topics, presenting to audiences in intimate training sessions as well as at highly-attended conferences. In addition, her insights are frequently quoted in A/E/C industry publications. Representative articles include those below.

CURRENT CATEGORY:
Business development and marketing in challenging times

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SUSTAINING A ROBUST TOUCH PLAN DURING A DOWN ECONOMY

Social networking is one answer

In a down economy—when you’re at your wit’s end about the highest, best use of your valuable time and your coveted marketing budget—now is an optimal time for you to create and solidify your firm’s social networking channels.

Fact: when the economy slows, many sectors limit their need for AEC services; put opportunities on hold; or just stop buying all together. Yet, seasoned business developers who have lived through previous economic downturns also realize that at some point in the future, those withholding prospects will buy once again! Lesson learned: it’s imperative to continue touching your prospects with ...

PSMJ's AE Rainmaker

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MINING PERSONAL NETWORKS

All-hands-on-deck approach in a fluctuating economy

As the economy ebbs and flows, so must our business development efforts. Over the years I have experienced occasions where firms that I worked for—or consulted to—struggled to win business due to lack of project funding; projects placed on hold; and dramatic decreases in market sector activity. To respond, firms must assess the situation and re-allocate their business development and marketing efforts for maximum effectiveness.

Some firms panic, slashing marketing budgets where—had they simply stayed on course—they may have eventually reaped results. These knee-jerk reactions are unfortunate, but I do sympathize. Regardless of what is decided from a budget and ...

Modern Steel Construction

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