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:
Growing relationships with existing clients

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EXPANDING YOUR SERVICES.

Lessons learned from striving to grow market share with existing clients.

What do Building Information Modeling (BIM), Leadership in Environmental and Energy Design (LEED), Integrated Project Delivery (IPD), and Private and Public Partnerships (PPP) have in common?

At first glance, perhaps not a lot. But all of them are—in varying degrees—considered relatively new in the architecture/engineering/construction industry. As structural engineering professionals, you may not directly connect with all of those abovementioned services. Even so, you certainly recognize that new services and approaches are essential for strategic advancement, as well as to elevate the sophistication and success of your firm. But there’s a catch. Your clients need to want what’s new. They need ...

Modern Steel Construction

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RECALL POWER…

One dozen techniques to make clients remember you first.

In this service-oriented industry, clients tend to hire people rather than companies. We know this. We also know that a solid company brand makes the relationship-building process – aka business development – easier and more effective. Brand-name recognition translates into instant credibility and makes it significantly easier for technical folks to create client relationships beyond the ones that already exist. Countless articles have been aptly written on the value of branding and consistent marketing, all in the spirit of making your firm stick within the minds of your prospects and clients.

So, as a civil engineer, ...

CE News and AE Marketing Letter

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MISS MANNERS HAS IT GOING ON….

Dos and donts of client interaction for our technical professionals.

So many business development professionals work at firms that have an array of folks ‘touching’ clients. Construction firms have superintendents and their teams at the job site. Project and program management firms have a manager sharing space within the clients’ offices. Water/wastewater firms send engineers on-location. All of these people have different backgrounds, different education levels, and different filters with which they use to communicate. It never hurts for these representatives of your brand to review the basics in terms of how to best interact to leave a positive impression when engaged in client contact. Mastering these basics will, ultimately, ...

PSMJ's AE Rainmaker

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YOUR CLIENT – A WELL PLANTED SEED

How to build business with existing clients.

Industry standards indicate that 80% of your revenue should come from existing clients, year after year. The more business you can generate from existing clients, the more strategic (aka, picky) you can be about finding new clients.

If we do a good job for our clients, then they will come to us with more work, right? Right,but with exceptions. Providing quality results and excellent service is the bare minimum that needs to be done in order to build business with existing clients. They expect nothing less. It’s the extra effort you give to each client that will ensure future work. Here ...

Structural Engineer and AE Marketing Letter

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