Tips for marketing professionals to be effective, motivational marketing coaches for their internal colleagues. Published in AE Marketing Letter. By streamlining professional coaching approaches to create a realistic program of your own, AEC marketing professionals have the opportunity to provide … [Read more...] about Maximize your coaching potential
Blog
Warm up to cold calls
Reassess the value of telephone prospecting. Published in AE Marketing Letter. According to the “Future of Professional Services Lead Generation” report issued earlier this year by the marketing consulting firm Wellesley Hills Group (Framingham, MA), 13% of respondents noted that cold … [Read more...] about Warm up to cold calls
Stop giving cold calls the cold shoulder
Strengthen your abilities to make initial calls to prospects. Published in Modern Steel Construction. Ask a technical professional about their least favorite marketing task, and you’ll find that cold-calling often tops the list. I can relate to why many of you put telephone prospecting at the … [Read more...] about Stop giving cold calls the cold shoulder
Mistakes: gotta love ‘em and learn from ‘em
Lessons learned from presentation blooper. Published in PSMJ's AE Rainmaker. To varying degrees, A/E/C rainmakers are required to deliver presentations to audiences—whether you are an accomplished keynote speaker, an industry expert presenting at conferences, an adjunct professor, or a technical … [Read more...] about Mistakes: gotta love ‘em and learn from ‘em
The many faces of a business development professional:
Reading between the lines of your job description. Published in Modern Steel Construction. So you think it’s not your job to repeatedly remind (pester?) the project manager to finish his writing contribution to the fee proposal? Is it your place to have a heart-to-heart with the shy principal that … [Read more...] about The many faces of a business development professional:
What’s your BizDev purpose?
How to identify the hidden business developer in every person, every role. Published in the ZweigLetter and AE Marketing Letter. Business developers and senior leadership often profess “everyone markets!” We say it, we know it to be true, but do our actions really match our words? Here are three … [Read more...] about What’s your BizDev purpose?
Be a rising star…
Ten things every entry-level engineer should know. Published in Modern Steel Construction. So, you’re an entry-level engineer – you’ve busted your bum to earn a technical degree and now you shall conquer all! Let’s round out that degree with real-world elements for professional success. Our Human … [Read more...] about Be a rising star…
Leadership: It’s in your future if you want it.
Are you a doer, manager, or leader? Published in Modern Steel Construction. First things first. Leadership can be taught. If you have any doubt, allow me to squelch it now. With the proper guidance, everyone can demonstrate some form of leadership. Who are you? Doers; managers; leaders. It takes … [Read more...] about Leadership: It’s in your future if you want it.
StudioGC Architecture + Interiors
The 2-day marketing planning workshop was exceptional. Meaningful content, thought provoking interaction, with high touch delivery. Further, the final marketing plan report was concise, comprehensive, thoughtful. Good work; you rock! … [Read more...] about StudioGC Architecture + Interiors
Keep it real
Be a better business developer by honoring the human-to-human connection. Published in PSMJ's AE Rainmaker. The best compliment I ever received from a prospect was this: ‘I truly enjoyed talking with you; you are so…real!’ The timing of the compliment was excellent. Unknowingly, this prospect had … [Read more...] about Keep it real