Effectiveness; Etiquette; Ease. Published in Modern Steel Construction. At 6:50am, I wrote: “Rats! Kevin must have misunderstood our main point that we presented in last week’s meeting. Now we’ll need to revisit the topic yet again. This might set us back by a week or longer.” Then I hit send, at … [Read more...] about An exploration of the three E’s in Email
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10 Ways to Keep Your Business Development Team Motivated and Productive
Lessons learned from a home renovation. Published in RainToday. Recently, I had the "pleasure" of buying an 1887 home that needed more renovation than anticipated—significantly more. As we moved forward with the project, unwelcome surprises would unfold again and again. From the start, we were … [Read more...] about 10 Ways to Keep Your Business Development Team Motivated and Productive
Best Practices for Business Relationships
Give credit where credit is due--liberally! Published in RainToday and PSMJ's AE Rainmaker. We've seen some spikes of (selective) optimism in the economy in this past year. This has led us to believe that the architecture, engineering, and construction (AEC) industry could be improving in certain … [Read more...] about Best Practices for Business Relationships
How to Generate Referrals and Testimonials for Your Business
Solidifying endorsements is not as difficult as you might think. Published in Modern Steel Construction. Simply “doing good work” will not keep your firm in business. These days, clients expect nothing less than good work: quality solutions, stellar customer service, fair pricing. So, delivering on … [Read more...] about How to Generate Referrals and Testimonials for Your Business
Scarlett Letter #138: Is your AEC firm considered a ‘good client’?
Recently, one of my client's requested that I review the site of their web designer/host (let's call them WebDudes). I noticed that WebDudes' site featured links to the websites of their key clients---presumably the list was pared down to just the firms that they were most proud to work with, either … [Read more...] about Scarlett Letter #138: Is your AEC firm considered a ‘good client’?
Walking in another’s shoes.
Empathy is a surefire way to demonstrate business development leadership. Published in RainToday and PSMJ. As business development professionals, we know that leadership embodies key traits such as vision; integrity; diplomacy; dedication, and a flexible, open mind. We also know that---leader or … [Read more...] about Walking in another’s shoes.
Get in. Get out. Leave ‘em wanting more.
Delivering an impromptu 'pitch' during unexpected business encounters. Published in PSMJ's AE Rainmaker and RainToday. When it comes to impromptu pitches, here’s my philosophy: Get in; get out; leave ‘em wanting more. Let’s say that you are at a networking event. Suddenly, you find yourself … [Read more...] about Get in. Get out. Leave ‘em wanting more.
Connect with Scarlett Consulting in real life.
Throughout the year, Anne Scarlett delivers presentations and workshops to industry-related associations in an open-enrollment format. These presentations can also be customized for in-house seminars at your firm. View full schedule of Anne's speaking engagements. … [Read more...] about Connect with Scarlett Consulting in real life.
Scarlett Letter #137: One of the top five ways to get technical staff involved in business development
Lackluster. Push-back. Naysayer. Pessimist. Half-hearted. These were some of the descriptors that a group of marketing and business development professionals used when describing their AEC technical staff's contributions towards business development at a recent networking event. So we dug in and … [Read more...] about Scarlett Letter #137: One of the top five ways to get technical staff involved in business development
Expand Your Business Development Team
Co-opt the talents of every generation. Published in RainToday and PSMJ's AE Rainmaker. As business development professionals, we constantly beat the drum: ‘Everyone is a marketer!’ We hope that each staff member will then magically step up and contribute to the firm’s overall sales and growth. Oh, … [Read more...] about Expand Your Business Development Team