Articles

Eight tips to boost the fun factor. Published in Modern Steel Construction. “I need to have more fun at work!” I hear this sentiment often—whether from a partner in an engineering firm, or a head of compliance at an accounting firm, or a fellow adjunct professor. The desire to truly enjoy one’s … [Read more...] about Are you having fun at work?

Published in Rain Today. As AEC business developers, we go to great lengths to fill our firm's pipeline with long-term, robust clients. Because this is a daunting task, we often hope that the entire firm will jump on the 'Everyone sells!' bandwagon. Yet there are days when it feels like we're … [Read more...] about Business Development: Set Your Tech Professionals Up to Succeed

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

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

Help your firm's leadership and technical staff to remain in close touch with prospects and clients. Published in AE Marketing Letter. Keeping in touch— regularly and authentically— with clients and prospects is an essential marketing strategy. To non-marketing professionals, this responsibility is … [Read more...] about Touch Plans— Making sure your client contact strategy is effective and well-executed

Tips for marketing professionals to make your firm's organizational involvement easy and effective. Published in AE marketing Letter. We often reiterate, “Everyone in the firm is a marketer.” As marketing professionals, we must provide “everyone” with the tools and guidance to best support the … [Read more...] about Go for the win-win-win by leveraging the value of organizational involvement

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

Training will dramatically boost the quality--and retention rate--of your employees. Published in Modern Steel Construction and SullivanKreiss Newsletter. I was overcome with pride when an engineering client recently stated: “We want to significantly grow the quality—not necessarily the quantity—of … [Read more...] about Nurture your staff and reap real benefits

Communication techniques for effective delegation. Published in Modern Steel Construction. Lessons of love can be applied in the workplace. Who knew? In the Five Love Languages, author Gary Chapman identifies five ways to communicate positive messages to a romantic partner – by speaking in a … [Read more...] about Get results through savvy motivation:

Three steps to achieve the best results from your firm's marketing team. Published in CE News; Structural Engineer; and AE Marketing Letter. While you were earning your technical degree, how many classes did you have on the subjects of marketing, communications or sales? Conversely, how many … [Read more...] about Go team marketing!