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
Articles
Marketing and business development tactics
Anne Scarlett has authored over 75 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:
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
Do what you do best—build relationships and sell!
Smart ways to delegate content development. Published in PSMJ's AE Rainmaker and RainToday. Quality content. It’s the darling of our marketing programs these days. Even the most stubborn of AEC firms cannot ignore the numbers indicating that new business opportunities---or at least strong … [Read more...] about Do what you do best—build relationships and sell!
Demystifying social media, Part 2
The intent is simple: give value, get visibility. Published in Modern Steel Construction. Part one of this article addressed the question of what social media is, and what makes sense for the AEC professional. Part two covers making wise decisions on how and where to become active within the social … [Read more...] about Demystifying social media, Part 2
Demystifying social media, Part 1
What makes sense for the AEC industry? Published in Modern Steel Construction. When it comes to technology, the architectural/engineering/construction industry often seems to trail behind. We tentatively (even skeptically) watch as other professionals in similar industries delve into social media, … [Read more...] about Demystifying social media, Part 1
Get the skinny from those who matter.
Techniques to gain industry insights and feedback. Published in Modern Steel Construction. Remember the game Telephone, where you told someone and they told someone and so forth and by the end of the line, the final version only slightly resembled the original story? This simple game illustrates a … [Read more...] about Get the skinny from those who matter.
Client or personal friend?
How to create boundaries between business and personal relationships. Published in Structural Engineer and AE Marketing Letter. As business developers, we are strongly encouraged to get to know our prospects and clients on a personal basis. When all else is equal — expertise, services, proven track … [Read more...] about Client or personal friend?