Published in Modern Steel Construction and RainToday. Have you ever been in a situation where you were surrounded by people who didn’t speak your “language?” Perhaps it was overt, such as when traveling abroad and realizing that crucial information was being shared rapid-fire, but it was all going … [Read more...] about Speak your prospects’ language; Don’t get lost in translation!
Articles
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:
Respecting boundaries in networking
Published in Modern Steel Construction; PSMJ; and RainToday. Sometimes the line between effective networking and ‘gone-too-far’ gets crossed. Where do you draw this line? Consider these three scenarios below. Do any of them sound familiar? -Scenario I: You’re approached by a business contact (or … [Read more...] about Respecting boundaries in networking
‘How prospects learn’ is a critical part of the selling process.
Modify your approach to best fit your prospects' learning preferences. Published in RainToday. As service providers, there's a plethora of things to think about when selling. We strive to create rapport, build trust, offer value, overcome objections and barriers, create a client-for-life … [Read more...] about ‘How prospects learn’ is a critical part of the selling process.
Tips to Convert Small Talk into Business Conversation.
Tips on elevating small talk (and maybe easing into business). Published in Modern Steel Construction; PSMJ; and RainToday. Many technical (and non!) folks in the AEC industry are not keen on ‘small talk’. We find ourselves feeling inauthentic, facing dead-end conversations, or wasting our time. As … [Read more...] about Tips to Convert Small Talk into Business Conversation.
Leverage Your Nervous Energy!
Tips and techniques for converting nervous anxiety into positive energy. Published in Modern Steel Construction; RainToday; PSMJ's AE Marketing Journal. Have you ever dreamt of channeling your nervous anxiety into a positive energy? You’re not alone. This is the most frequent question I am asked by … [Read more...] about Leverage Your Nervous Energy!
Does Your Presentation Team Behave Like a Team?
Use improv exercises to strengthen your team presentations. Published in PSMJ's AE Marketing Journal; RainToday; Modern Steel Construction. When your firm is making a presentation to win new business, are they behaving like a true team? Does the audience – composed of decision-makers and … [Read more...] about Does Your Presentation Team Behave Like a Team?
AEC Job Search Tips for the New Economy
Find your confidence, then let it shine! Published in Modern Steel Construction. Many of us, especially in fragile economic times, look at the process of job searching with worry, even dread. Yet, we ultimately reach a point where we are “uber”-motivated to make a career change. Various actions can … [Read more...] about AEC Job Search Tips for the New Economy
An exploration of the three E’s in Email
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
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