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
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:
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.
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
Best Practices for Effective Meetings
Making the most of meetings---as a facilitator and an attendee. Published in Modern Steel Construction. Why are meetings often the butt of work-related jokes? Why do we sigh with disdain when we see our calendar loaded with meetings? Quite simply, many meetings are poorly run, resulting in little … [Read more...] about Best Practices for Effective Meetings
Expanding your services.
Lessons learned from striving to grow market share with existing clients. Published in Modern Steel Construction. What do Building Information Modeling (BIM), Leadership in Environmental and Energy Design (LEED), Integrated Project Delivery (IPD), and Private and Public Partnerships (PPP) have in … [Read more...] about Expanding your services.
Creating an ‘experience’ within formal interview presentations
Relationship-building is one thing; closing the deal is another. Published in PSMJ's AE Rainmaker and RainToday. Throughout the lead development process, business development professionals work very hard. We make contacts, nurture relationships, submit RFPs, all before we finally get our chance to … [Read more...] about Creating an ‘experience’ within formal interview presentations
AEC Team-Building in Tough Times
Three ingredients to make it happen. Published in Modern Steel Construction. Everyone feels the pain of layoffs. Everyone. In the earlier rounds, we rationalize by painting a silver lining: “Our firm got rid of fat, and subsequently, operational efficiencies have improved.” That version of layoffs … [Read more...] about AEC Team-Building in Tough Times
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!
Give ‘em something to talk about
Identifying value propositions so they will listen, and buy! Published in PSMJ's AE Rainmaker. In any economic climate, it’s important to offer value propositions that will both intrigue---and ‘stick’ within the minds of---your prospective clients. But in an economy where more competitors are … [Read more...] about Give ‘em something to talk about