Get real results from your speaking engagements. Published in CE News and RainToday. I couldn’t believe my ears when my client Patrick recently declared: “I never get leads – much less real projects - from my speaking engagements.” What?!? It seemed impossible. How could any speaker, carefully … [Read more...] about Touch em’, then touch ‘em again!
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:
Engineers can—and do—communicate well!
Presentation and selling skills for the technical professional. Published in Modern Steel Construction. For many, effective communication skills do not come naturally. It’s no wonder that abundant information has been written on the topic; in fact, it’s a multi-billion dollar industry and growing! … [Read more...] about Engineers can—and do—communicate well!
Nail the Q&A portion of your project interviews
Nine tips your presentation team can use to improve its effectiveness in the project interview. Published in AE Marketing Letter. Scenario: Your firm is short-listed for the design of a high-profile private university project. You’ve sent a team of seven to make the pitch. After one hour … [Read more...] about Nail the Q&A portion of your project interviews
Mining personal networks
All hands-on deck approach in a fluctuating economy. Published in Modern Steel Construction. As the economy ebbs and flows, so must our business development efforts. Over the years I have experienced occasions where firms that I worked for—or consulted to—struggled to win business due to lack of … [Read more...] about Mining personal networks
Touch Plans— Making sure your client contact strategy is effective and well-executed
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
Go for the win-win-win by leveraging the value of organizational involvement
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
Maximize your coaching potential
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
Warm up to cold calls
Reassess the value of telephone prospecting. Published in AE Marketing Letter. According to the “Future of Professional Services Lead Generation” report issued earlier this year by the marketing consulting firm Wellesley Hills Group (Framingham, MA), 13% of respondents noted that cold … [Read more...] about Warm up to cold calls
Stop giving cold calls the cold shoulder
Strengthen your abilities to make initial calls to prospects. Published in Modern Steel Construction. Ask a technical professional about their least favorite marketing task, and you’ll find that cold-calling often tops the list. I can relate to why many of you put telephone prospecting at the … [Read more...] about Stop giving cold calls the cold shoulder
Mistakes: gotta love ‘em and learn from ‘em
Lessons learned from presentation blooper. Published in PSMJ's AE Rainmaker. To varying degrees, A/E/C rainmakers are required to deliver presentations to audiences—whether you are an accomplished keynote speaker, an industry expert presenting at conferences, an adjunct professor, or a technical … [Read more...] about Mistakes: gotta love ‘em and learn from ‘em