Reading between the lines of your job description. Published in Modern Steel Construction. So you think it’s not your job to repeatedly remind (pester?) the project manager to finish his writing contribution to the fee proposal? Is it your place to have a heart-to-heart with the shy principal that … [Read more...] about The many faces of a business development professional:
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:
What’s your BizDev purpose?
How to identify the hidden business developer in every person, every role. Published in the ZweigLetter and AE Marketing Letter. Business developers and senior leadership often profess “everyone markets!” We say it, we know it to be true, but do our actions really match our words? Here are three … [Read more...] about What’s your BizDev purpose?
Be a rising star…
Ten things every entry-level engineer should know. Published in Modern Steel Construction. So, you’re an entry-level engineer – you’ve busted your bum to earn a technical degree and now you shall conquer all! Let’s round out that degree with real-world elements for professional success. Our Human … [Read more...] about Be a rising star…
Leadership: It’s in your future if you want it.
Are you a doer, manager, or leader? Published in Modern Steel Construction. First things first. Leadership can be taught. If you have any doubt, allow me to squelch it now. With the proper guidance, everyone can demonstrate some form of leadership. Who are you? Doers; managers; leaders. It takes … [Read more...] about Leadership: It’s in your future if you want it.
Keep it real
Be a better business developer by honoring the human-to-human connection. Published in PSMJ's AE Rainmaker. The best compliment I ever received from a prospect was this: ‘I truly enjoyed talking with you; you are so…real!’ The timing of the compliment was excellent. Unknowingly, this prospect had … [Read more...] about Keep it real
Finding Your Inner Marketer
Contribute to your firm's marketing efforts by tapping into your personal strengths. Published in Modern Steel Construction. Do you dread picking up the phone to introduce your firm to total strangers? When management asks for volunteers to work the tradeshow booth, do you sink into a chair to … [Read more...] about Finding Your Inner Marketer
Don’t be fat and happy! (Those days WILL come again…)
Published in the Zweig Letter. At last, your business is where you want it. Revenues have risen in recent years; you’ve streamlined operations and increased profitability; you have a solid presence within established industries; and bonus time will be highly rewarding. In short, you are fat, dumb, … [Read more...] about Don’t be fat and happy! (Those days WILL come again…)
It’s already mid-year! How are your strategic marketing efforts tracking against plan?
Published in the Zweig Letter. For this article, we are making two basic - yet crucial - assumptions: 1) You have an annual business plan, and 2) You created a supporting strategic marketing plan - designed to realize the vision within the business plan. If you don’t have either of these things, … [Read more...] about It’s already mid-year! How are your strategic marketing efforts tracking against plan?
Reap real rewards!
Build an all-inclusive strategic marketing plan. Published in CE News. In the one dozen techniques to make clients remember you first, point numero uno was to become versed with your company’s marketing approach and plan. Now it’s the beginning of the new year, and I’m hopeful that most of our … [Read more...] about Reap real rewards!
Don’t lose sight of lessons learned…
Planning includes a reflection upon this year's lessons. Published in AE Marketing Letter. It’s Fall — time for savvy firms to gear up for 2009 strategic planning, followed by the development of tactical action steps. In marketing, we begin by collecting data on competitive positioning, hit rates, … [Read more...] about Don’t lose sight of lessons learned…