Articles

Published in Modern Steel Construction. In an effort to challenge my own assumptions on selling to C-level decision makers, I interviewed two trusted colleagues. John is the COO of a multi-office, international environmental engineering firm. He’s no stranger to sales pitches from subconsultants. … [Read more...] about Engaging with C-level Decision Makers

Published in Modern Steel Construction. Tips for marketing leadership to make your firm’s involvement with nonprofits and other charitable organizations easy and effective. We often hear that ”everyone in the company is a marketer.”  For those of us who are marketing professionals, we … [Read more...] about Get Involved

Want to become a leader? Start by becoming a facilitator. Published in Modern Steel Construction. Early in your career, it’s wise to identify your own opportunities to practice being a leader. (And if you’re past the early stage, not to worry! It’s never too late to hone leadership skills.) While … [Read more...] about Forging a Framework for Facilitating

Add value--to your expertise and others'--early in your career. Published in Modern Steel Construction. You already know about mentoring. But have you heard of mentoring up? Mentoring up (also known as reverse mentoring) involves having a less experienced person serve as the mentor to an … [Read more...] about Hey, Hotshot! Add value—to your expertise and others’—early in your career.

Published in RainToday and Modern Steel Construction. What is your first reaction to this statement: "To maintain career satisfaction and job security, you must remain relevant?" Do you exclaim: "Challenge accepted!" Does it create anxiety? Or does it perplex you because you're not exactly sure … [Read more...] about How to Remain Relevant In an Ever-Changing Business World

If you find yourself in a rut, don't blame it on the dismal economy. Published in Modern Steel Construction. Listen, these are tough times for all of us. If you are still employed, believe it or not, now is a time when you can shine in your professional role. You have opportunities to be a hero … [Read more...] about Grow your career right now!

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

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:

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?

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…