In Part I (Scarlett Letter #49), I placed an emphasis on why low turnover is a valuable marketing asset for any professional services firm. Now, as promised, I'll present some of Nagle Hartray's secrets to staff retention success over all of these years. I checked in with Joe Hirsch, Business … [Read more...] about Scarlett Letter #50: The Marketing Value to Low Staff Turnover, Part II
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Scarlett Letter #49: The Marketing Value to Low Staff Turnover, Part I
Years ago, I worked at Chicago-based Nagle Hartray, a boutique architectural firm. Even in those days, the firm had an uncanny ability to retain its staff. The turnover rate was unusually low---a rare gift in any industry. If you are unfamiliar with the high quality work of Nagle Hartray, then you … [Read more...] about Scarlett Letter #49: The Marketing Value to Low Staff Turnover, Part I
Scarlett Letter #48: Leaving money on the table–it’s tough, but sometimes necessary
For a business owner, there is perhaps nothing more difficult than taking a pass on a business opportunity; in other words, leaving money on the table. {Exception: savvy business owners eliminate deadbeat clients---defined as clients who either are slow to pay, or are just difficult to work with, … [Read more...] about Scarlett Letter #48: Leaving money on the table–it’s tough, but sometimes necessary
Scarlett Letter #47: Unless you ASK for what you want, the answer will always be ‘no’.
This weekend, I was talking with friends about how---in all scenarios whether professional or personal---you have to directly ask for what it is that you want. Otherwise, you can be certain that the answer (aka result) will be 'no'. When you look at it that way, what do you really have to lose by … [Read more...] about Scarlett Letter #47: Unless you ASK for what you want, the answer will always be ‘no’.
Scarlett Letter #46: Brownbagging it–Your brand & your relationships versus ‘blind judgement’
Ever heard of a brown bag party? I know a woman who hosts brown bag parties (BBPs for short) often. The premise is simple. Everyone brings a bottle of wine in a brown bag. They conduct a blind taste-test contest. The winners are solely based on each individuals' experience in tasting the wine in … [Read more...] about Scarlett Letter #46: Brownbagging it–Your brand & your relationships versus ‘blind judgement’
Scarlett Letter #45: Support your claims with memorable stories
Posts #43 and #44 were around using ‘behavioral interviewing’ and the STAR format as prompters for excellent selling content, particularly when you need to support your claims of being the best, brightest, fastest, most creative....you get the idea. Let's stick with the theme of … [Read more...] about Scarlett Letter #45: Support your claims with memorable stories
Scarlett Letter #44: Behavioral interviewing technique—great application for sales/marketing, Part II
In the Scarlett Letter #43, I shared the merits of behavioral interviewing, along with the STAR technique for responding. To refresh your memory, 'behavioral interviewing' techniques follow the notion that ‘past behaviors will predict future behaviors’. Therefore, depending upon how you have … [Read more...] about Scarlett Letter #44: Behavioral interviewing technique—great application for sales/marketing, Part II
Scarlett Letter #43: Behavioral interviewing technique—great application for sales/marketing, Part I
If your AEC firm has a sophisticated human resources department, then no doubt that group uses an interviewing format called 'behavioral interviewing' when hiring new candidates. In the shortest of descriptions, behavioral interviewing assumes that 'past behaviors will predict future behaviors'. … [Read more...] about Scarlett Letter #43: Behavioral interviewing technique—great application for sales/marketing, Part I
Scarlett Letter #42: Pecha Kucha–innovative presentation format for AEC professionals
Last week, I had the pleasure of talking with industry colleague Lira Luis at Chicago's 2009 Twestival. As we discussed the oral communications challenges of fellow professionals in the AEC industry, Lira shared with me her positive experiences involved with Pecha Kucha night. In short, Pecha Kucha … [Read more...] about Scarlett Letter #42: Pecha Kucha–innovative presentation format for AEC professionals
Scarlett Letter #41: RSS feeds; alerts; readers—you’d be crazy not to use these tools!
Just yesterday, I (again) had the experience of conversing with someone who said to me, "Oh yes, I read all of your published articles; in fact, I often visit your website to read the latest." And then when I ask, "Have you subscribed to my blog?" or even "What blogs are you reading regularly?", I … [Read more...] about Scarlett Letter #41: RSS feeds; alerts; readers—you’d be crazy not to use these tools!