Social media is a critical tool for proactive marketing and connecting with clients and employees, but negative online comments about your company can make it difficult to attract new employees and even impact your ability to get new contracts.
I’m a big fan of the seller-doer model of business development – at least in concept. (Even if I don’t like the term.) Clients have become more sophisticated – often even holding professional licensure or certification – and they have extreme time constraints. So when they take a meeting
If there is one thing that came through loudly and clearly at the recent SMPS Build Business conference in Los Angeles, it is that firms aren’t doing enough to analyze the external environment and prepare for the changes headed their way. We’ve long known that architecture, engineering,
I recently had the opportunity to present on the topic of blogging at the SMPS Fellows Leadership Symposium, held in conjunction with the annual Society for Marketing Professional Services Build Business conference. The overall focus of the session was better integrating technology into digital marketing,
There’s a term in the A/E/C industry that most firms will do anything to avoid, whispering it in quiet rooms as little as possible: sales. Drop the “s” and “sales” becomes a four-letter word. And we too often treat it that way. Instead, as an industry we’ve adopted “business
A/E/C firms struggle with the best metrics to manage their sales and marketing effectiveness. Which ones make the most sense? Part of that depends upon how you are tracing the performance of departments verses individuals. Part of it depends upon goals outlined in your strategic plans. There are quite a few
In my new book, Reputation Design+Build: Creating Winning Personal Brands for Engineering, Design, and Construction Professionals, I demonstrate a series of tools that you can use to build or maintain your personal reputation. These are broken down by Baseline Tools and Reputation-Building Tools. The Baseline Tools
There’s been a noticeable change in the design and construction industry over the past decade. It you’ve spent fifteen, twenty, or more years marketing A/E/C firms, then you probably remember the “Era of Boilerplate.” We had our favorite project descriptions, and we seemed to submit them for
During my 25 years in the A/E/C industry, I’ve attended a fair amount of client panels. A lot of them. Sometimes they are revealing and provide useful information to help me do my job better. Sometimes they provide a “soft” introduction to a potential client – instead of a “hard” cold
A contractor in Liverpool is set to tear down the Churchill Way viaduct by the end of the year, one of the most dramatic consequences of a new U.K. inspection regime of post-tensioned concrete bridges that emerged from the rubble of collapses nearly 30 years ago.