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
How does your firm handle business development? The answer varies greatly depending upon who’s answering the question. Maybe it’s a “rainmaker” – often a principal who brings in a lion’s share of a firm’s business, sometimes the president and other times a senior executive or market
Throughout the past year, I’ve had the opportunity to review books for two PSMJ Resources publications, Professional Services Management Journal and A/E Marketing Journal. During this time I’ve read more than 20 books. And while there were a few duds along the way – that I decided did not even
