Winning business and building credibility through presentations is no joke. Much like a standup comedian, presenters hoping to show their stuff must prepare wholeheartedly beforehand, know how to best present to their audience, and set the stage with visuals.

To celebrate MARKETLINK’s Sweet 16, Principals Stephanie Craft and Keri Hammond present the 16 (sweet) reasons they love the A/E/C industry.

In any proposal, the project approach is likely the most important section – it is the place you get to tell the client exactly what you are going to do to make their project a success. In order to write a successful strategic approach, you must research and brainstorm and then brainstorm some more. The writing is the easy part!

Chip Allen specializes in architectural photography, and he understands the importance of high-quality photography to his AEC clients. “In an interview, I want my client’s prospective client to say ‘wow!..... I’d like you to build me an interior or building like this!’”

Your website can’t just be visually compelling, it’s also got to load quickly, scroll seamlessly, and engage the audience with keyword-rich content. How does that happen? Research and expertise.

Principal Stephanie Craft attended the SMPS Sacramento Luncheon recently, where a panel made up of three public sector staff discussed what they valued most in consultants. Here are the top three take-aways.

 

Sherlock knows that perception is reality. While working on the job with his unsuspecting culprits, he asks six questions to continually investigate his client’s perception of his firm’s service.

The ability to listen, and listen carefully, is a skill that seems to be scarce these days. Conversational “blah blah blah” is so common, there’s a day to commemorate it! April 17th is Blah Blah Blah Day. Defeat the disregard of dialogue with these three tips to improve your listening skills.

Hootsuite is the tool to save you time and energy as you keep your AEC firm engaged with your customers on social media.

AnyList is primarily known for its ease of sharing and organizing grocery lists and recipes, and truth be told that is exactly why we love it. But it is just as easily used for any list you can think of: to-dos, must-see movies, books you want to read ... the (Any)list goes on...

Effective marketing materials aren't just about how they look. Getting to that final, streamlined product includes many crucial steps. These are our top five.

As marketing professionals, we often dedicate hours of our lives to scrolling, sifting, searching, and scrolling again. To what end? Sadly, we’re probably trying to find correct information online about the things we care about. But with Google Alerts, it doesn’t need to be this way.

What is public relations in our industry? PR is often seen as an advertising mechanism, intended for general publicity. While that may be true in other industries, in the AEC industry we view PR as a support tactic to win work and enhance your firm’s image. Ideally, it is an activity that supports and influences your client base to develop a long-term relationship that results in winning work.

Are you afraid to emerge from your winter hibernation unable to contact new prospects? Don’t be afraid. Get ready to feel confident when preparing to contact new prospects!

Time management is critical for the success in any organization. Unfortunately, we humans are not always great about managing time (ahem). For a successful project, managers need to juggle people, deadlines, tasks and requests – all while putting out multitudes of fires along the way. Timeneye is a powerful, user-friendly tool that helps with all the juggling.

Julee Attig, CPSM is a marketer in love with her craft. Not only does she find joy in her work, she loves sharing it in the form of a CPSM study group using Markendium material as a guide.

“The research that this book is based on is so applicable to both marketing and technical staff for professional services firms,” explains Keri Hammond, FSMPS, CPSM, “It is specifically written for individuals at professional service firms that want to become a rainmaker.”

Defining moments shape our lives and, in the case of Amber Winn, come in the form of books. Although it may be happenstance that she found The Power of Moments by Chip and Dan Heath, she’s grateful that a colleague suggested it for the SMPS Emerging Professionals Group (EPG) book club.

Focus Engineering & Surveying’s company culture embraces and encourages continuing education. Owner Ron Paul selected Extreme Ownership based on its principles and concepts, and the entire company is now reading it together.

“If you want to conquer fear, don’t sit home and think about it. Go out and get busy.” – Dale Carnegie

Principal Keri Hammond, FSMPS, CPSM, applies this quote to the fear professionals have about the most crucial industry task, market research.

At MARKETLINK, we practice the macro to micro approach to business development: Go from high-level to detailed when identifying and implementing business development strategies. And don’t just guess at where you are going, use research to make sure your strategies are on point.

Imagine a software that combines the power of Excel with the convenience and cloud-functionality of Google Sheets. On top of that, this tool effortlessly links data together, making it an indispensable database. That’s Airtable.

Two truths and a lie about Principal Stephanie Craft. She was named after a gorilla, she recently earned her MBA, and she’s an in-depth strategic marketing specialist.

The lie is pretty easy to figure out. “My dad concocted this huge story when I was a kid about how I was named after a gorilla from the San Diego Zoo.” Stephanie smiles recounting how she didn’t discover the ruse until many years later. “My mom finally told me when I was in college. Now it’s our family joke.”

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