Have you ever gotten a round of applause after giving a 15-minute sales presentation to an A/E/C prospect?

It happened to my engineering client last month.

As she told me about it on our group coaching call, she was incredibly proud.

So was I.

She used my tactics to connect a personal experience directly to the prospect.

• Super clear.
• Super engaging
• Super logical.

She nailed the delivery, pacing, pauses, and body language.

This engineer shared a two-minute anecdote about her birthday.

It emotionally touched each person.

How do we know?

They clapped at the end of her presentation.

Her boss was in the meeting as well. He was stunned by her personality, confidence, and command of the room.

Yes, engineers can tell stories!

It's profound to skillfully share an ordinary moment and connect it to a bid.

Her boss says he sees significant growth in those enrolled in my Amplify group coaching.

Reach out if you want to transform your team's communication and clarity so you can...

From our file marked: Watch the Gap. 

C-suite executives in A/E/C know the value of intellectual property. 

A generation of top execs worry about passing the torch when they retire. 

It's overwhelming to think about gathering data on culture, history, finances, values, and projects. 

All are critical to succession planning.

But few, if any, talk about the colossal gap.  

Set aside data and bid packages for a sec. (Don't twitch )

What will the knowledge transfer look like without dizzying pie charts and spreadsheets?  

AEC succession planning and business communication are markedly different post-COVID.

Our next generation of leaders expects emotional connections as well as data.  

Intellectual property = storytelling. And wisdom. 

If succession planning is on your mind as 2023 winds down, be sure you know how to transfer your knowledge through stories:

• Have casual conversations
• Mentor heart-to heart
• Share...

Communication Tip:

Ghosting professional people isn't cool.

Especially those you know.

Don't read into this.

I don't have an axe to grind or a person in mind.

But I have been ghosted occasionally.

Sure, we're all busy.

Still, you DO have a split second for a quick acknowledgment or emoji.

And it takes 12 seconds to type: "I'm in the midst of a big project and deadline. Thanks for reaching out."

Common sense and courtesy go a long way.

The most important four-letter word in business and life is CARE.

For me, CARE is an acronym.

• Your Communication is based on what you pay Attention to.
• Your Attention (focus) determines your Results.
• Your Results can be Excellent.

How do your prospects, clients, and fellow human beings know you care about them?

Are you focusing on the correct problems your prospects are experiencing? Do you know how to improve your presentations and conversations? 

Notice your communication patterns and habits. It's all about self-awareness.

If you want better results, it's time to CARE in a new way.

Processes and procedures. 

A/E/C firms have long been hot on operations. 

What happens, though, when senior leaders teach new hires inefficient methods?

The cost of doing business like this is mind-boggling.

Productivity, morale, lost bids, and the labor shortage, to name a few. 

Senior management must know how to train and onboard new hires in new ways. 

Are you showing people how you scramble to prepare for a short-listed meeting the day before?

Do you confide that you don't know who will be in the room?

Does your team know when to speak and what to share?

Are they sharp and paying close attention to each other and the decision-makers?

I spoke recently at my local SMPS chapter on this topic.

The business development leaders unanimously agree:

They need (and want) to learn new communication and selling strategies, such as:  

• Storytelling

• Reading the room

• Body language

• Vocal pacing so that your words *land* with...

A/E/C = Processes.

Networking and business growth = People.

Then processes.

First, you metaphorically nudge the door open.

Focus your 30-second elevator pitch on the other person.

Processes take more than 30 seconds and are cumbersome.

Your job in business development and shortlisted meetings is to avoid cumbersome.

Instead, pique people's curiosity. There's no need to be a walking bid package.

Nudge the door open.

Be interesting so they are interested.

When a prospect invites you to a meeting or coffee, ease into the process. But only if asked.

When do you feel the most confident?

When you know in your heart you've prepared and are ready. 

You FEEL self-assured and skilled at what you do.

You trust yourself at a deep core level. 

Forget the business adage that feelings don't belong in the office.

You have to consider how you physically feel when you think about:

• Shortlisted meetings
• Team collaborations
• Networking events
• Speaking at a presentation

With physical tightness, anxiety, or a headache, you're not ready. 

You can't be confident and win bids when you don't feel secure and strong. 

Architects, engineers, and construction pros win bid packages by preparing their data.

And their mindsets.

Forget the kitchen sink. 

Prospects want essential and compelling data. 

And a story to make the (dry) data come alive.

You prepare with your Business Development team DAYS ahead of your shortlisted interview. Maybe even a week (gasp!) 

Scrambling to prepare hours before your meeting won't work well. 

There's too much on the line.  

And you never, ever "wing" any part of your A/E/C presentation. 

• You and your colleagues know who will speak and what they'll say. 

• You have a point person who can course-correct when prospects look bored or confused. #Readtheroom

• You value the preparation process so that you boldly show up and win trust and new projects. 

Strong communicators give themselves the space and grace necessary to succeed.

Soft skills can be hard to learn, especially if you're analytical and logical. These left-brain thinkers have careers in science, math, and the trades.

Many work in architecture, engineering, and construction.

A lack of communication and people skills translates into lost revenue and relationships.

This week, I was featured on Forbes.com. The article covers leadership and the three essential soft skills for business growth.

Storytelling is one of the communication tactics I talk about.

Read the Forbes.com post here for all three tips.

Showing up.

Are you full-on in or farting around? 

Showing up in a big, bold way every single day may sound demanding.

It's certainly not for the mediocre. 

Leaders and entrepreneurs who show up big rarely flinch at doing the work. They have a continuous improvement plan for their professional and personal growth.

It reaps big rewards.  

Showing up big and adding value every step of the way isn't about being a blustery blowhard.

Successful leaders have humility.

They don't need to be the center of attention to have a presence.

Their simplicity and modesty are enough.   

When we commit to excellence, we can bring immeasurable value to others.

Businesses grow. People develop. Things get done with ease. 

Here are 3 ways to add value to your work, clients, and life:  

1. Anticipate; don’t react. Adding value to client relationships is obsolete. You've gotta consistently add IMMENSE value. This means you study,...