Pulling together resources from different A/E/C offices and people was the theme of a CEO Roundtable I led yesterday. 

Each of the six attendees came in cold.

They didn't know who else was participating. Several are competitors.

They warmed up quickly.

I facilitated the free communication session for one reason.

There are pressing communication and leadership issues impacting the entire industry.

Leaders opened their hearts and minds to their peers about:

• Mentoring staff AND getting work done
• Attracting and retaining younger talent for the firms' future
• Communicating effectively to build a positive culture
• Teaching tech staff engaging ways to share processes in interviews

Each person brought a single question or challenge to pose to the group.

And each one was eager to be a resource. 

Creative solutions, success tips, and outside support brought fulfillment, individually and collectively.

Today, I celebrate these fearless architects,...

Do you know this social abbreviation: IYKYK.

If you know, you know. (My adulting kids recently told me the meaning.) No judgment, please.

So, here's a loaded question for construction executives and principals...

Do you know when each person on your team last had sales or communication training?

This is a critical piece of risk management you probably haven't considered.

Risk management isn't limited to job sites or design reworks.

A/E/C firms lose market share, talent, and trust when teams can't confidently articulate their value. And their brand values.

Forget bid packages for a minute.

They need and want the storytelling and selling techniques for today's business world.

Your reputation and bottom line are on the line when you fail to see gaps in communication.

People who close contracts are exceptional communicators.

So, here's a scary fact:

Some 90% of the people in my A/E/C training programs have never attended a formal program until we met....

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...

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.