Forgettable.

That's what happens when you're boring at work.

This isn't about personality.

🥇It's about perception and influence.

🥇It’s about differentiating yourself and your firm.

Dull people are low-impact communicators who disengage stakeholders.

Decision-makers don't award bids to flat communicators that seem to lack momentum. ⚠️

Despite technical strength, you'll likely lose credibility—and work—if your communication is flat.

🎯Here's the truth: Prospects and clients equate engagement and clarity with influence and leadership.

I've spent 26 years teaching A/E/C leaders to be memorable in business development and client-facing meetings.

I teach them to share heartfelt, engaging stories and to be compelling and clear, so they connect deeply with others.

Being boring means being invisible, because you are not top of mind.😕

Take the initiative and start honing your communication skills now so people remember you.

Those who commit to continuous improvement and easily engage their audience stand out....

Burnout.

It's all too commonplace in A/E/C.

Leaders often struggle for long periods to uncover the root cause of burnout.

From my experience, it's deeper than unplanned meetings and confusing documentation.

⚠️The main issue is that firms become so absorbed in daily work that they miss opportunities to gain fresh perspectives.

The result? Lost revenue and high turnover. 

Leaning into new strategies can help firms improve productivity and morale.

➡️After all, you can't read the label from inside the jar.

You know how to build a room.

But do you know how to read a room?

Technical skills only get you so far.

In business, growing revenue isn't about technology or job titles.

It's about spotting subtle communication cues that give you:

🔷Greater influence
🔷New levels of respect
🔷Deeper connections

To get ahead, notice both verbal and nonverbal cues.

Pay attention to others' words, pacing, gestures, and expressions.

Here's the truth: Reading body language is key to negotiating and resolving conflict.

I learned this 30 years ago so I know it works. 💯

People who can read a room also exude confidence that most competitors lack.

Notice clues in your next interaction and start reading the room for a competitive edge.

Most of us expect to hear about design-build in the field, but let's talk about design-build as it applies to business development.

How are you going to sustain revenue and year-over-year growth?

It’s about designing and building your business development team.

📈To increase profitability and develop younger staff, firms must invest in project managers, superintendents, and estimators to help capture more pursuits.

Designing and building higher-level teams requires critical thinking skills, the ability to ask open-ended questions, the willingness to pivot and respond, and the confidence to articulate technical data to stakeholders.🎯

The coaching model I’m describing is an integral, ongoing part of leadership development.

It involves not just formal or occasional mentoring but also daily interactions in which PMs and other senior leaders identify in-the-moment teaching opportunities.💯

Business coaching—combined with mentoring—uplevels communication, clarity, and confidence.

This applies to le...

In the last six months, I've seen three doctors for minor issues.

Three doctors. Three different minor ailments.

All three suggested over-the-counter treatments, and I agreed with their advice.

One treatment involves using a small machine several times a week. Even with insurance, I still pay $50 out of pocket each month.💰

Despite paying for the device every month, I still haven’t used it.

Maybe I’m just too lazy to set it up. I could easily use it while watching videos or TV, and the treatment doesn’t hurt at all.

The box just sits there collecting dust.

I keep it out where I can see it to remind myself, but even then, I keep paying $50 a month without using it.

I’m sharing this because the same thing often happens with training programs.

🎯People who actually use what they learn in training see real results and do well.

Others just let the training materials collect dust.

These employees end up complaining about delays, coworkers, or subcontractors. They stay stuck, waiting for things to improve...

Three words can reveal a lot about A/E/C managers and principals.

This phrase says a lot about your leadership style.

🚩When new hires hear this response, they often feel discouraged. It can be frustrating and even make them feel inadequate.

Saying 'figure it out' can make people feel undervalued, especially when they’re trying to learn how things work.

Newcomers to our industry want to understand the basics so they don't have to keep asking the same questions.

➡️Where can I find this?
➡️Could you please clarify the punch list for me?
➡️Is this the latest documentation?

Leaders should recognize that new team members want to learn, do well, and meet expectations.

If someone still needs a lot of help after a reasonable amount of time, there may be a bigger issue.

But in the first few months, it’s normal to feel overwhelmed.

There’s a learning curve.

Responding with 'figure it out' comes across as passive-aggressive.

It can negatively impact company culture, team morale, and project results.

When leader...

Every A/E/C firm has a few people who carry its legacy. It's like runners passing the Olympic torch.

In our industry, this is called knowledge transfer or “institutional instinct.”

👉Experienced executives know how to (subtly) read clients.

👉They know when a project is drifting.

👉They know what not to say in a tense meeting.

None of this is written down.

This knowledge doesn’t transfer automatically.

It’s certainly not part of onboarding.

Think about your first time driving. 🚗

You study first, but once you’re behind the wheel, the manual is irrelevant.

You have to experience the car actually moving. It's about trusting your instincts and reacting in a split-second decision.

As a growing number of senior executives retire this year, A/E/C firms without a structured knowledge-transfer system will feel the pinch.

This loss churns through project delivery, client trust, and revenue.

Here’s the truth: Decades of judgment are irreplaceable. 💰

You have the power and wherewithal to prepare the next generatio...

Engineers mitigate structural risk and executives must mitigate communication risk. 

As we observe National Engineers Week, we recognize the engineers who keep our buildings safe and our infrastructure sustainable. 

👉Engineers are disciplined to model risk, calculate load paths, and solve complex problems with precision. 

In the executive sessions I facilitate, there's a common thread: 

Many A/E/C firms don't approach communication with the same discipline.

🚩Proposals are rushed
🚩Scopes are unclear
🚩Client expectations are undocumented 

Internal messages get diluted as they make their way through departments and staff. 

The result: margin erosion, rework, staff frustration, and lost opportunities.

➡️Here’s the bottom line: 

You wouldn’t approve of a structural system without calculations. Why rely on subpar communication systems built on assumptions and outdated legacy habits? 

"This is the way we’ve always done it" is a dangerous legacy mindset. 

Let’s look at this through a fresh lens: 

Engineers ...

If you’ve ever veered off the success path and detoured into “Pity City,” there’s a powerful, yet simple phrase to get back on track. 

➡️Nine short words. That’s it. 

When I’m in the middle of a struggle, rough patch, or “woe is me” moment, I mumble these words to myself. 

Sometimes out loud. Sometimes in my head. 

🔷Yep, I turn to a 9-word phrase that always helps me refocus and reframe. 

These words remind me of the fortitude, power, and strength I have to persevere. 

Many women, especially those in construction, navigate a litany of challenges that test their physical, emotional, and mental states every single day. 

👷‍♀️Our observance of Women's History Month reminds us of the pioneering women who have shaped our industry. And those who continue to work and lead in the contruction field. 🥇

Regardless of your gender, my nine words…stay with it, stay with it, stay with it…reminds us of our collective purpose and why we do what we do. 

You got this! 

Executives in A/E/C who know that negotiation is an integral part of business development and marketing presentations see their hit rates explode.

🚩Too many firms focus on soft skills while overlooking the art and science of negotiating with stakeholders.

Your technical teams may not have been taught BD and negotiation in classrooms. 

It's a learned skill that can be developed.🎯

Are negotiation skills in your communication toolbox?