Who cares?

That's the question you must ask yourself when preparing RFPs and A/E/C presentations.

The only way to develop trust and get buy-in from decision-makers is to be relevant.

To them!

I share my tried and true method in the 90-second clip above.

If you like this clip and want the skillset that brings buy-in and winning pursuits, check out our new online training, Top Tier Communicator. In just 3 days, you or the team you manage will have today's communication and confidence for an outstanding 2025! We start Nov. 12th! 

You don't have to say anything at shortlisted interviews and networking events.

Others pick up on your body language and subconsciously decide if you are approachable.

Your nonverbal communication says it all. 

Humans are "people-watchers." 

Research has long shown that we observe more than we listen. 

Prospects and clients make snap decisions in under five seconds about whether to engage with you. 

This underscores the importance of your nonverbal cues.

How do you move and behave?

What is your face "saying" about your confidence and mood?

Are your gestures (even if you're standing alone in a luncheon) inviting and welcoming?

Yes, architecture, engineering, and construction firms hire me to teach staff how to confidently and clearly speak and deliver presentations. 

It's easy to get your words tangled. I get it.

Still, impactful communicators reach beyond their words so they win pursuits. 

They recognize that nonverbal skills are...

There's a rampant fear of public speaking in A/E/C. 

Here's the real cold hard truth about this. 

You say you're afraid or nervous about speaking up. 

But, it's not the talking part that brings anxiety. 

The underlying issue is you don't trust yourself. 

You say you don't feel confident even though you know the material inside and out. 

It's about facing your truth about the deeper issue of self-doubt and trust.

I see it every day with coaching clients and in my group programs. 

A/E/C pros who are willing to commit to becoming better communicators quickly lose their fear of public speaking. 

They actually enjoy engaging with others (and generating business.) 

It's an inside job. 

Transform your negative self-talk first to gain confidence and begin to trust yourself at a deep core level. 

Your self-inflicted fear of public speaking will subside. 

Then, you'll grow connections, opportunities, and profits.

Reach out if you're ready to...

If you''ve been in a shortlisted interview and don't have the answer to a question, don't beat yourself up. 

Watch the 1-minute video above and quit the negative self-talk so you can truly shine!

The pioneer of daytime TV talk shows, Phil Donahue, passed away yesterday. 

His syndicated show ended in 1996, after 26 years on-the-air.

There are many skills AEC business development marketers can learn from this legendary communicator. 

Donahue knew how to listen for the minutiae that others miss.

Attention to detail is crucial in our industry as you communicate an understanding of client needs and provide custom solutions.

Is there room to improve your teams' interview prep and presentations?

How do we develop a natural curiosity and understand people?

Learn how to ask quality questions and be more engaging.

How can we allow others to share their opinions while subtly driving conversations?

You've got to think on your feet and know how and when to pivot.

Another lesson from Donahue is how to invite differing opinions in a polite and welcoming way.

You foster open communication and encourage diverse perspectives.

Being open-minded and open-hearted...

Angles and a 360-degree view extend beyond job sites and software.

Influential leaders are willing to explore fresh angles and perspectives in communication.

We need open minds and hearts in conversations, conflict resolution, negotiations, and presentations. 

This strategy affects creativity, confidence, and critical thinking skills. 

Can you say competitive advantage, innovation, and profitability?

New insights are necessary in conference rooms, coffee shops, and construction trailers. 

Often, there is no right or wrong. People simply have a contradictory or unique position. 

Are you open to different perspectives, views, and angles?

Communication tip for Architects, Engineers, and Construction Professionals: 

When pursuing new business, pursue curiosity at every turn of the project lifecycle.

Curiosity helps beat competitors as it: 

Engages people
Develops deep listening
Guides you to ask better questions (gather the proper intel) 
Improves critical thinking skills
and much more.

Curiosity is a business growth strategy and leadership trait that people can learn. 

Successful A/E/C project managers use it to win shortlisted interviews.

Reach out to discover how this powerful communications and marketing tool transforms your competitive advantage.

Life, liberty, and pursuit management.

OK, so the US founding fathers said the pursuit of happiness.

For A/E/C purposes, the go/no-go phase of RFIs and proposals is critical to growth and competition. 

It's important to involve project managers and other key individuals in decision-making.

Have you considered inviting quieter staff who may or may not be client-facing? 

Their insights may have significant go/no-go consequences that improve productivity and profits.

The differentiator is within team communication and selecting the best bid opportunities.

Pursuit management must include the pursuit of the right people from your team.