A/E/C FACT about lost bids, productivity, trust, and talent: 

Struggles with people skills will only end when industry leaders seriously commit to learning today’s communication strategies.

For themselves and their teams. 

”People didn’t understand it wasn’t working while it wasn’t working.” 

I heard this line on Election Night TV coverage. 

It hit me straight between the eyes as it’s spot-on for the sustainable growth CEOs are pursuing. 

Put egos aside. 

Level up your own leadership and self-awareness. 

Prioritize communication and BD training now —not next quarter or next year. 

“People didn’t understand it wasn’t working while it wasn’t working.” 

Let that land. 

Then equip yourselves with the right and repeatable tools for lasting growth and transformation.

Reach out and let’s do it. 

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. 

Getting buy-in from senior leadership or younger A/E/C staff isn't a one-off.

Buy-in pales in comparison to trust, loyalty, and honest relationships.

Buy-in feels like you're trying to convince someone or push them over the finish line to close a sale.

People who form deeper relationships and have mutual respect don't use this phrase.

They are the leaders who:

Brainstorm

Talk things through

Gather insights

Ask for differing opinions

Appreciate wisdom

Then they make a decision.

Critical thinkers and responsible leaders have higher-level conversations. 

They don't need others to buy into anything.

Forget buy-in.

Instead, take the time to nurture relationships, listen deeply, be respectful, and be attentive.

Yes, you may get pushback. 

Differing opinions needn't be divisive; they are opportunities to learn and evolve.

If you want to improve communication and build consensus, don't consider it "buy-in." 

Instead, be strategic and welcome others' input....

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...