Branding and growing a diverse firm while staying true to your roots is possible, but you have to know why you’re in business.
Proposals
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President of JBCI, a small, but venerable, repair and restoration firm based in Philadelphia.
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“Right now, at the start of the new year, is a great time to be selling. Organizations of all types, public and private, have new plans and new budgets to…
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Even with the long lead times, the proposal process can be stressful. Marketers have to own the process and enforce the schedule. Some people describe the proposal process as a…
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Marketing text has to be what the project owner needs to see. If you can standardize to accommodate an array of proposal types, great. If not, develop new recipes. Standardizing…
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Sharing something personal about your history is a great way to connect with a selection panel – and, of course, to win work. Making a strong first impression and connecting…
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Time is a luxury AEC teams do not have. And time spent on a losing effort drains resources, morale, and bandwidth on existing projects. Time is the enemy of project…
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It can be harder than writing more, but oftentimes it’s necessary, so learn how to cut without gutting your message. When I started writing this column in 2004, the size…
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Only after the content is the best it can be should you worry about packaging the information. Otherwise, the information is pretty but empty. Is a picture worth 1,000 words?…
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There’s a strong case for including marketing staff post-proposal, especially if things didn’t go so well with the client. I have long told my clients that requesting a debriefing after…
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When taking control of proposals, squat down, get dirty, and just like a baseball catcher out on the diamond, manage your team. Johnny Bench, one of the greatest baseball catchers…
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Co-founder, president, and CEO of P2S Engineering, Inc. (Best Firms To Work For Multi-discipline #8 and Hot Firm #27 for 2017), a consulting engineering firm in Long Beach, CA. By…