From our file marked: Watch the Gap. 

C-suite executives in A/E/C know the value of intellectual property. 

A generation of top execs worry about passing the torch when they retire. 👈

It's overwhelming to think about gathering data on culture, history, finances, values, and projects. 

All are critical to succession planning. ✅

But few, if any, talk about the colossal gap.  

Set aside data and bid packages for a sec. (Don't twitch 😎)

What will the knowledge transfer look like without dizzying pie charts and spreadsheets? 📈📊 

AEC succession planning and business communication are markedly different post-COVID.

Our next generation of leaders expects emotional connections as well as data.  

🎯Intellectual property = storytelling.🎯 And wisdom. 

If succession planning is on your mind as 2023 winds down, be sure you know how to transfer your knowledge through stories:

• Have casual conversations
• Mentor heart-to heart
• Share experiences and vulnerabilities

After all, isn't busin...

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 prospects

These tools ensure that...