The phone call was from a 215-Philly area code.

Assuming it was my cousin, Marc, I picked up the phone. 📳

To my surprise, the caller was a woman who knew my first name. 

She asked to speak with the director of technology for my firm.🙃

As an entrepreneur for 24 years, my firm has an agile team of freelancers and part-timers. 

Interestingly, the technology department is my husband. 

He's an IT project manager working in the next room in our home. 🏠

The key takeaway from this encounter is the importance of thorough research before shortlisted interviews and networking events.

🎯Look online for insights about people you'll be interacting with so you know their values, projects, and interests. 🎯

You'll gain valuable information and have more meaningful and memorable conversations. 

This level of preparation not only establishes trust and respect. It also fosters genuine connections with decision-makers. 

🎆Know your audience ahead of time. 

This is how competitive A/E/C firms win ...

Reading slides in shortlisted interviews doesn't engage prospects.

🔥Top-tier communicators in A/E/C know how to read the room.

Reading the room means you notice peoples' facial expressions, body language, and energy.

Do people in your presentations look distracted, impatient, or confused?

😮You must notice what people aren't saying.😮

Then, you can subtly re-engage and bring prospects back to your message without missing a beat.🎯

Successful business development teams think on their feet in a split second. 

They know how to course correct.

There is no overwhelm or anxiety.

🏆This technique is pivotal to winning pursuits and competitive projects.🏆

You can learn to read the room (click the link so you can learn this skill) and form deeper connections with practice.

The slides are secondary.

Life lessons come in so many different forms.  

Regardless of our expertise or education, seemingly ordinary experiences can bring powerful transformation. 

And they make for fabulous stories.

Can you spare 6 minutes to hear the heartwarming communication lesson I learned from a guy named Lamar? ⌚

It all unfolded in a podcast interview called Resilience in Action with host Erin Brown. 

Click the video above to hear the story, or click here.

🎆And if you want to improve your business storytelling, hit me up. 🎆

There is a difference between following the “stay on message” rule and answering a specific and clear question posed by a prospect or client. 

🎯Know the difference and how to navigate these situations. 

They are significant factors; not just communication nuances. 

Your responses can influence, persuade, and build trust in A/E/C meetings. 

Or destroy your credibility and revenue. 😮

We see it all the time in political debates. 

Don’t allow your communication strategies to backfire. 

👉Sticking to talking points to stay on message shows you're not paying attention. 

👉It shows you're not listening and thinking on your feet. 

👉It shows a lack of creativity and critical thinking skills. 

👉It shows an agenda that others probably don't want to hear in that given moment. 

Others appreciate when we connect and communicate like human beings, not scripts, templates, or talking points. 

Sending mixed messages to prospects and clients leads to confusion.

Does your body language match your words? 😮

Here's a 30-second video example of a classic disconnect.

I coach an engineer in our Amplify program who tells the group he's got exciting things underway.

Watch what happens. 

Here's the secret sauce to nailing new clients.

Great news: You don't have to know everything and you don't need a script!

Take a look at this two-minute video. 

🧨🧨And reach out if you want your emerging leaders in A/E/C to be more effective communicators.

Our next round of Amplify (online group coaching) starts soon!

What does the "Easy" button look like for your clients? 

Keeping things simple in a complex, data-driven industry is essential.

It's about being a more effective communicator. I share insights in this 1-minute video.

Take a look. 

If you want quality information, you've got to ask quality questions.

Waiting to hear back on a bid proposal you submitted months ago to ask why a prospect didn't choose you flies in the face of this.

Bottom line: You're in sales and marketing. 

Do your homework so that you have higher-level conversations. 

Ask better questions of yourself and your team. 

It's on you to deeply understand and know.

This is the way, A/E/C. 

Busy digging into new tech to reduce misunderstandings and unorganized data?

Slow down, Skippy.

Improving internal team communication is not the first step to managing projects efficiently.

👉This is where your firm must begin.

In this 2-minute video, I share the breakthrough communication strategy that successful AEC clients use.

It's internal, but not what you think it is! 

You've seen the gazillion end-of-year lists. #ugh

From popular baby names to celebrity divorces, the media covers it all. 

Have you made your Top 10 List of Achievements in 2023?⏲️

I've been doing this for 20+ years, and I love it!

👉Give yourself permission to celebrate and honor your hard work. 👈

Maybe you helped win a huge bid. Are you working with a mentor or coach? Maybe you earned your PE credential or spoke at a presentation (without feeling totally stressed.) 

Too often, we downplay our efforts and results.

Maybe you're like me and forget what happened in March!😮

So, in late December, I compile my Top 10 list. 🍷

I do one for work and one for my personal life. 

My professional list includes:

 ♦️Delivering the opening keynote at a global A/E/C conference.

 ♦️Rebranding the company website.

 ♦️Helping countless A/E/C folks improve their communication with coaching and training.

Personal highlights include:

 😂Seeing our daughter get married.

 😂Finding our home at the...