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! 

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. 

Stories connect us as human beings.

A/E/C leaders know the value of relationships and connections that build business.

Why do so few of you use the power of storytelling in business development presentations?

Most people are uncertain about what story to share and how to make it relevant to prospects. 

The key is in this 40-second clip (above) from a podcast interview with Evan Troxel, NCARB.

The full video episode is here.

Click here to access the audio file.

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. 

The one desire most people overlook is clarity.

Yes, we wish for a winning lottery ticket, good health, and peace in the world.

When thoughts, ideas, and minds are clear, life becomes easy.

Here's what I mean.

We confuse ourselves.

We overthink.

One of my former coaches calls it the Illusion of Confusion.

When your internal chatter is all over the map, your communication suffers.

Clarity and simplicity bring business and personal growth.

Clarity brings a sense of peace, internally and externally.

Clarity brings peace of mind.

Clarity brings confidence, clients, and exciting opportunities.

Confusion = Zilch.

Get clear on your expectations and the results you want.

Amazing things will begin to unfold.

I've been there more than once. I know.