Three words.

There are three words that sum up the key to success in anything and everything we do.

🏀These three words—a guiding phrase—were highlighted last night after the New York Knicks made the greatest comeback in NBA Finals history, edging past the San Antonio Spurs, 107-106.🏀

The Knicks' OG Anunoby scored the winning basket in the final two seconds, overcoming a 29-point deficit.

Thunderous cheers erupted as stunned Knicks fans celebrated at Madison Square Garden.

Within a minute, ESPN's Lisa Salters interviewed Anunoby about the comeback.

She asked how he and his teammates managed the victory and what he thought mid-game as the Spurs dominated.🥇

Anunoby revealed the three words that fueled their comeback: Stay with it.

He told Salters his team is resilient and never gives up. They stay with it and keep pushing.

In the span of a 90-second interview, Anunoby said "stay with it" several times.

It resonates with me as I've turned to this mantra for years. You can, too.

No matter the challeng...

Predicting outcomes = impossible.

Looking for patterns and trends = invaluable to stakeholders. 📈

This was a key takeaway from a recent  SMPS—Society for Marketing Professional Services - San Antonio chapter meeting.

New A/E/C marketers who want to grow their careers must know how to spot trends to help managers make informed decisions.

💯One of the presenters, Cleary Zimmerman's Joyce Watson, CPSM, encouraged emerging leaders to be curious and collaborative. I agree with Joyce and her co-presenter Audra Allen that these traits drive growth.

⚠️Guessing is very expensive in business.

The bottom line is knowing how to ask quality questions, listen deeply, and identify patterns that others miss.

Today, everyone is in marketing.

Most A/E/C professionals, however, don't see themselves as marketers, business developers, or salespeople.

Especially highly skilled technical people.

You might not have a degree in marketing or sales. It probably wasn't your original plan.😕

But technical professionals often need to scale back the tech talk that can confuse stakeholders and clients.

Most are interested in the end result, not the process. They want to see the WOW—the finished product.⬅️

Project managers, superintendents, and estimators need a mindset shift that embraces marketing as part of their roles.

An example I heard years ago will likely resonate with you: Sell the painted room, not the paint.

🎯Here’s the bottom line: Those who focus on the WOW, not the HOW, connect and engage with stakeholders.

This is your ticket to increasing trust and profits.

Small talk is a big deal.

Here's why it matters.

Because it drives revenue and requires subtle, respected confidence.

Yet most say low confidence holds them back at networking events, meetings, and conferences.😕

No more excuses! 

➡️Use the communication tips below to boost your confidence and create stronger business connections.

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Business development professionals and marketers aren't the only rainmakers in A/E/C firms.

Today, everyone is in marketing.

Most project managers and technical leads didn't sign up for this BD role.⬅️

Still, when your teams have time with clients, they must be skillful communicators.

Precious time spent with stakeholders is a significant opportunity to build credibility, trust, and connections that will help land your next big project.

Pitches at the end of a project often fall flat.

📈A better strategy in business development is to create value gradually over the course of work.

Taking this approach rather than waiting until the end means you're not pitching anything.

Repeat clients and referrals will easily fall into your lap without you awkwardly asking for a sale.

You'll earn trust and work by:

🎯Communicating daily and being proactive

🎯Asking strategic questions and sharing insights from project managers

🎯Framing conversations around client results

When your PMs and te...

Today's emerging talent wants more than a welcome packet and an awkward free lunch.

This generation wants others to see, hear, and value them. 

They want coaching and wisdom; not onboarding jargon. 

🔷Humans have an innate desire to feel included.

To be part of a group or community. 

And above all, younger generations want training because they want to grow.

When communication is one-way (or nonexistent), newcomers to A/E/C quietly disengage. 

You miss the opportunity to transfer knowledge. 🚩

New employees find the door and leave, depleting your training investment, team stability, and project momentum.

And every time new hires walk out the door, your firm suffers from:

👉Lost productivity

👉Delayed schedules

👉Missed pursuits

Multiply that by a few exits each year, and the revenue impact is real.💰

Ongoing, impactful training with today's communication skills is not a perk. 

It has nothing to do with a freebie pizza lunch. 

🧨It's about having a retention strategy with bottom-line results.

Let's build the...

The most important four-letter word in business and life is CARE.

For me, CARE is an acronym.

🔷Your Communication is based on what you pay Attention to.

🔷Your Attention (focus) determines your Results.

🔷Your Results can be Excellent.

How do you show clients and prospects that you truly CARE about them...as human beings and in business?

Are you focusing on the correct problems they are experiencing?

How can you improve your presentations and conversations?

👉Notice your communication patterns and habits.

It's all about self-awareness.🧨

Success in A/E/C means you're focusing on others, and not yourself or the need for a sale.

If you want better results, show others you can solve their problems.

Show them you CARE more than the next firm.

It's a feeling, not a tech solution.😊

Let's back up the bus on servant leadership in A/E/C.

Being of service and positively impacting communities is a noble pursuit.

The buzz around this phrase, though, weakens the intent.

➡️Servant leadership isn't exclusive to your broader community.

It also applies to internal teams within A/E/C firms.🎯

🗝️Are leaders genuinely addressing the real challenges and deeper problems your staff may not openly share?🗝️

Servant leadership starts at home.

🔹It may include coaching or training for YOU to improve your communication skills and lead by example.

🔹Internal servant leadership can be sharing your wisdom, screw-ups, and experiences with your team.

🔹It may involve implementing programs that help staff prioritize and reduce burnout.

The productivity piece gets woven in; don't worry :)

Exceptional servant leadership can only happen

when firms have a solid internal foundation.

Once that's in place, go into the community and make a freakin' impact!