Perfect people are not welcome.

That was the sign in front of a church I saw this week.

You may be one of the AEC pros who feel pressure to be the perfect communicator.

• In seller-doer meetings.
• In presentations.
• On Zoom calls.
• In networking events — online or in-person.

Here's a News Flash: Take the pressure off of yourself! 

No one wants to do business with a "perfect" person. 

You know, someone who appears to be flawless on the outside. 

Everyone has something they are dealing with or navigating.

Prospects and clients want real people. 

The ones who stumble on a few words and keep going. 

The perfectly imperfect win bids and respect. 

The kind of people who bend but don't break.

I don't teach flawless communication. 

I show you how to be a perfectly imperfect, heartfelt subject matter expert. 

To share your perfectly imperfect story. 

To be yourself.

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...

You don't have to ask more questions to close more A/E/C projects.

You have to ask better questions.

How you gather information during a presentation will differentiate your firm in shortlist interviews.

Oh, and don't forget to listen to the responses.

Quality questions bring quality information.

They also result in higher-level conversations and trust.

And more clients.