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Drones and AI are reshaping the A/E/C industry.
But they donāt win pursuitsāpeople do.
What consistently sets your firm apart from others?
Curiosity and storytelling.
These skills build trust, spark connection, and make clients want to work with you.
Technical expertise mattersābut only after youāve won the bid. šÆ
To capture more pursuits, you need to connect first, then talk tech.
Iāve been teaching this at SMPS conferences, industry events, and in private trainings.Ā
It's a topic that can not be overlooked any longer.Ā
Skilled business development leaders and marketers use curiosity and storytelling to strengthen proposals, interviews, and client relationships.
Yes, physical safety and mental health must always be top priorities in our industry.
There's a different kind of safety that firms often overlook: Psychological safety.
It's an essential form of communication.
Psychological safety means that staff feel comfortable and safe in expressing their emotions, using their voices, and sharing concerns ā without judgment or repercussions.
ā”ļøIt directly impacts emotional well-being, talent retention, performance, and job dissatisfaction.
When leaders in my training programs are unsure of this practice, I worry.
Are your emerging leaders and executives using psychological safety practices to support staff?
Years ago, when I was in high school, I lost my voice for a few days.
I suddenly had laryngitis.Ā
Couldn't make a sound.Ā
It was beyond frustrating.
After college, I became a radio news reporter and anchor.Ā
My voice was my job. I had a degree in communication.Ā
But even then, I didn't fully believe my opinion or voice mattered. š®
I second-guessed my worth.Ā
I stayed quiet when I had something to say. Sound familiar?Ā
I see the same pattern in 95% of the A/E/C professionals in my coaching and training programs.Ā
People who are technically capable but hesitate to speak up in client-facing meetings or networking events.
Many in our industry shy away from making small talk and interacting with others.
It's aboutĀ having more confidence.
Keeping your "nose in your phone" keeps you silent in real life.Ā
š°The reluctance to use your voice costs your firm millions in lost bids, referrals, and opportunities.š°
A/E/C professionals don't lack ideas; they doubt their value.Ā
They second-guess themselves.Ā
Nearly 75 percent of construction delays are due to poor communication and collaboration among teams.
The research comes from Procore, a software company serving the A/E/C industry.
That's a tough number to digest.
š®Materials, weather, and budgets aren't always to blame when projects go off the rails.
It ultimately comes down to effective communication and team coordination.
It's easy to assume breakdowns only happen at the top.
But the chain is only as strong as its weakest communicator.
That includes younger project managers, superintendents, and estimators throughout the industry.
ā They have impressive technical skills.
Yet, their leadership voices are still developing.
Emerging leaders often hesitate to ask for clarification, share bad news, or speak up in meetings.
Then, we see ripple effects, such as:
š©Wrong assumptions
š©Missed deadlines
š©Frustration with crews and clients
Project difficulties aren't just a "people problem."
Communication and collaboration directl...
Communication tip:Ā
If your team is hesitating to say what everyone is privately thinking, you have a communication gap.
You mayāor may not realize it.
šAvoiding uncomfortable truthsāwith internal staff or prospectsādoesnāt help your firm's credibility.
It erodes trust, performance, and your bottom line.
This isnāt about publicly calling someone out or embarrassing them.
Itās about creating a culture with psychological safety to calmly address real issues with professionalism and respect.
ā”ļøHereās a common example in A/E/C:Ā
You have a charismatic project leader or superintendent who dominates conversations and shortlisted interviews.Ā
Theyāre likable⦠outgoing⦠the ālife of the party.ā
But hereās what no oneās saying to their face:
šTheir long-winded stories and off-topic comments derail important discussionsāespecially with prospects.
What feels like small talk to them feels like wasted time to others. š®
The challenge is that this individual doesn't know how to read the room and reel themselves i...
Risk mitigation and workplace silos go hand-in-hand.Ā
What if you saw training differently?
Successful A/E/C firms that capture pursuits face and embrace workplace training data. š
They don't make excuses about budgets,Ā limited time, or keeping training in-house:Ā
Research from Lorman shows that internal programs may save your firm money in the short term, but the benefits are limited.
šÆMost employees crave fresh perspectives and innovative problem-solving strategies.
To scale and narrow talent gaps, proactive firms are willing to invest in external training.
A/E/C executives must be open-minded and know that scalability is intertwined withĀ today's business development and communication skills.
How does your team measure up against competitors?Ā
Savvy leaders recognize the return on investment i...
Many PMs, superintendents, estimators, and others have deep technical knowledgeābut often lack experience in client-facing conversations.
šThatās not a flaw; itās a gap that training and education can address.
With today's new strategies, A/E/C teams can develop the confidence and communication skills needed to differentiate your firmābuilding trust, getting referrals, and strengthening client relationships.š„
šÆHere are four foundational areas to help employees shift their mindset and be better prepared to capture pursuits.
A/E/C professionals often tell me they don't have outgoing, friendly personalities to build business relationships.
š®Small talk feels uncomfortable. Ā
š®Presentations are painful.
š®Sharing your expertise becomes a confusing mess.Ā
To overcome limiting beliefs and negative self-talk, listen to the techniques I share on theĀ "Engineer Your Success" podcast.
Click here to see the episode.https://bit.ly/4ksKzgOĀ
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