Susan Young's
Amplify Blog

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Why Curiosity Wins More Pursuits Than Technology

Drones and AI are reshaping the A/E/C industry.

But they don’t win pursuits—people 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 matters—but only after you’ve won the bid. šŸŽÆ

To capture more pursuits, you need to connect first, then talk tech.

I’ve 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.

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The 1 Safety Term Many in A/E/C Are Missing

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 — without judgment or repercussions.

āž”ļøIt 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?

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Why Speaking Up Is a Strategic Advantage

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. 😮

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 

šŸ’°The reluctance to use your voice costs your firm millions in lost bids, referrals, and opportunities.šŸ’°

A/E/C professionals don't lack ideas; they doubt their value.Ā 

They second-guess themselves.Ā 

...
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When Projects Derail, Communication is Often the Culprit

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.

😮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.

āœ…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:

🚩Wrong assumptions

🚩Missed deadlines

🚩Frustration with crews and clients

Project difficulties aren't just a "people problem."

Communication and collaboration directl...

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A/E/C Leadership Communication Gap: Are Your Teams Afraid to Say "The Thing?"

Communication tip:Ā 

If your team is hesitating to say what everyone is privately thinking, you have a communication gap.

You may—or may not realize it.

šŸ‘‰Avoiding uncomfortable truths—with internal staff or prospects—doesn’t help your firm's credibility.

It erodes trust, performance, and your bottom line.

This isn’t about publicly calling someone out or embarrassing them.

It’s about creating a culture with psychological safety to calmly address real issues with professionalism and respect.

āž”ļøHere’s a common example in A/E/C:Ā 

You have a charismatic project leader or superintendent who dominates conversations and shortlisted interviews.Ā 

They’re likable… outgoing… the ā€œlife of the party.ā€

But here’s what no one’s saying to their face:

šŸ“ˆTheir long-winded stories and off-topic comments derail important discussions—especially with prospects.

What feels like small talk to them feels like wasted time to others. 😮

The challenge is that this individual doesn't know how to read the room and reel themselves i...

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The Training Gap Smart A/E/C Leaders Don't Ignore

What if you saw training differently?

Successful A/E/C firms that capture pursuits face and embrace workplace training data. šŸ“ˆ

They don't make excuses about budgets,Ā limited time, or keeping training in-house:Ā 

  • Nearly 50 percent of managers with 10 or more years of experience report having received a total of only nine hours of training.
  • Almost 45 percent of managers who have been in their role for less than a year haven't had any training.

Research from Lorman shows that internal programs may save your firm money in the short term, but the benefits are limited.

šŸŽÆMost 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...

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Preparing A/E/C Project Managers for Successful Shortlisted Interviews

Many PMs, superintendents, estimators, and others have deep technical knowledge—but often lack experience in client-facing conversations.

šŸ“ˆThat’s not a flaw; it’s 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 firm—building trust, getting referrals, and strengthening client relationships.šŸ„‡

šŸŽÆHere are four foundational areas to help employees shift their mindset and be better prepared to capture pursuits.

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