It’s no secret that data center construction is booming.

It’s mostly fueled by AI and our demand for more data, faster speeds, and more answers.

But here’s the irony I see every week in A/E/C business development.

Seller-doer interviews aren’t lost because teams lack data.

Firms lose bids because decision-makers are overwhelmed with too many numbers.

Clients already have plenty of data from proposals.

Here’s the truth: Stakeholders are deciding if they trust who is in the room.

Successful interviews aren’t driven by slide decks—they’re driven by human connection.

• Clear, confident storytelling

• Thoughtful small talk that builds rapport

• Being present, personable, and intuitive

• Reading the room and responding—not rambling

Artificial Intelligence may be transforming how projects are designed and built. 

But people still hire people.

This human side of communication is exactly why I created Top Tier Communicator.

It's where A/E/C’s emerging leaders develop essential sk...

Engaging presentations.

They don't open with data or slides of your firm's history and ribbon cuttings.

Engaging presentations get people:

✅Thinking

✅Feeling

✅Reacting

✅Involved

Remember this every time your team prepares for shortlisted interviews, client-facing meetings, or workshop presentations.

Go for emotional connections over numbers.

The data will follow.

🎯Your team can access to repeatable skills that win more bids

Click to learn more about our proven Top Tier Communicator on-demand training.

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...

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. 🎯

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. 

It's a topic that can not be overlooked any longer. 

Skilled business development leaders and marketers use curiosity and storytelling to strengthen proposals, interviews, and client relationships.

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

📈That’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.🥇

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

Articulating complex data and information doesn't have to be an ongoing struggle in A/E/C.

From misunderstandings in e-mail threads and texts to confusing slide decks and messaging to stakeholders, there's room to improve communication.

Interpersonal communication is at the root of reworks, lost bids, budget overruns, and the labor shortage. 

In the "Bridging the Gap" podcast episode, I talk with host Todd Weyandt about how A/E/C teams can become confident communicators, with new storytelling and networking skills. 

Grab valuable techniques and strategies from our conversation. Here's the link. https://bit.ly/3T7L97B