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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.
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 stakeholders pay attention and hire firms when business development teams show their critical thinking skills.Ā
If your emerging leaders want essential communication strategies to grow trust, confidence, and business, take a look at this training I did for the SMPS-Palmetto chapter.Ā Ā
š§Øš§ØAnd plan to take lots of notes!š§Øš§Ø
Reach out if your organization wants today's tools that build confidence and help win bids.Ā
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