The pioneer of daytime TV talk shows, Phil Donahue, passed away yesterday. 

His syndicated show ended in 1996, after 26 years on-the-air.

There are many skills AEC business development marketers can learn from this legendary communicator. 

Donahue knew how to listen for the minutiae that others miss.

Attention to detail is crucial in our industry as you communicate an understanding of client needs and provide custom solutions.

Is there room to improve your teams' interview prep and presentations?

How do we develop a natural curiosity and understand people?

Learn how to ask quality questions and be more engaging.

How can we allow others to share their opinions while subtly driving conversations?

You've got to think on your feet and know how and when to pivot.

Another lesson from Donahue is how to invite differing opinions in a polite and welcoming way.

You foster open communication and encourage diverse perspectives.

Being open-minded and open-hearted...

Reading slides in shortlisted interviews doesn't engage prospects.

Top-tier communicators in A/E/C know how to read the room.

Reading the room means you notice peoples' facial expressions, body language, and energy.

Do people in your presentations look distracted, impatient, or confused?

You must notice what people aren't saying.

Then, you can subtly re-engage and bring prospects back to your message without missing a beat.

Successful business development teams think on their feet in a split second. 

They know how to course correct.

There is no overwhelm or anxiety.

This technique is pivotal to winning pursuits and competitive projects.

You can learn to read the room (click the link so you can learn this skill) and form deeper connections with practice.

The slides are secondary.

Sending mixed messages to prospects and clients leads to confusion.

Does your body language match your words?

Here's a 30-second video example of a classic disconnect.

I coach an engineer in our Amplify program who tells the group he's got exciting things underway.

Watch what happens. 

We are celebrating A/E/C pros who know how to use curiosity in communication and sales.

I met Sydney Unnerstall recently. She's an emerging leader and marketing coordinator at Vessel Architecture in St. Louis.

After my communications presentation at an SMPS regional conference, Sydney jumped at the chance to transform business conversations by being curious.

"I have started asking more relevant questions and hiding less since I attended Susan's program at the SMPS conference," she said.

"These go hand-in-hand with feeling more confident as I gain experience in meetings and with clients."

You get quality information when you ask quality questions (and listen deeply).

Sydney adds a couple of more quick gems in this 30-second video.

Take a look above.  

And reach out if your emerging leaders want to be more effective communicators. Our "Amplify for Emerging Leaders" online group coaching program is now available. Details are here!

Stories connect us as human beings.

A/E/C leaders know the value of relationships and connections that build business.

Why do so few of you use the power of storytelling in business development presentations?

Most people are uncertain about what story to share and how to make it relevant to prospects. 

The key is in this 40-second clip (above) from a podcast interview with Evan Troxel, NCARB.

The full video episode is here.

Click here to access the audio file.

Welcome to the Future.

That's the theme of National Engineer's Week. It's a 73-year-old observance that's especially relevant to you today.

The National Society of Professional Engineers' goal is for a diverse, well-educated future workforce.

Why does this feel like a lofty milestone for a highly proficient and technical workforce?

Because at the core of the mission is your weakness.

Interpersonal communication.

Becoming an effective communicator demands more than an ongoing commitment to learn. 

It's about your willingness to evolve.

With this year's futuristic theme, engineering firms must get back to basics. 

Engineering programs need to teach the importance of how human connections ignite successful careers. 

Developing confidence, public speaking, and business networking skills are not one-off classes. 

They are different from credentialing programs.

Interpersonal communication in engineering doesn't involve pushing papers or file management.

It's...

Communication Tip:

Ghosting professional people isn't cool.

Especially those you know.

Don't read into this.

I don't have an axe to grind or a person in mind.

But I have been ghosted occasionally.

Sure, we're all busy.

Still, you DO have a split second for a quick acknowledgment or emoji.

And it takes 12 seconds to type: "I'm in the midst of a big project and deadline. Thanks for reaching out."

Common sense and courtesy go a long way.

The most important four-letter word in business and life is CARE.

For me, CARE is an acronym.

• Your Communication is based on what you pay Attention to.
• Your Attention (focus) determines your Results.
• Your Results can be Excellent.

How do your prospects, clients, and fellow human beings know you care about them?

Are you focusing on the correct problems your prospects are experiencing? Do you know how to improve your presentations and conversations? 

Notice your communication patterns and habits. It's all about self-awareness.

If you want better results, it's time to CARE in a new way.

When do you feel the most confident?

When you know in your heart you've prepared and are ready. 

You FEEL self-assured and skilled at what you do.

You trust yourself at a deep core level. 

Forget the business adage that feelings don't belong in the office.

You have to consider how you physically feel when you think about:

• Shortlisted meetings
• Team collaborations
• Networking events
• Speaking at a presentation

With physical tightness, anxiety, or a headache, you're not ready. 

You can't be confident and win bids when you don't feel secure and strong. 

Architects, engineers, and construction pros win bid packages by preparing their data.

And their mindsets.

Forget the kitchen sink. 

Prospects want essential and compelling data. 

And a story to make the (dry) data come alive.

You prepare with your Business Development team DAYS ahead of your shortlisted interview. Maybe even a week (gasp!) 

Scrambling to prepare hours before your meeting won't work well. 

There's too much on the line.  

And you never, ever "wing" any part of your A/E/C presentation. 

• You and your colleagues know who will speak and what they'll say. 

• You have a point person who can course-correct when prospects look bored or confused. #Readtheroom

• You value the preparation process so that you boldly show up and win trust and new projects. 

Strong communicators give themselves the space and grace necessary to succeed.