Today, everyone is in marketing.

Most A/E/C professionals, however, don't see themselves as marketers, business developers, or salespeople.

Especially highly skilled technical people.

You might not have a degree in marketing or sales. It probably wasn't your original plan.😕

But technical professionals often need to scale back the tech talk that can confuse stakeholders and clients.

Most are interested in the end result, not the process. They want to see the WOW—the finished product.⬅️

Project managers, superintendents, and estimators need a mindset shift that embraces marketing as part of their roles.

An example I heard years ago will likely resonate with you: Sell the painted room, not the paint.

🎯Here’s the bottom line: Those who focus on the WOW, not the HOW, connect and engage with stakeholders.

This is your ticket to increasing trust and profits.

Three words.

These three words are the core strategy for increasing your revenue.

So why do so many A/E/C firms struggle to win more pursuits?😕

If you don't see how revenue ties to these three words, profitability stays flat, and your credibility can suffer.

Here's the key: Business development and relationship-building start with communication.💯

Improving your hit rates comes down to one actionable strategy: Make small talk.

Easy, light-hearted conversations build deeper connections, generate more referrals, and drive sustainable growth.📈

Technical people who aren't comfortable interacting with others miss chances to generate leads.

🎯Make small talk your competitive advantage.

The bottom line is that engagement grows business.

Leadership and succession planning are top priorities in A/E/C today, but there's a common factor behind their success.

Employee acquisition and retention in our ongoing labor shortage pose unique challenges.

These challenges, at their core, all circle back to communication.

Your communication is the foundation for addressing labor and leadership struggles.

👉We're often quick to pass the buck to our post-COVID world.

👉Or to Gen Z and their phone addictions.

👉Or to TikTok influencers and trendy memes.

Look, no one is to "blame" for the industry's struggles with interpersonal communication.

To improve, we must acknowledge our shared responsibility and act on it.

Like a drone, business and personal growth require us to see the big picture.

This framework will get you started:

• Exploring: Thousands of years ago, curious cave dwellers went on daily quests to find food. The word "quest" is the root of questions.

Reflect on whether you are asking yourself the right questions to...

Small talk is a big deal.

Here's why it matters.

Because it drives revenue and requires subtle, respected confidence.

Yet most say low confidence holds them back at networking events, meetings, and conferences.😕

No more excuses! 

➡️Use the communication tips below to boost your confidence and create stronger business connections.

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Forgettable.

That's what happens when you're boring at work.

This isn't about personality.

🥇It's about perception and influence.

🥇It’s about differentiating yourself and your firm.

Dull people are low-impact communicators who disengage stakeholders.

Decision-makers don't award bids to flat communicators that seem to lack momentum. ⚠️

Despite technical strength, you'll likely lose credibility—and work—if your communication is flat.

🎯Here's the truth: Prospects and clients equate engagement and clarity with influence and leadership.

I've spent 26 years teaching A/E/C leaders to be memorable in business development and client-facing meetings.

I teach them to share heartfelt, engaging stories and to be compelling and clear, so they connect deeply with others.

Being boring means being invisible, because you are not top of mind.😕

Take the initiative and start honing your communication skills now so people remember you.

Those who commit to continuous improvement and easily engage their audience stand out....

Burnout.

It's all too commonplace in A/E/C.

Leaders often struggle for long periods to uncover the root cause of burnout.

From my experience, it's deeper than unplanned meetings and confusing documentation.

⚠️The main issue is that firms become so absorbed in daily work that they miss opportunities to gain fresh perspectives.

The result? Lost revenue and high turnover. 

Leaning into new strategies can help firms improve productivity and morale.

➡️After all, you can't read the label from inside the jar.

You know how to build a room.

But do you know how to read a room?

Technical skills only get you so far.

In business, growing revenue isn't about technology or job titles.

It's about spotting subtle communication cues that give you:

🔷Greater influence
🔷New levels of respect
🔷Deeper connections

To get ahead, notice both verbal and nonverbal cues.

Pay attention to others' words, pacing, gestures, and expressions.

Here's the truth: Reading body language is key to negotiating and resolving conflict.

I learned this 30 years ago so I know it works. 💯

People who can read a room also exude confidence that most competitors lack.

Notice clues in your next interaction and start reading the room for a competitive edge.

Most of us expect to hear about design-build in the field, but let's talk about design-build as it applies to business development.

How are you going to sustain revenue and year-over-year growth?

It’s about designing and building your business development team.

📈To increase profitability and develop younger staff, firms must invest in project managers, superintendents, and estimators to help capture more pursuits.

Designing and building higher-level teams requires critical thinking skills, the ability to ask open-ended questions, the willingness to pivot and respond, and the confidence to articulate technical data to stakeholders.🎯

The coaching model I’m describing is an integral, ongoing part of leadership development.

It involves not just formal or occasional mentoring but also daily interactions in which PMs and other senior leaders identify in-the-moment teaching opportunities.💯

Business coaching—combined with mentoring—uplevels communication, clarity, and confidence.

This applies to le...

In the last six months, I've seen three doctors for minor issues.

Three doctors. Three different minor ailments.

All three suggested over-the-counter treatments, and I agreed with their advice.

One treatment involves using a small machine several times a week. Even with insurance, I still pay $50 out of pocket each month.💰

Despite paying for the device every month, I still haven’t used it.

Maybe I’m just too lazy to set it up. I could easily use it while watching videos or TV, and the treatment doesn’t hurt at all.

The box just sits there collecting dust.

I keep it out where I can see it to remind myself, but even then, I keep paying $50 a month without using it.

I’m sharing this because the same thing often happens with training programs.

🎯People who actually use what they learn in training see real results and do well.

Others just let the training materials collect dust.

These employees end up complaining about delays, coworkers, or subcontractors. They stay stuck, waiting for things to improve...

Three words can reveal a lot about A/E/C managers and principals.

This phrase says a lot about your leadership style.

🚩When new hires hear this response, they often feel discouraged. It can be frustrating and even make them feel inadequate.

Saying 'figure it out' can make people feel undervalued, especially when they’re trying to learn how things work.

Newcomers to our industry want to understand the basics so they don't have to keep asking the same questions.

➡️Where can I find this?
➡️Could you please clarify the punch list for me?
➡️Is this the latest documentation?

Leaders should recognize that new team members want to learn, do well, and meet expectations.

If someone still needs a lot of help after a reasonable amount of time, there may be a bigger issue.

But in the first few months, it’s normal to feel overwhelmed.

There’s a learning curve.

Responding with 'figure it out' comes across as passive-aggressive.

It can negatively impact company culture, team morale, and project results.

When leader...