Getting buy-in from senior leadership or younger A/E/C staff isn't a one-off.

Buy-in pales in comparison to trust, loyalty, and honest relationships.

Buy-in feels like you're trying to convince someone or push them over the finish line to close a sale.

People who form deeper relationships and have mutual respect don't use this phrase.

They are the leaders who:

Brainstorm

Talk things through

Gather insights

Ask for differing opinions

Appreciate wisdom

Then they make a decision.

Critical thinkers and responsible leaders have higher-level conversations. 

They don't need others to buy into anything.

Forget buy-in.

Instead, take the time to nurture relationships, listen deeply, be respectful, and be attentive.

Yes, you may get pushback. 

Differing opinions needn't be divisive; they are opportunities to learn and evolve.

If you want to improve communication and build consensus, don't consider it "buy-in." 

Instead, be strategic and welcome others' input....

Processes and procedures. 

A/E/C firms have long been hot on operations. 

What happens, though, when senior leaders teach new hires inefficient methods?

The cost of doing business like this is mind-boggling.

Productivity, morale, lost bids, and the labor shortage, to name a few. 

Senior management must know how to train and onboard new hires in new ways. 

Are you showing people how you scramble to prepare for a short-listed meeting the day before?

Do you confide that you don't know who will be in the room?

Does your team know when to speak and what to share?

Are they sharp and paying close attention to each other and the decision-makers?

I spoke recently at my local SMPS chapter on this topic.

The business development leaders unanimously agree:

They need (and want) to learn new communication and selling strategies, such as:  

• Storytelling

• Reading the room

• Body language

• Vocal pacing so that your words *land* with...

Business development and sales tip for A/E/C leaders: 

Golf lessons don't replace communication training. 

I talked recently with Jeff Sample, a new friend and entrepreneur. We chatted about leadership and mindset.  

Sure, business deals happen on golf courses.

Jeff told me about an AEC firm paying for engineers' golf lessons.

No. No. No.

Successful Seller Doer meetings demand clear, relatable presentations peppered with storytelling. 

No golf balls or lessons necessary.

Prospects expect you to connect the dots and differentiate your firm from others. 

Architects, engineers, and construction pros don't learn this on the back 9.