By: William G Handlos, P.E. Why do some Architectural and Engineering consultants perennially get their choice of work? Let’s face it, most of the time; all of the invited and interviewed teams have the requisite experience and competence to accomplish the stated scope of work. You’re pretty sure that you have checked all the boxes on your Statement of Qualifications and your written proposal is complete and clearly shows your team has the design solution experience relevant to the task at hand. So why do you not have more wins? Let’s take a look at how clients really make decisions. Here is how we think that we choose. Does the consultant have: Unimpeachable character Relevant solid experience Exhibits problem-solving skills Outstanding communications skills Excellent interpersonal skills Most consultants also believe that the best way to reach success in a presentation is to build the case for their side using reason and facts. Of course, there always needs to be a fundamental foundation of experience and qualification as a cost of entry. Written proposals are much more objectively weighed. However, neuroscience tells us that the factors that really affect decision-making are more emotional than logical. Here is how we really… Read more »
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Written by William G. Handlos, P.E.