Posts Categorized: Marketing

How Architectural & Engineering Consulting Firms Can Win More Work

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 »

Content Marketing in the Geosynthetics World

Written by William G. Handlos, P.E. In the past, salesmen were hunters who would pursue customers with cold calls, emails and office visits to help them understand how problems could be solved with product line offerings. They would qualify opportunities, perform a needs analysis and pitch their value proposition to the identified decision maker. After the pitch, a price proposal would be made and if the solution was perceived a fit – negotiations would ensue and the job would be won or lost. The salesman controlled the buying process. If you haven’t noticed, there is a significant shift occurring in the sales process. Now, the customer does internet research and is well into the decision process before we even get the chance to meet them. Information that they find on websites, blogs, digital industry trade publications, and discussion boards about the products we offer supplies them content they use to form opinions and make decisions to either contact you….or to move on and continue their search,… perhaps with a competitor. The graphic below from Inboundsales.net says it all. We all have at our disposal – a matchmaking service called Google® (and others) that connect us in mere seconds. As a… Read more »