Posts Categorized: Sales

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 »

Use Product Differentiation for Good, Not for Evil

Written by William G Handlos, P.E. Product differentiation is often thought of as a way to create a competitive advantage.  Typically, a company decides to focus and promote upon a certain attribute(s) of a product making this attribute a key feature of their value proposition statement. For example, a major automobile company might focus and promote a rear lift gate automatic opener actuated by the movement of the driver’s foot under the rear bumper.  This inexpensive addition to an SUV’s feature set may be the difference in a buying decision between competing automobile brands, particularly in a market with fierce competition and similar option sets.  In this case, the manufacturer has created a product differentiator that truly adds benefit to the customer. Presto Geosystems® developed the original geocell in the late 1970s and GEOWEB® Geocell product enhancements have been developed every few years, always with the intent of offering benefits to their customers with each refinement. For manufacturers who sell to contractors who bid on projects that are based upon engineered plans and specifications, the waters can be murkier.  Is product differentiation created for the benefit of the customer or is differentiation simply crafted to create a unique set of… Read more »

Make Communicating With You Easier

Written by William G. Handlos, P.E. Your company expends a high cost to acquire leads.  Presto’s cost to create a lead is estimated at $250 – $300 per qualified lead.  Think of that cost when your phone rings or you receive an email inquiry.  Leads are precious.  Treat leads well, so that they convert.  Treat leads poorly and they just may flip to a competitor. Have your contact info on each and every e-mail.  It is frustrating to receive email from “Bob” without all contact info at the signature line.  Make it easy to reach you.  Smart phones allow one click calling to phone numbers on email. Answer telephone calls and leave customers to voicemail only if absolutely necessary Customers are ready to buy when they’re ready to buy….you may miss your chance.  You must be present to win! Make it clear to your customer after hours calls are no problem They likely won’t use it, but it strengthens the relationship to know they can access you when they need you. Let them know that you are there for them…….anytime. Place your name and greeting on your voicemail so I know they know they have reached the right number.  No… Read more »