Posts Tagged: Contractors

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 »

Distributors Add Value to Geosynthetics

Written by William G. Handlos, P.E. As a manufacturer of specialty engineered geosynthetics, Presto Geosystems markets and sells through a worldwide network of geosynthetics distributors and representatives.  Why?  What value does a network bring?  The decision to work through distribution is driven by the value that the network brings and is reinforced by the success of this model over thirty years of operating experience. Now and then, the model is challenged.  Contractors sometimes see the distributor as a non-essential layer of cost.  But, take a closer look and see how a well prepared network adds value to both the manufacturer, the contractor and most importantly…..to the project owner. It would be impossible for each geosynthetics manufacturer to maintain a sufficient workforce to cover the US, much less the world market.  Distributors function as a sales and service cooperative – shared by all manufacturers for whom the distributor represents.  Distributors vary in the number of manufacturers they represent.  But, it is not uncommon for the local distributor to carry dozens of products from 6 to 10 manufacturers. Engineers and Architects as well as contractors benefit from local trade shows and educational presentations sponsored by informed product salesmen who are known and trusted… Read more »