Sales, Marketing, and Business Development – What’s the Difference?

Sales, marketing, and business development are terms used in a seemingly interchangeable fashion throughout the AEC industry. But, as you build your company project by project, these three processes play different roles and it is important to understand the distinguishing factors for each one. Judy Sparks has experience dealing with all three corners of the…

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Picking Up the Slack: AEC Marketing as a Company-Wide Effort

Morrison Hershfield is one of North America’s leading, multidisciplinary engineering firms, where Scott Steiding serves as a Vice President and oversees sales and marketing operations for the firm. Unlike many business leaders, Steiding does not approach sales and marketing with a strictly organic or instinctive mentality. In this episode of AEC Marketing for Principals, Steiding…

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Don’t Lose it in the Interview!

We hear it all the time: firms make the shortlist and approach the interview with the mindset that it’s “ours to lose.” But what does it take to prepare a winning pitch? At Smartegies, our experience tells us that the key to creating a memorable pitch can be summed up in three words: INFORM, INFLUENCE,…

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9 Recommended Presentation Strategies in AEC

At Smartegies, we have found that teams can make it or break it in an interview. Many times, one team goes into the interview with a leading score and another comes out as the winner. This is because people can be influenced during the interview process. A good interview can sway the votes in your…

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Innovation to Reach Your Audience

When in a competitive market, it is essential to find innovative ways to reach your audience. Staying ahead of the trends makes the difference; doing things “the way they’ve always been done” does not help your company stand out as an industry leader. Being innovative, risky, and smart about the next move will ultimately drive…

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Who Are the Brand Ambassadors in the AEC Industry? Your Employees!

Firms will develop a strong brand promise, corporate mission and unique value proposition, but often fail to market the message internally. Training employees will help them understand how the firm should be perceived and experienced in the marketplace. The more they know, the more your team will be prepared for challenging situations and be on the look-out for…

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7 Branding Steps for Architecture, Engineering & Construction Firms

If your competition understands branding and you don’t, then you are probably losing market share and revenue! Many Architects, Engineers, and Construction (AEC) firms are lean and mean, requiring them to keep overhead costs at a minimum in order to survive. However, the firms who have taken the time to establish a brand presence are now the ones…

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5 Essential Brand Elements for any AEC Firm

The AEC industry is a highly competitive space where differentiation can make the difference between winning multi-million dollar projects or missing the invitation to bid. In a world where competition is fierce, companies with a strong brand identity are rising above the crowd. For years, branding was placed as a low priority due to the…

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Is Your Website Built for Accessibility?

Companies around the country are facing lawsuits and demand letters alleging that their websites are not “accessible” for disabled individuals. Generally, Title III of the Americans with Disabilities Act requires places that are open to the public to not discriminate against individuals due to their disability or otherwise deny them “the full and equal enjoyment…

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Stagnant Revenue Growth? It May be Time to Rebrand.

The brand of your business is more important than simply looking good; it is about keeping your revenues and bottom line on pace with the top performers in the AEC marketplace. If you have not taken time to update your website, marketing collateral or brand messaging, chances are you could be leaving valuable business opportunities…

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