The Proposal Is Not the Beginning
Most AEC firms still operate as though the competition begins when an RFQ is released. The notification comes in. Calendars get rearranged. Marketing shifts into production mode. Resumes are updated. Project descriptions are refreshed. Interview teams are assembled. Everyone starts running. But the buyer started much earlier. By the time many firms become aware of an opportunity, the […]
The Art of Negotiation: The Importance of Empathy, Active Listening, and Communication in Marketing’s Greatest Equalizer
Empathy and negotiations don’t seem to go hand in hand. Negotiations tend to be viewed by many as zero-sum, adversarial conflicts, especially in business. Negotiators, however, have many tools at their disposal that do not resort to negativity or hostility in order to support their positions. So what does it take to win at negotiations? […]
A Season of Transition for Atlanta Public Schools: Capital Improvements in the Face of COVID-19
Like wildfire in the wheat fields, COVID’s rampant run has significantly changed many industries, including the K-12 market. The negative impacts of school closures, virtual lifestyles, and uncertain futures are substantial – but for every low, there is a high. We sat down with Jere Smith, Director of Capital Improvements for Atlanta Public Schools, to […]
Expert Tips to Winning Design and Construction Contracts from Georgia Tech
Become an AEC Partner of Georgia Tech In this episode of AEC Marketing for Principals, Scott Jones, joins us to share his story. Jones is the Assistant Vice President of Facilities, Design, and Construction at the Georgia Institute of Technology, and he runs a progressive operation that oversees all of Georgia Tech’s design and construction […]
How to Win Business From the State
How to Win Business From the State When it comes to state projects, it seems as though any and all AEC firms are all looking to get a piece of the pie. But getting that piece of the pie can seem daunting if you are new to Georgia’s procurement process or just new to the […]