I’ve been coaching a lot of presentation teams lately. Different markets, different project types, different personalities, but the same patterns keep showing up. One of the most common? At some point in rehearsal, someone says, “We’ve got the best relationship with the client. They’re really rooting for us.”

One of the best parts of my job is getting to listen. Like really listen. To what’s being said behind closed doors at AEC firms all over the country. And lately, the thing I keep hearing — and feeling — is this:We have a communication problem.

If you've been following these letters for a while, you've probably noticed they don't land in your inbox on a set schedule. Believe it or not, that's intentional.

A client of mine—a mentor, actually—posed this question to his marketing leadership team recently: “Do you believe what we believe?” It stopped me in my tracks. In the sea of sameness that is AEC, this fundamental question strikes at the core of what differentiates great companies from the mediocre ones. Firms with a strong point of view are not just building businesses; they’re building brands. They’re laying the groundwork to weather economic storms, positioning themselves to not just survive but thrive when the next downturn inevitably comes.

When I told my team at Smartegies I would start this newsletter - one that is more "letter” than “news,” they expressed some concern. Apparently, I have a reputation for speaking my mind. So, appropriately, they refer to me often as the "AEC Truthteller." They define it as someone who says what others may think but is too polite to say aloud.

Today, I'm here to share a story that's a bit different from my usual narrative—one that encapsulates the essence of marrying marketing with recruitment in the quest to find the perfect leader.

As we settle into another year, it's not just the immediate steps in front of us that require our attention as entrepreneurs and marketing executives. We must prepare for the future.

As the new calendar page turns, I find myself enveloped in the quietude of reflection, not resolutions. I've realized that setting resolutions tends to strap me with undue pressure—like setting off on a journey with a heavy pack. Instead, I prefer to usher in the new year with a reflective spirit, using the crisp hindsight of 20/20 to carve a wiser path forward for both my company and myself.

As we embrace the festive spirit of the holiday season, it's a perfect time for reflection and gratitude. In the heart of this joyous period, I want to share a special list with you - a list of our favorite tools that have been crucial in shaping our agency's success in the AEC marketing realm.

Last month, I reached a personal milestone—becoming a keynote speaker at a national industry conference. While I often tout myself as a communications professional, public speaking has always intimidated me. The journey from accepting the invitation to standing on that stage was both humbling and terrifying!