Marketing to the Mind with Matt Handal

Episode 45:

An out-of-the-box thinker, Matt’s passion is doing what others assume can’t be done. He is an aggressive marketer who has helped construction, engineering, architectural, and real estate consulting firms realize tens of millions in fees from projects ranging from $500K to $2B.

He has been quoted in Engineering News-Record, written about in Zweig White’s Marketing NOW, is an award-winning speaker, and hosts, a blog authored by some of the brightest minds in the marketing field. Matt wrote the book, Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time. He is also a co-author of the Marketing Handbook for the Design & Construction Professional and author of the Society for Marketing Professional Services’ research white paper on “Marketing to the Mind.” His interest in reaching audiences stems from a lifelong obsession with music. His work in podcasting, social media, and website development was born from a love of exploring new technologies. And his competitive edge and drive to always improve the firms he works with can be traced to his past as a competitive runner.

In this show we will discuss the following:

02:20 How have times changed for submitting proposals
08:24 Being a modern-day project manager
10:15 New hiring trends in the industry
14:53 Working smarter
16:48 Tips for helping marketing principles function around sales and marketing activities
21:25 The buyer’s journey and cold proposals
25:21 The million-dollar question when submitting proposals
28:12 Never talk about the due date
30:10 What to take into account when publishing a production schedule
32:45 Resources for learning proposal writing

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