It’s Not About You

The AEC industry has an overwhelmingly bad habit of talking about ourselves. From meetings with clients to quals packages to proposals to interviews, it’s all about us. Why is that? Building relationships is about give and take and creating a rapport. Yet, we tend, as an industry, to do the exact opposite. Are our firms…

Networking tips from Kroger Grant Consultants

Networking Tips for Success

Love or hate it, networking is a necessary evil for business success. It’s a requirement in the AEC industry for both business developers and seller/doers. By definition, networking is the act of social interaction. It requires face-to-face encounters. If you’re an introvert, a homebody, or a millennial glued to your phone, this can be intimidating…

Be Polite…It Wins Friends and Clients

Rudeness never wins. You may think you’re placing yourself in a point of control, but in fact you’re undermining a potential relationship and showing how ignorant you really are. Letitia Baldrige, social secretary to two US ambassadors – David Bruce in Paris and Clare Boothe Luce in Rome – and Jacqueline Kennedy’s Chief of Staff…

Building Authentic Relationships

Business development in the AEC world takes time. You do not create a successful client relationship after one introduction, a first meeting, or an encounter at a conference. It may take months to receive the first RFP from a client. It could take years for the first sale. That may sound daunting, but it’s true.…