SMPS Day 1
Yesterday, I spent some time with my family as we successfully returned to the hotel we had been booked at originally. I also took in two sessions of the special “CPSM Day” at the Society for Marketing Professional Services conference in Boston. “CPSM” is the designation for “Certified Professional Services Marketer”, meaning you’ve passed an [...]
Opportunity knocks with a positive attitude
Motivational speakers use a variety of psychological techniques to pump up listeners’ enthusiasm. This helps them sell books, CDs, subscription-based web services and (sometimes expensive) consulting/mentoring services. Successful speakers deliver on their promises. If you really follow their success prescriptions, you most likely will succeed. Of course few do. It is hard to change habits [...]
Three approaches to construction marketing: Which applies to you?
Here are three alternative approaches to architectural, engineering and construction industry marketing. Which applies to you? I advertise extensively. You spend a significant amount of money each month to promote your business with paid advertising in magazines, newspapers, the Web and perhaps television and radio. You measure the effectiveness of your media, but you aren’t [...]
Media pubicity: selling and buying
A representative of a new social networking site focusing on the AEC community sent me an email a about a week ago inviting me to review and consider publicizing his site. I looked briefly at the email, decided not to delete it (most news releases find their way into the trash can) but didn’t rush [...]
The Construction Marketing Association: Site is active
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Giving, taking, selling, buying
One lesson that took me a long time to learn is that you achieve the most success in business development by contributing and sharing unconditionally in the presence of people who are already wealthy. If you reread the above sentence you’ll notice two apparently contradictory messages. In one place, I say you succeed by giving [...]
Three rules for construction marketing success (for non marketers)
Here are three success rules for architectural, engineering and construction marketing Do what you love doing Many AEC professionals avoid business development and marketing activities because they believe they must “sell” and they want nothing to do with that. This challenge can be overcome to a great degree by playing to your strengths — discern [...]
What (really) is your best construction marketing idea?
Maybe you’ve discovered your best construction marketing idea here. Maybe you’ve learned it elsewhere — possibly through your own experience and experimentation. For the next few days (through the evening of April 13), I’m inviting your nomination for the Best Construction Marketing Idea. Your idea might be a publicity strategy, a referral-gathering technique, something you’ve [...]
Contrary thinking: When to go for it
Yesterday, I observed how leaving the safe zone (from traditional perspectives) can help you score a potential marketing home run. With a few minutes to spare, I decided to wander over and listen to one of the speakers giving a presentation at the side of the show floor at the Construction Specifications Canada Toronto Chapter [...]
The opportunities and perils of hard public bidding
John Poole, in his Constructonomics Blog, posts some insightful observations of the challenges of starting work as a general contractor in this brutal economy. Competition, he has discovered, is fierce, and provisions to ensure fairness and openness invite/encourage cheating or manipulation to game the rules. When upwards of 14 businesses bid for the job in [...]
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