Cutting to the Chase in Shortlisted A/E/C Meetings
Susan Young
Developing Confident, Impactful, and Engaging Communicators in A/E/C Who Help Grow Profits. In-person and online training and coaching for firms and individuals. Keynote speaker. The real deal.
Words, words, words.?
No one has time to "try" and figure out what you mean.??
And they shouldn't have to.
We're educated, experienced adults.
?Clear and concise communication requires critical thinking. ?
Especially if you work in architecture, engineering, and construction.
It takes a lot of resources to prepare an RFP.?
Business development marketers in A/E/C shouldn't lose bids over lousy communication.?
You've got to know what to include and what to leave out of:?
The key is to think in bullet points.
Most of us don't read; we are a society of skimmers.
People are busy, busy, busy.???
When you go overboard with details or irrelevant information, you lose trust.
Prospects hire firms that have clear and engaging presentations and people.
Don't get me wrong; I am NOT suggesting to "dumb things down."?
I am recommending that you initially distill complex data into short phrases. Include only the critical points.??
Short, simple, and easy-to-understand.
This showcases your critical thinking skills.?You're sharp.
Then, you're fully prepared to backfill the highlights and bullet points.
When a prospective client asks a question, you dig in deeper. You've done the homework and you're ready. You feel confident. ??
That's how you close more contracts.?