How to Know Which AEC Projects to Bid On
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.
Communication Tip for Business Developers and Marketers in A/E/C:
Your rejected RFPs are gold.
Look, no one in A/E/C wants to allocate money and resources for bid packages that go to competitors.?
The rejections, however, have lessons tucked inside.???
Only if you read between the lines to gain valuable insights.
??I've learned over the years that guessing in business is VERY expensive. ??
And it's not a marketing strategy.???
Do you want to?win more projects??
Ask prospects open-ended questions so that you?uncover the real reason?they didn't buy.?
Maybe the slide deck was the culprit.
Or the interview ran long.?
It may be time to assess your Go/No Go process.
And your communication.?
Gabe Lett, FSMPS, CPSM, LPC?spoke at this week's SMPS conference in Austin.
He explained his firm's process. And how they learned to pass on a lot of RFPs.
It's all about?communication, asking better questions,?and applying insights.?
PS: There was plenty of fun at the conference as well!?