Understand Your Clients’ Motivations – Part 2
Featured Guest Blogger: Babette Ten Haken
Author, Do YOU Mean Business? Technical / Non Technical Collaboration, Business Development and YOU
Sales Aerobics for Engineers
Strategies and Toolkit for the Sales-Engineering Interface
Connect With Babette On Linkedin
Read The Sales Aerobics For Engineers Blog
[This is the second of a two-part series. Part 1 was posted on 1/23/2012 on the Sales Aerobics for Engineers® blog. Click here to read it! http://bit.ly/wDZE3S ]
Do we really understand each other?
If you are a civil or other type of engineer involved in the sales process (which means all of you), or if you are a business development professional working for a civil engineering firm, sometimes client relationships really frustrate us!
Part 1 of this two-part series addresses what happens when our clients “go away” or disappear after what we feel is a sure-fire, slam-dunk win for us. A lot of time, it’s because we make assumptions about the way the sales close is progressing. From our perspective, not theirs.
Why else might our clients disappear during the business development or design/engineering process? Just when we thought we had them from “hello!”
One reason we are frustrated is that our customers do not make decisions in a straight line.
The straightest path towards winning business for your company is not that straight line. Of course you spoke with the CEO, another civil engineer, or their company’s business development professional, and said all the stuff you were supposed to say, created empathy and “connected”, determined what their focus and priorities were, and their timeline and budget for making the decision to do business with your company. So the next logical step should be to ask for their business and sign that contract.
Except it never quite happens that way, the majority of the time. Because there are a ton of other factors impacting your client’s ability to give you the thumbs up. And they are never going to share these factors with you, no matter how well you know them, how frequently you golf with them, no matter how many interesting bits of information you share with them.
Our customers do not make decisions the same way we do.
So while your company may have sold you on “how great they are” as a solutions provider, you are not the one making that decision to sign that contract, are you? Clear the business development process of all of your own biases and baggage. You bring a lot of “you” into the business of winning business for your company. Identify a number of potential, sometimes illogical, and certainly not straightforward, paths your customer may take on their way to signing that contract.
Consider their revenue stream and prior years’ profit margins, the number of projects and commitments they already have on their own plate, the human assets on board to oversee and manage projects, the cost of logistics and raw materials, whether they have a diverse presence in the marketplace or whether they rely on a niche market. Where does your design solution fit into their overall business and market mix? How does your design solution solve a current business priority? (Hint: this is not the same as solving a discrete project’s needs)
We are too myopic in our client relationships. It’s not about you and them. It’s about you in relation to them and their business universe.
Where do you fit into their constantly shifting, dynamic business universe? Something to think about, isn’t it?
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Best Civil Engineering Firm Logo Winner Announced
The Best Civil Engineering Firm Logo contest was spawned a few years back when the aggressive onset of social media and when the concept of corporate branding was at the top of every business owner or marketing executive’s “to do” list. No longer are logo’s seen on just business cards, brochures, and corporate stationary, but they are now subject to the scrutiny of electronic media – be it email signatures, corporate websites, corporate social networking sites like Facebook, LinkedIn, and Twitter, corporate recruiting sites, job boards, etc. With the amount of exposure companies get these days, the importance of a firm’s logo and how it is incorporated into the cumbersome electronic world for all to see, we felt that a Best Civil Engineering Firm Logo contest was warranted.
In judging the dozens of entries that we received, we looked at a number of different criteria:
A. Immediate impact
B. Is it memorable (in a positive way)?
C. Is it appealing to the eye?
D. Accuracy in depicting the services of the company
E. Effectiveness in depicting the corporate and employment branding initiatives of the company
Taking all the criteria into consideration, without further ado, this year’s winner of CivilEngineeringCentral.com’s Best Civil Engineering Firm Logo is:
With dozens of entries to choose from, there were a few front-runners, but Woolpert ended on top. This is Woolpert’s first time entering our contest, and with their recent re-design they scored very high on all the criteria.
“Woolpert is very proud to be the recipient of Civil Engineering Central’s Best Civil Engineering Firm Logo. As we wrapped up our 100th year in business, it is rewarding to see that rigorous efforts to update our logo are being recognized in the industry.” – Jocelyn Hodson, Woolpert
We would like to thank all of those firms who entered our 3rd Annual “Best Civil Engineering Firm Logo” Contest and we look forward to the next contest at the end of this year! CONGRATULATIONS WOOLPERT!
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
New Year- Time To Get A New Job?
By Carol A. Metzner
President, The Metzner Group, LLC and
Managing Partner, A/E/P Central, LLC home of CivilEngineeringCentral.com
View Carol’s profile & connect with her on LinkedIn
Every new year many of us assess our job. As an architecture and civil engineering executive recruiter, I find January to be a very busy month! New year resolutions abound. Candidates tell me that they will not spend another year working for a company or supervisor that doesn’t appreciate them…at a job that is no longer challenging or exciting. They won’t continue to go to work each day to be surrounded by people they don’t respect. It is time for them to be energized.
What questions should you ask yourself to determine if it is time to explore a new opportunity?
-COMPANY
Is my current company growing, shrinking or staying the same size? Do the company leaders communicate with all employees about the “health” of the firm? Do they communicate about their strategy for growth for the company? Are my values the same as the firm’s? Do I respect the company leaders? How is the company viewed in the industry?
-SUPERVISOR
Does my supervisor have and exhibit the qualities I respect in a manager? Am I learning from him/her? Does my supervisor keep me motivated on projects and informed about my career path? Do I feel comfortable asking for help or discussing situations?
-COLLEAGUES
Do I have established relationships with others in the company? Do I look forward to working with these people or do I dread walking through the office or visiting the lunch room? Are my team members collaborative or self-serving? Are they supportive or challenging?
-WORK/PROJECTS
Am I able to work on projects that are challenging and diverse? Do I like the work that is presented to me? Do I have an opportunity to learn and try new skills? Do I have autonomy to do my work? Do I have the ability to contribute to the overall success of the firm?
-SALARY/BENEFITS
Do I receive a competitive base salary? Did my company change their benefit plan so I pay more for less? Am I receiving incentive bonuses for exceptional work?
There are many other questions to ask when deciding to make a job move. It is important to make an informed decision. Changing jobs is often more emotional than logical. Before wasting your time, a recruiter’s time, your current employer’s and potential future employer’s time– do your homework and evaluate your situation.
One thing is for sure: If you “can’t take this.. not another day” at your current job, then start exploring your options!
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Top 10 Blog Posts of 2011 from CivilEngineeringCentral.com
Matt Barcus
President, Precision Executive Search, Inc
Managing Partner, CivilEngineeringCentral.com
View Matt’s profile & connect with him on LinkedIn
For the 2nd consecutive year the CivilEngineeringCentral.com blog has amassed over 51,000 visitors…not too shabby considering that in 2008, the blog’s first year of existence, we had just over 16,000 visitors!
Thanks to all of our readers for reading, sharing, contributing and commenting. The goal of this blog is to discuss a wide array of topics specifically as they relate to the civil engineering community. Typical topics include project management, civil engineering job search, hiring, civil engineering projects, education, marketing, civil engineering career paths, career advancement, client development, social networking for civil engineers, civil engineering infrastructure, licensure and certification, training and development, etc.
Beyond the home page of the blog which receives the most visitors, below is the list of the Top 10 Blog Posts of 2011:
1. Hiring and Job Interviews Gone WILD! A Few True Tales from the Civil Engineering Job Search Archives
2. Are You Having as Much Fun as This Guy?
3. The Civil Engineering Boss Who “Knows it All”
4. Top 9 Most Recent “C’mon Man” Moments in Civil Engineering Recruiting
5. Civil Engineering “Dream” Projects
6. Conversation With a Civil Engineer
7. Civil Engineers: Laid Off? Now What?
8. Is Your Civil Engineering Firm Getting Squeezed?
9. Negotiating the Non-Sense in Your Non-Compete
10. Civil Engineers: It’s Time to Get Organized from A-to-Z
From the bottom of our hearts here at CivilEngineeringCentral.com, we truly thank you for the time you take to visit our blog. May you and yours have a safe and joyous Holiday Season and an amazingly prosperous 2012!
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Happy Holidays From CivilEngineeringCentral.com
We would like to take a moment to thank all of those who help make CivilEngineeringCentral.com a successful and relevant venture:
Don
Matt O. & Dusty
Anthony
Babette
All Of Our Guest Bloggers
All Of Our Customers Who Advertise On Our Site
All Of Our 2300+ Followers On Twitter
All Of Our 750+ Facebook Fans
All Of Our 5760+ LinkedIn Group Members
All Of Our 51,000 Annual Blog Visitors
All Of Our Friends & Family Who Continue To Support Us
HAVE A HAPPY & SAFE HOLIDAY SEASON & MAY ALL OF YOUR HOLIDAY WISHES COME TRUE!
Birds of a Feather Flock Together: Why Homogeneity Is Not So Good
Featured Guest Blogger: Babette Ten Haken
Author, Do YOU Mean Business? Technical / Non Technical Collaboration, Business Development and YOU
Sales Aerobics for Engineers
Strategies and Toolkit for the Sales-Engineering Interface
Connect With Babette On Linkedin
Read The Sales Aerobics For Engineers Blog
Do you tend to stick to your own kind when having business discussions? Do you feel misunderstood, marginalized, victimized, and alone amidst the drift of sales spiel and techno-babble? In other words, is cross-functional communication on your list of things not to do during those dreaded Monday morning meetings… let alone on your list of things you never would target to do?
You know what they say about hybrid vigor in nature! A little diversity goes a long way towards the longevity of the species. Otherwise you may end up non-communicating yourself right into an endangered species status.
Yes, I know you feel you are special, that people should and do clamor for your professional expertise. And, in desiring your expertise, they should put up having to feel like they are on the outside looking in when you speak to them. How about speaking with them in dialogue? How about suspending the lingo from the wonderful world of architecture and engineering in order to be understood by your clients and, just possibly, your peers as well?
OK. If you are talking about load points in a truss system, you must be specific. However, if you gaze at everyone’s eyes while delivering this discourse – rather than a dialogue – are they interested in what you have to say or have they written you off as someone who best fits in with the flock? When your customers, and even your peers, write you off as someone who would prefer to stick to their own kind, they perceive you as a commodity. Yes, a commodity and a stereotype of what a technical professional is “supposed” to be all about. You know, only comfortable sticking with and speaking to their “own kind.”
Which doesn’t exactly make you globally competitive. Or even locally competitive.
Because thought leaders are accessible to the breadth and depth of their constituents.
Yes, we know you are very, very smart and have invested in some very expensive education. If you can’t communicate outside your flock, then how do you know you are headed in the right direction with your customers? You are on the inside, looking out, rather than at the head of that chevron. And the last time I checked, thought leaders lead a diverse mix of followers because they communicate across disciplines and levels of knowledge.
They inspire.
I spend a lot of time working with technical professionals on communicating their value to both their internal and external customers. And that value translates directly into their ability to positively impact their company’s revenue stream. And their company is run by a diverse mix of individuals, collaborating for the sake of business development and revenue generation.
Sticking to your own kind and seeking homogeneity in your professional relationships may be comfortable to you. But it won’t sustain your business over the long haul.
I strongly recommend you move at least 1 millimeter outside your comfort level.
Interested in continuing this dialogue? My book, Do YOU Mean Business? will be available 2/2012. Click on the link http://www.doyoumeanbusiness.com to continue our discussion and receive updates.
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
HAPPY THANKSGIVING!
Happy Thanksgiving!!!
We would like to take a moment during this Thanksgiving holiday to thank each and every one of our loyal visitors who read, share, and often contribute and respond to our blog each and every week. We would also like to thank our special guest bloggers who always bring relevant and noteworthy topics to the table for our readership.
On behalf of the entire CivilEngineeringCentral.com crew, we wish you and yours a Happy & Safe Thanksgiving holiday !
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Civil Engineers: Laid Off? Now What?
Matt Barcus
President, Precision Executive Search, Inc
Managing Partner, CivilEngineeringCentral.com
View Matt’s profile & connect with him on LinkedIn
Each month at Precision Executive Search we reach hundreds of civil engineering professionals across the country in our recruiting efforts. Beyond the normal recruiting conversations that are had I try to probe the minds of my candidates about different things they are seeing. During the month of October we wanted to find out what all those civil engineers who have been laid off are up to. Beyond just looking for a new job, have they left the industry altogether? Or have they maybe started their own consulting business? Based upon the information we found out through our conversations, and based upon a poll that we posted on LinkedIn asking these very questions, here is what we came to find :
•About 63% are pursuing a new job
•About 12% have left the industry and are trying something different
•About 25% have started consulting on their own
It is the 25% that I would like to discuss.
While taking a bike ride on a crisp and colorful autumn morning with our children along the Schuylkill River Trail I was talking to a friend of mine who has been in technology sales with AT&T for over 15 years; he mentioned that he would love to try something new. His job has become stagnant, the company has really changed, there is a lot of red tape, and he is beginning to yearn for something new; the thought of trying something new is a hard pill to swallow though since he has been at it for so long now. What he said was this,
I almost wish I would get laid off so my hand would be forced to do something different.
Regarding those 20% I mentioned above who are have started their own consulting practices- these folks may be the future leaders of the industry; they may be the ones that start hiring people and getting people back to work; and they may have just started a business that will one day break into the ENR top 100. That’s the silver lining I see in all of this…for those folks that started their own consulting practices, their hands may have been forced, and if they take that opportunity to go “all in,” that pink slip they were handed may turn out to be the best thing that has ever happened to them! And if you think it can’t happen, check out these firms:
Aging & Growing Gracefully:
Greeley & Hansen – started with 2 partners in 1914 and now have over 300 employees in 16 offices across the United States
Louis Berger Group – started in 1953 by Dr. Louis “Doc” Berger with a sole office in Harrisburg, PA, now an international consulting firm with thousands of employees
Just Getting Started:
Pacheco Koch Consulting Engineers – started in 1990 with 2 partners in Dallas, TX has since blossomed to dozens of employees in 3 offices throughout the state of TX
Borton Lawson – opened their doors in 1988 and now have 160+ employees in multiple offices throughout Pennsylvania
These firms were all conceived for different reasons and motivations. If your reason is because you were laid off, then so be it; NOW IT IS TIME TO TAKE THE BULL BY THE HORNS! I wish great success to all the new entrepreneurs our there who have decided to hang their own shingle, and maybe one day I will be blogging about how YOUR firm has thrived and how that may inspire others to follow in your footsteps!
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Civil Engineering, Contracting 101 & Ferengi
By Rich Bedell
General Counsel, Greenhorne & O’Mara, Inc. and
Adjunct Assistant Professor, University of Maryland University College, Graduate School of Management & Technology
Who is Montgomery Scott? How about Geordie La Forge, B’Elanna Tores, or Trip Tucker? Every engineer I know secretly wishes he or she could have their job. Getting close requires a lot of hard work, professional experience, dedication, and training. Formal training includes formal engineering programs that require specific engineering classes to successfully complete whichever engineering program chosen. Those programs also include various electives to help round out that young potential promising engineer. English literature, history of the western world, romantic arts, and even pottery making are known electives. Some of the more progressive schools offer Contracting 101. When I was in school, oh so long ago, I heard classmates complain that all they wanted to do was design and/or operate. The mechanics of contracting could easily be left to others. Oh how wrong they were.
By now you realize that I was talking about Star Trek, STNG, Voyager, and Enterprise. Each of them have had dealings with a race called the Ferengi. Ferengi have a mercantile obsession with profit and trade. Think about that. Without profit and trade our current society would fall into the dark ages and there would be no need for engineering or the sciences. Ferengi have what are commonly known as the Ferengi Rules of Acquisition. There are hundreds of rules. Do a Google search for yourself and you will find that many of them actually apply.
For example consider the following rules:
#138 – Law makes everyone equal, but justice goes to the highest bidder. We all know that is true.
I couldn’t resist showing that one first but consider the top ten (10).
1) Once you have their money, never give it back.*
2) You can’t cheat an honest customer, but it never hurts to try.
3) Never buy anything for more than is absolutely necessary.*
4) Sex and profit are the two things that never last long enough.
5) If you can’t break a contract, bend it.
6) Never let family stand in the way of opportunity.*
7) Always keep your ears open.*
8) Keep count of your change.
9) Instinct plus opportunity equals profit.*
10) A dead customer can’t buy as much as a live one. Never kill a customer unless the profit you make off his death is larger than the profit you can make off his life.
Yes very funny, but consider Contracting 101 in relation to the above Top 10:
1. It is so important and difficult to collect from the client that you don’t want to do anything foolish that would require you to have to give it back. Think indemnification clauses in a contract where you indemnify for anything arising out of the performance of your services. Insurance doesn’t cover that. Insurance covers for the negligent performance of services.
2. How often have you found that the engineer is being cheated? If the engineer allows himself or herself to be cheated it is their own fault. Think about the fiduciary obligations owed.
3. Think competitive bidding and the contracting procedures associated with that.
4. Well that goes without saying.
5. How often have you found terms in a contract that allow termination for convenience?
6. How often have you been told to use a particular subconsultant only to find out that the subconsultant has some sort of relationship with the client?
By now I hope you get the idea…Some of the morals are questionable, but how true an application to Contracting 101!
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
Got A Well Baked Cupcake?
Featured Guest Blogger: Babette Ten Haken
Sales Aerobics for Engineers
Strategies and Toolkit for the Sales-Engineering Interface
Connect With Babette On Linkedin 
Read The Sales Aerobics For Engineers Blog
Had coffee with one of my marketing colleagues yesterday. Interesting conversation about how so many of our clients in the B2B marketplace perceive the discipline of Marketing as a superficial indulgence they engage in, reluctantly, from time to time.
After all, everyone knows Who You Are, which is the first sign and symptom of Word of Mouth syndrome. Your company has been around for a while. You’ve been drinking your own Kool-Aid® and believe your firm will be top of mind when an A/E firm is needed.
Let the newbie competitor engineering and architecture companies nipping at your heels engage in “marketing communications.” After all, the newbies are the ones who need the business, not your company, right?
Newsflash folks. No matter How Great You Think You Art, you are not as top-of-mind in the vendor selection process as you think you “art.” And those competitor companies nipping at your heels? They aren’t all local, or even domestic, competitors. Their marketing communications efforts firmly place their companies where their clients and prospects are looking and when they are looking to receive strong and consistent messages about the core competencies of their firms. And Where They Art, You Are Not. Now who is competing with whom? And in what market space?
Marketing isn’t the sprinkles on the cupcake, folks. It IS the cupcake. Marketing is the front end of cash flow. And if you are looking to shorten your business development, sales, and order-to-cash cycles, marketing is where you start. It’s not a matter of cold calling or constantly stopping by your customers and leaving coffee, donuts and brochures. It’s not a matter of wining and dining them or inviting them to your company’s annual golf outing.
The American Marketing Association defines marketing as “the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.” Hmmm. Sounds a bit more noble than sprinkles on the cupcake. In fact, it sounds like marketing addresses how you identify prospective customers, the actions you take to secure these customers, and the strategies you use to retain these customers. Sounds like a plan to me. And it sounds like an endeavor that should be part of everyone’s job description.
Because everyone in your organization is the physical embodiment of your delivery of your core competencies against your marketing strategy and marketing communications. Yes, it’s that’s important.
So what kind of marketing strategy and communications does your company engage in? Especially since marketing appears to impact the type of cupcake you bake. Forget about the sprinkles. An annual ad in the ADA journal? A booth at a local trade show, maybe every other year? Purchase of Google ad words? A little bit of this, a little bit of that, dabbling instead of aggressively pursuing. Because the professions of architecture and engineering are noble and lofty, which preclude them from engaging in marketing communications? Huh?
Ah c’mon folks. Do you know how many people look for information about doctors on Angie’s List (yes, Angie’s List)? Do you know how many folks just type in local architect and call the company whose name starts with “A”, which usually is the local handyman or design-builder? Who ends up doing a good job?
If you don’t educate your current and prospective customers about Who Thou Art, they will never have an opportunity to find out How Great Thou Art. And you don’t have to necessarily feel like you are part of the latest chapter of Mad Men® when marketing. In fact, it might feel natural.
Marketing involves a bit more than hawking your wares. It’s more like growing your personal and corporate brand. In deeds, rather than words. In stewardship, rather than client dinners.
When’s the last time your firm published a white paper, worked with Engineers Without Borders®, taught a drafting class at the local trade school or partnered on the local Habitat for Humanity® project? When’s the last time you invited your prospective and current clients to join with you in these efforts?
That’s the real marketing. Because that’s what matters. That is how you can walk your talk and show how your art and craft is all about making this place far more tolerable and habitable for society.
That’s the recipe for a well-baked cupcake. One that your clients will want to buy. Over and over again.
Think about it.
civil engineering jobs :: civil engineering resumes :: civil engineering blog :: civil engineering discussion
