On responding to more RFPs and RFQs with the help of AI

Assuming A/E/C marketers embrace AI-assisted proposal development in the next few years, I have a prediction: We will send out a lot more RFP and RFQ responses. Why? Because we will be able to. AI will grant the wish that some professionals have been whispering ever since they started worrying about winning new business: Can’t … Continue reading On responding to more RFPs and RFQs with the help of AI →

On the finite game of pursuits

I started skimming James P. Carse's treatise Finite and Infinite Games the other week and a thought jumped out at me: An RFP is a finite game—played with the infinite game of our business. Rather than attempt my own summary of this distinction between finite and infinite games, I'll let Carse explain: There are at … Continue reading On the finite game of pursuits →

On using ChatGPT for A/E/C marketing, Part 1

I recently wrote about needing to embrace ChapGPT (and/or its future competitors) as part of our future workplace. So I gave it a shot. And while the results weren't great, they were decent enough to confirm that there's an essential skill A/E/C marketers—and many other knowledge workers—will need to develop in the next few years: … Continue reading On using ChatGPT for A/E/C marketing, Part 1 →

On the back cover of digital documents

I'll admit it: I still think in print. We all do, to some extent—the default document size in our digital world remains an 8.5x11" sheet of paper. Open up Microsoft Word or a Google Document to see what I mean. A few years ago, I realized that I was generating proposals and qualifications submissions in … Continue reading On the back cover of digital documents →

On considering the color blindness of potential clients

As someone who designs layouts, I don't think nearly often enough about color blindness. What's worse is that I have a color blind colleague who regularly reviews my work! But I should worry about more than colleague: I should worry about potential clients. According to the National Eye Institute, one in 12 men has some … Continue reading On considering the color blindness of potential clients →

On the dismay (and hopeful joy) of a “snag log”

One reason for my prolonged absence from posting is that I've been spending an inordinate amount of time overhauling some of my processes at work. Mainly, this has involved rethinking several steps of my production process for a proposal package through InDesign. But rather than get into the nitty-gritty of InDesign updates, I wanted to … Continue reading On the dismay (and hopeful joy) of a “snag log” →

Proof that you should pick a legible typeface

Picking a legible typeface is just plain common sense, right? If you want a client to earnestly read, word for word, a two-page cover letter, then you're going to make sure that the chosen typeface is getting out of the way, doing nothing to impair your client's ability to grasp your finely honed pitch. While … Continue reading Proof that you should pick a legible typeface →

Is the ideal RFP/Q response a “crystal goblet”?

There's a wonderful metaphor from Beatrice Warde, one of the foundational figures in 20th-century typography, about the use of typography, that really resonates with me. Warde published an entire book on this idea, but here is just a taste: Imagine that you have before you a flagon of wine. You may choose your own favourite … Continue reading Is the ideal RFP/Q response a “crystal goblet”? →

The benefits of conducting “premortems” for new business pursuits

Those who work in the A/E/C space know about about the postmortem (or debrief): a glum meeting where the pursuit team attempts to hash out the reasons we didn't win a project. When the client is willing, we get to actually have the meeting with the client and quiz them on our failure. (As useful … Continue reading The benefits of conducting “premortems” for new business pursuits →