On the elevator joke

When I started in the A/E/C industry, I had a content marketing background, 3-year-old InDesign experience (from my college newspaper!), and only a scant understanding of what the actual work of an architect entailed. There was a lot of humility in the first few years. There was a lot I didn’t know. And even though … Continue reading On the elevator joke →

On the thrill of not knowing

Look, I don’t like to admit this: It’s sort of fun to not know. It’s at the heart of pursuit marketing—not knowing. Will we make the shortlist? Will the team interview well? Did we win? I love that mystery, the distance between what we know and what we don’t. Or, to put it more directly, … Continue reading On the thrill of not knowing →

On 5 rules for the A/E/C marketer

A selection that I’ve been working on—there are more rules than five! Read the RFQ/P. Read it again. Read it again and take some notes. The RFQ/P is your pursuit Bible. Assume this Bible has an Old Testament type God—One not so willing to forgive mistakes. Seek understanding. The worst submittal is not merely bad—it is … Continue reading On 5 rules for the A/E/C marketer →

On an attempt to explain proposal marketing

I tried to describe proposal marketing today. Just to myself, I should clarify. And, maybe it goes without saying, I struggled quiet a bit. To explain such a foundational nugget of my job is to think back to square one…which is darn hard to do. I was reminded of an early pandemic experience, when I … Continue reading On an attempt to explain proposal marketing →