Blog

AEC Acronyms

11 Aug

One of the hardest elements of starting a new job, especially within a new industry, is learning the language. I've encountered a lot within my own career, especially in my days of selling computer hardware and advertising products. I recall eagerly digesting all the content I...

Read More

8 Ways to Keep Remote Staff Feeling Included When Using Collaborative Software

28 Jul

Technology has impacted the way businesses retain, hire, and staff. The AEC industry is no exception. At Cosential, almost half of our staff work remote with only a few in-office visits per year.  Like most companies in this situation we rely on social tools such as Slack or...

Read More

Four Ways a CRM Improves Communication and Collaboration

03 May

Working in the architectural, engineering and construction (AEC) industry means dealing with different clients that each have completely unique needs and preferences. For a person in AEC, doing a job effectively and serving the needs of those people and businesses requires that he...

Read More

Top Effective (or Highly Successful) Habits of Business Developers Within AEC Firms

08 Mar

Generating new leads doesn't happen by accident. Even within the Architecture, Engineering and Construction firms, which is largely led by word-of-mouth and professional reputation, business development matters. The right business developer can make or break your firm, success is...

Read More

What’s a CRM & Why It’s Important For Your Business

20 Feb

There are plenty who have heard those three letters “CRM” and aren't sure what the acronym stands for. Quite often at events our staff asks, or gets asked, what the acronym means and it's a testament to the more recent awareness and adoption within AEC firms that many people to...

Read More

Top Trends to Impact AEC Marketing in 2017

13 Feb

Technology is changing the way consumers everywhere do business. The internet makes it easier to search for companies and research them while social media is revolutionizing the way that consumers share their experiences and connect with businesses. These changes affect the way...

Read More

Why Your Business Developers Aren’t Selling to Potential (and What You Can Do About It)

01 Dec

Guest Blog By Pete Machalek Principal of SagePresence

As a leader in a professional service firm, you’re all about business development. You know your market, you understand how your clients think, and you recognize how valuable your services are to them. But you can’t be...

Read More

One Word to Yes

26 Apr

In Robert Cialdini’s book, Influence: Science and Practice, he analyzes the psychological impact of the word “because” on listeners. In 1978, Ellen Langer, a psychologist and researcher from Harvard University, performed a simple experiment on the word “because.” The subject was...

Read More

Fearless Selling: Knowing the AEC Trigger Feature

15 Apr

In Robert B. Cialdini's book, Influence: Science and Practice, he examines the psychological complexity of sales processes, and most importantly, how we get someone to say, “Yes.” A crucial concept to understanding these practices is the trigger feature, which is a person's neural...

Read More

How to Build a Collaborative Sales Culture at Your Firm

24 Mar

The days of only door-to-door salesperson are over. Today, sales can happen anywhere—in day to day conversations, at conventions, in business meetings, and of course, on the internet, in the form of everything from podcasts to comments boxes on blog posts. Most significantly,...

Read More
   

Subscribe to Email Updates