A/E Professionals: Surprise, You're in Sales
You pursued a degree in engineering or architecture to improve, through design, the world around you. But within a few years of graduation you discovered the secret no one mentioned in college - architects and engineers must sell the work that enables them to improve, through design, the world around them. Those who adjust to this career surprise do very well. Those who won't sell depend upon others to bring them work. When hard times come who gets cut first, the person who brings work in or the person who waits for work to appear?
Is your design team comfortable selling? To find out ask the persons responsible for coordinating your firm's qualifications and proposals how often, when requesting information from the technical staff, the response is some variation of: 'I don't have time for that, I have real work to do.'
That attitude reduces revenue for A/E firms. Design professionals often find sales distasteful. They suspect the sales process is distasteful or even unprofessional. Based on his extensive marketing experience with large and small A/E firms, Tony Crocamo can change that attitude and demonstrate to your design professionals how to make sales the first step in the design process. Tony's experience includes:
Is your design team comfortable selling? To find out ask the persons responsible for coordinating your firm's qualifications and proposals how often, when requesting information from the technical staff, the response is some variation of: 'I don't have time for that, I have real work to do.'
That attitude reduces revenue for A/E firms. Design professionals often find sales distasteful. They suspect the sales process is distasteful or even unprofessional. Based on his extensive marketing experience with large and small A/E firms, Tony Crocamo can change that attitude and demonstrate to your design professionals how to make sales the first step in the design process. Tony's experience includes:
- 20+ years of marketing for engineering and architectural firms;
- Past President of the Society of Marketing Professionals (SMPS), Chesapeake;
- Coordinator of corporate training programs on presentation skills;
