We all know what it’s like to have a conversation with someone who talks only about themselves.  Beyond the boredom, there’s the feeling that you don’t really matter.

So consider how potential clients feel when approached by design firms who talk only about their own greatest hits.  To make a good first impression, smart A/E/C firms know they have to be clear about who they are, address issues that are on the clients’ minds – and then describe how they have solved them.  And as soon as possible, that elevator speech should become a conversation.

If it is an unexpected encounter, you should at least know the general challenges that come with the kinds of facilities that client type needs.  And if you have the opportunity to prepare, do the research about who they are, their ambitions and priorities and the particular challenges they are facing.  Make the conversation as much as possible about them.  It’s the best way to make sure you get to talk to them again.

Share →

Leave a Reply

Your email address will not be published. Required fields are marked *