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Casual Articles - Top Secrets to Great Teaming Relationships
Based on my talks with local executives, indicators point toward our getting back to business. Many companies that were taking a wait and see stance on Sales are now beginning to once again invest in selling.As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first sale! This just isn’t practical for most companies, regardless of the
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the
If you are a job seeker looking for a new position, or are a college graduate taking that initial step in light of that snappy new college degree to work, you should become a big proponent of job fairs that are held throughout the nation. Job fairs have now become so prevalent that unless you inhale from a rural area, you should have no problem finding many plenty of them.The job fairs usually has a theme to them based on different professions and careers, but most offer the job seeker the opportunity to speak with representatives and recruiters from different companies that are recruiting talented new employees to come and work for them. Many times the actual interview is conducted right there on the spot and they will have you fill out a job appl
Have you overlooked anything?
Sure. For one, you may be surprised to learn that you are not reaching the right people.
Did you know that 9 out of 10 RFP (Request for Proposal) and RFQ (Request for Qualifications) packages are not put together by CEO’s? RFP and RFQ packages are put together by diligent, hardworking and overworked marketing coordinators.
McKerns Development works with a variety of companies including developers, architects and engineers to increase visibility, reach the right customers and build business. Leslie McKerns, firm owner, is an architectural development industry professional, media, marketing and business development specialist. Want to know if your firm will be selected to join the RFP team?
According to McKerns, the answer is in the response to these twenty (20) questions.
1. Do you have the names of the marketing coordinators, marketing and business development staff of all your chosen teaming partners in your database?
2. Do you frequently update that list and make regular contact with them?
3. Do you consistently update your architectural and engineering company information including firm and individual licenses, minority and other certificates?
4. Do you have systems in place to send your RFP data to your teaming partners electronically and instantly? Could files be made to download from your site or can you upload and exchange files on an FTP (File Transfer Protocol) site?
5. Do you have your photographs properly formatted as to size, format and resolution?
6. Do you have your project information, photos, logo and other RFP response material readily available as separate files that can easily be formatted into a consistent team response? Or are your project sheets and resumes ‘locked’ into the format and program your company uses as collateral material?
7. Do you use formatting programs that cannot be easily opened by other firms? If those preparing the proposal do not have your program, they will be unable to open (and therefore include) your work.
8. Do you know if your software programs are compatible with that of your top teaming choices?
9. Have you made a checklist of the typical RFP package response items?
10. Can you add, update or customize this material to fit the requirements of this proposal?
11. Have you shown what your architectural or engineering firm brings to the project that will make your proposal land at the top of the heap?
12. Have you researched the project needs and how your unique abilities can meet that need?
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the d
What are the 7 essential Q’s you must ask before posting an ad?In Part 1, I talked about finding your target market, and how it might not always be who you first think of. Then how to begin finding the right ezines to market in.In Part 2 of this article, I will talk the 7 essential questions you must ask the ezine owner before posting a single ad. Why it is so important to get in touch with the owner of the ezine? Easy: to determine how effective your ad will be. It also puts you in control of your business relationship. You now have the power.You can email, but a call is more powerful. Directories (such as DirectoryOfEzines.com) will often give you contact information for the own
According to McKerns, the answer is in the response to these twenty (20) questions.
1. Do you have the names of the marketing coordinators, marketing and business development staff of all your chosen teaming partners in your database?
2. Do you frequently update that list and make regular contact with them?
3. Do you consistently update your architectural and engineering company information including firm and individual licenses, minority and other certificates?
4. Do you have systems in place to send your RFP data to your teaming partners electronically and instantly? Could files be made to download from your site or can you upload and exchange files on an FTP (File Transfer Protocol) site?
5. Do you have your photographs properly formatted as to size, format and resolution?
6. Do you have your project information, photos, logo and other RFP response material readily available as separate files that can easily be formatted into a consistent team response? Or are your project sheets and resumes ‘locked’ into the format and program your company uses as collateral material?
7. Do you use formatting programs that cannot be easily opened by other firms? If those preparing the proposal do not have your program, they will be unable to open (and therefore include) your work.
8. Do you know if your software programs are compatible with that of your top teaming choices?
9. Have you made a checklist of the typical RFP package response items?
10. Can you add, update or customize this material to fit the requirements of this proposal?
11. Have you shown what your architectural or engineering firm brings to the project that will make your proposal land at the top of the heap?
12. Have you researched the project needs and how your unique abilities can meet that need?
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the
In a recent article, I shared five of my top 10 favorite tricks for promoting your business without spending much (or any) money. Several readers wrote and said they enjoyed the first five tips, so I’m hoping the next five will be just as helpful.There’s nothing like getting valuable exposure and new clients for your business without spending a dime (or perhaps spending just a few). Here are five more of my favorite tips for doing just that.1. Submit an article to a business magazine or newsletter. Chances are there are lots of publications out there that are geared to your target audience. For instance, I receive numerous publications about marketing, communications, and running a business. These types of business publications are almost alwa
4. Do you have systems in place to send your RFP data to your teaming partners electronically and instantly? Could files be made to download from your site or can you upload and exchange files on an FTP (File Transfer Protocol) site?
5. Do you have your photographs properly formatted as to size, format and resolution?
6. Do you have your project information, photos, logo and other RFP response material readily available as separate files that can easily be formatted into a consistent team response? Or are your project sheets and resumes ‘locked’ into the format and program your company uses as collateral material?
7. Do you use formatting programs that cannot be easily opened by other firms? If those preparing the proposal do not have your program, they will be unable to open (and therefore include) your work.
8. Do you know if your software programs are compatible with that of your top teaming choices?
9. Have you made a checklist of the typical RFP package response items?
10. Can you add, update or customize this material to fit the requirements of this proposal?
11. Have you shown what your architectural or engineering firm brings to the project that will make your proposal land at the top of the heap?
12. Have you researched the project needs and how your unique abilities can meet that need?
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the
“Absolutely, Positively, Overnight, Guaranteed”“Reach out and touch someone”“VISA: It's everywhere you want to be”All memorable promotional slogans, right? But how did these tiny phrases work for these BIG companies, to help position and promote their service? That’s the real question.Federal Express was perceived as just another shipping company. But they were very smart: they did market research. And what they found was that most shippers were not on time, and did not have viable tracking systems. Customers of those lesser shippers, therefore, were often angry, since their packages were lost or delayed. With that in mind, FedEx created a system that was extremely revolutionary for its time: hub shipping, which required that all
7. Do you use formatting programs that cannot be easily opened by other firms? If those preparing the proposal do not have your program, they will be unable to open (and therefore include) your work.
8. Do you know if your software programs are compatible with that of your top teaming choices?
9. Have you made a checklist of the typical RFP package response items?
10. Can you add, update or customize this material to fit the requirements of this proposal?
11. Have you shown what your architectural or engineering firm brings to the project that will make your proposal land at the top of the heap?
12. Have you researched the project needs and how your unique abilities can meet that need?
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the
A frequent cause of personal financial difficulties is the failure of a business and the attendant business-related liabilities personally owed by the company owner. These individuals must often file for bankruptcy or make a proposal to their creditors as result of business-related debts.Debtors completing their bankruptcy/ proposal often wish to start up another business sometime in the near future. The expected question then arises: how can they creditor-proof themselves in the event that their new business fails? Here are some ideas:1. Consider incorporating the business. Incorporation will provide the owner with a level of creditor protection - most of a corporation's obligations are limited to its assets so this structure can provide prot
13. Have you demonstrated your relevance to the project with case studies, targeted resumes and verifiable results?
14. Have you customized the RFP response materials to be outstanding at meeting the request?
15. Will the judges see your RFP or RFQ response as ‘canned’ or custom?
16. Do you have a professional writer on your team? Can your writer effectively respond to requests for custom answers?
17. Do you give the writer requested input in a timely manner?
18. Are you growing your list of teaming partners on a regular basis?
19. Has your architectural or engineering firm made the decision as to whether your firm will form an exclusive relationship on projects? Do you know how your teaming partners accept that decision?
20. Do you make it a habit that your business contacts are a two way street? Do you extend a benefit to the other firm on a regular basis?
Answering these twenty questions can be the secret for forming top teaming relationships for architects and engineers.
The CEO relies on the marketing coordinator to put the team together, or at least pull it together. The marketing coordinator assumes that every firm is created equal – some more than others.
The crucial, behind-the-scenes teaming decisions are often based upon previous teaming packages (firms they know); availability of material (do they have it or can they get the teaming response items quickly?); meeting the point criteria (such as minority or other certifications); and previous interactions with your company including how cooperative and responsive your marketing coordinator is to their needs and deadlines.
Marketing Coordinators have critical deadlines and an exact list of the requirements for the RFP response. Leave out one of those items and you risk being dropped from the team. (Yes, the big boss may love you, but the coordinator will not miss a deadline waiting for your teaming packet to arrive.)
Knowing this, will your architectural or engineering firm be on the winning RFP team?
Press Contact: Leslie McKerns, BA, BS, AIA Allied, FL Licensed Designer, Professional Member Gold Coast Public Relations Council (GCPRC) CONTACT: Leslie McKerns Company Name: McKerns Development Phone: 561-305-4264 Website: http://www.freewebs.com/mckernsdevelopment/
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Getting in on the Winning Team - What Architects and Engineers Need to Know (Getting your material in the ‘right’ hands might not be what you think.)
McKerns Development www.freewebs.com/mckernsdevelopment
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