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Digg it UP - Top Secrets to Great Teaming Relationships
Begin With The End In MindBefore your ad can come to life, you must know what its purpose is going to be and how you are going to attract a new customer.Write down a summary of your needs, a precise description of what you’re promoting, and most importantly, the results you expect from the ad.Sell The Sizzle Not The SteakYour advertising must always sell at least one major benefit (and hopefully more) to a prospective customer. In the ad business, a benefit can be defined as something about the product or service that is helpful or advantageous to the customer. For example, the benefit of owning a car equipped with an airbag is that you are protected from injury in an accident.Benefits motivate people to buy,
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 deadline
Studies show that we tend to like and are more attracted to those who are like us and with whom we can relate. If you watch people a party, you will see them instantly gravitate towards people who seem to be similar to themselves. I can remember walking in a foreign country, taking in the unfamiliar sights and sounds, and then running into someone from my own country. We could have been from opposites sides of the nation, but there was an instantaneous bond between us, all because we had something in common in a mutually unfamiliar place. Have you ever heard the saying, "People buy from people they like"? This is true even in the judicial system. If jurors feel that they share some common ground with you and, better yet, like yo
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 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 deadline
So you're considering an online business? First, you need a business plan before having an internet business start up. You need to know what you need, where you are going and how long it will take you."The business plan is a necessity. If the person who wants to start a small business can't put a business plan together, he or she is in trouble," says Robert Krummer, Jr., chairman of First Business Bank in Los Angeles.This goes for any business, including an internet business start up. In fact, I feel it is more important for online businesses. This can be one reason why there are so many failures.To start any business you need to think it through. If you don't you may not end up where you think you want to go. There are 4 core questions
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 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 deadline
One always expects to really splurge on premium products and services. After all, high-quality products don’t come by easily and come cheap. Like genuine articles, these things come at a hefty price tag for every little detail is crafted out of craftsmanship.There will always be the equivalent of a Ferrari for every product or service. Printing is no exception. But printing does not necessarily mean that you have to spend lots of money for a good, quality print.Quality, cheap printing is available. It is even more common than you would have thought and does not occur for a limited time only. You can easily avail of cheap printing if you know what to look for. And even though there are numerous printers competing with low, low prices, just how
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 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 deadline
Being in business for yourself is tough. It gets really hard when you come to realize that you need to make a significant change to the way you do business and this change will impact the customer. Perhaps the change is an increase in price, or a change to the way you extend terms, or maybe your product line has to be updated.When this happens, owners will formulate what I refer to as SID, Self Induced Doubt. They become afraid to make the needed decision to improve their business practice for fear of loosing their customers.Loyal customers (and you do have loyal customers, right?) may show some resistance, but that is a natural response by everyone when it comes to change. Astute owners will recognize that loyal customers have chosen them
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 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 deadline
The sinage marketplace is competitive! Consequently, some companies are going to focus on price and neglect quality. To complicate the situation, companies that produce stock vinyl banner material offer a bevy of different materials based on weights/thickness, color, reflective properties, ink absorption properties, etc. Take a gander at just one description of one type of banner from a leading manufacturer’s website: http://www.averygraphics.com/pls/avery/avery_ext_util.display?p_name=JUPITER_13_OZ_BANNER.PDF It is not surprising that consumers get overwhelmed (sign makers too).I will try to keep things simple and cut to the chase. The consumer needs to weigh price versus use. For example, if you are looking for an indoor banner, keep the wei
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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