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Last Friday, I was sitting at lunch with a room full of fellow architects. And I overheard something that perked my ears up… Something to help you make sure you’re creating a good AIA presentation. You see? I’m always tuned in for something to share — with you, my faithful readers, and with my clients. Even […]

A couple days ago, I got an awkward, hesitant phone call from a building product rep. Technically, it wasn’t a cold call, because I’d reached out first. But it sure left me feeling cold afterward… Here’s what happened… I’d filled in a contact form on the manufacturer’s website last week. I wanted to check out […]

Here’s something that’s always amazed me… (…And it’s the perfect opportunity for you to get your foot in the door on every project out there.) It’s how insufficient a lot of substitution requests are. The ones coming through during a building project’s bidding phase. Or during construction. I’d understand if the specifications weren’t very good. […]

This is the last step in my series expanding on a guest post I wrote for Venveo’s blog. Together, these nine steps give you an outline to start cultivating new relationships with architects. Enough with the small talk! Let’s get right to it… You now have her ear for product suggestions – Use it! This is it! You […]

Eight or nine years ago, when I was learning to write better proposals, I came across an eye-opening realization… We’re all wired to say “no.” Why? Because it’s the easy way out. If you say NO, that means you don’t have to change anything. “Mom, can I go over to Billy’s to play?” “No.” “Why?” […]