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O P I N I O N
Time is a luxury AEC teams do not have. And time spent on a losing effort drains resources, morale, and bandwidth on existing projects. The 7 steps of successful project pursuit
T ime is the enemy of project pursuits. Client demands, project schedules, and marketing teams stretched to the limit prevent AEC teams from putting their best foot forward in proposals and interviews.
“The headquarters needs to be done on time so that … the 100 new hires arriving in April will have a place to work.” “The building needs to be completed within its bud- get so that … the developer can sell it in five years as planned and invest the profit into their next proj- ect.” “These steps – when implemented – enable teams to create a unique strategy and stick to it, build original content instead of using a boilerplate, and deliver the best possible proposal and interview.”
Developed while preparing more than 200 teams for project interviews, “Seven Steps of Successful AEC Project Pursuit” addresses issues that prevent teams from preparing effectively. These steps – when implemented – enable teams to create a unique strategy and stick to it, build original content instead of using a boilerplate, and deliver the best possible proposal and interview. Before the proposal: 1)Know the client. Teams often focus on the project’s obvious needs (anyone ever heard about staying on budget and on schedule?) and miss the big picture. What are the client’s business reasons for doing this project? Who are the client’s customers? What is the biggest concern of each person on the selection panel? Keep asking “so that …” to drill down to what really matters.
Scott Johnston GUEST SPEAKER
See SCOTT JOHNSTON, page 12
THE ZWEIG LETTER March 19, 2018, ISSUE 1240
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