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ON THE MOVE AJIBADE ADEBOWALE JOINS AS SHIVE-HATTERY CHICAGO CREATIVE DIRECTOR Shive-Hattery announces that Ajibade Adebowale has joined as Creative Director in its Chicago design office. Adebowale brings more than 20 years of architectural design and creative leadership
to this position. With specialty in commercial and workplace design, he will promote and nurture the design process for the Chicago office. In addition to mentoring staff, he will further integrate visualization technologies into the design process for an immersive and compelling client experience.
He was previously with Wright Heerema Architects . Shive-Hattery is a 400-person architecture and engineering firm with offices in Bloomington, Chicago and Quad Cities, Illinois; Cedar Rapids, Iowa City and Des Moines, Iowa; and Valparaiso, Indiana.
RANDY REYNOLDS, from page 11
technology-enabled solutions, winning marketing teams work efficiently and eliminate wasteful hours spent track- ing down resumes and project lists, thus freeing teams to focus on proposals that wow and delight prospects. ❚ ❚ Winning firms use integrated and intelligent marketing automation to send emails and win with analytics by track- ing and measuring proposal success and failure. ❚ ❚ They enable better cross-team collaboration, strengthen the brand, and build stronger connections with prospects and customers, propelling their firm to always be top-of- mind for customers. “By adopting and following the four marketing and proposal management best practices for the AEC industry, leading firms have delivered unrivaled results.” If you’re wondering how your firm stacks up against these winners, or whether your firm is deploying the right growth and relationship management strategy, consider these questions: ❚ ❚ Are your teams struggling every time you need to prepare a new proposal? ❚ ❚ Are your marketers truly enabled to deliver winning proposals with speed and accuracy? ❚ ❚ Does your firm have one source of truth for all contacts and key relationships over its history that fuel the business? ❚ ❚ Do you have multiple, disparate systems, such as generic CRMs and siloed processes hindering collaboration? ❚ ❚ Are current marketing processes making your company tread water versus being always on the pulse of the right projects and opportunities? By adopting and following the four marketing and proposal management best practices for the AEC industry, leading firms have delivered unrivaled results. And after embracing growth and relationship management, these teams are empowered with insights, enjoy accelerated growth, and drive sustained marketing and business development success. As a result, winning marketing teams have also won a permanent seat at the firm’s executive and strategy table. RANDY REYNOLDS is vice president of marketing at Cosential. He can be reached at rreynolds@cosential.com. As the leading growth and relationship management software for the AEC industry for more than 20 years, Cosential has helped more than 1,000 AEC firms such as Skanska USA, KCI Technologies, DPR Construction, Robins & Morton, and JE Dunn Construction increase annual revenue and increase productivity in key business development and marketing processes by up to 50 percent.
such as looking up past project information, contacts, and resume data. ❚ ❚ The marketing and business development power of AEC leaders comes from knowing where their firm has been historically most successful and knowing the right doors to knock on and when. With the right data at their hands, marketing leaders are also better equipped to know wheth- er to price competitively or aim for higher margins. ❚ ❚ It’s becoming increasingly critical to know and leverage the entire firm’s relationship history to win right and fast. AEC marketing leaders know which relationships drove the most referrals and who your best references are. They can easily see and leverage those who helped in winning prior projects similar to the one your team is currently pursuing. 3)Foster seamless business development and marketing collaboration. ❚ ❚ Winning firms shift control of the firm’s knowledge of re- lationships and prior project experiences from specific in- dividuals to all employees. Winning AEC teams start from the same foundation, a common set of technology-enabled databases, proposal materials, and communication flows. ❚ ❚ They have abandoned the use of multiple, disparate sys- tems, such as generic CRMs and have eliminated data be- ing scattered across an organization in siloed financial and project management systems. ❚ ❚ They are working with their business development coun- terparts via unified, purpose-built systems and processes enabling them to effectively oversee the pursuit of new projects at each stage in the sales cycle and respond to in- quiries quickly, efficiently, and professionally. ❚ ❚ The winning firms have ingrained the most agile processes and adopted the latest tools that can reduce report prepa- ration and generation time by as much as 80 percent. “After embracing growth and relationship management, these teams are empowered with insights, enjoy accelerated growth, and drive sustained marketing and business development success.” 4)Use the right marketing tech built for AEC firms. The smart ones, those ahead of their peers, use the right marketing tools for every job. ❚ ❚ Today’s leaders have zeroed in on marketing technology solutions that address the complexities of proposal man- agement and the intricacies of relationship management. ❚ ❚ By automating their approach to proposals with the proper
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THE ZWEIG LETTER October 14, 2019, ISSUE 1316
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