Sometimes we need a little reminder on the basics of proposal writing.
1. Always dissect the proposal into an easy to comprehend outline and be considerate of what the client is asking to be presented.
2. Be vocal – We all know that relationships win business, but sometimes there’s an RFP out on the streets from an unknown person/organization/community/etc., that’s a perfect fit for your firm’s qualifications. Don’t let not knowing anyone on the selection committee preclude you from going after the job, but do make a courtesy phone call and try to schedule a meeting to learn more about the project and the client’s needs. Make your presence known before your proposal lands on their desk and your chances of making the shortlist will escalate.
3. Coordinate the staff that will work on the proposal. Give them an outline early on with detailed writing assignments and due dates. Follow-up, Follow-up, Follow-up.
image credit: flickr user Q is for Quilter
Posted in Business Development, marketing | Tagged AEC, bd, Business Development, marketing, proposals, writing | 1 Comment »
I recently went through a naming exercise for a new business; not for an employer or a client, but for myself. It was a journey of exploration filled with fear and second thoughts. The fear that I’d never find a good name, or at least a good name that was still available. And second thoughts of what if in a year, two years, a decade later I no longer liked the name? Because of my experience in the A/E/C world I started the naming process with my own name, but quickly realized my first name was taken and my last conveyed the wrong image. From there I needed a new strategy. And it’s a strategy I’m sharing with you.
It’s a simple three step process with the only prerequisite being patience.
- Step one: brainstorm names
- Step two: see if the URLs are available
- Step three: start searching the web
Step one: This is the hardest step. Make a list of names that would be suitable for your business (you should be thinking of the brand you want to portray). Consult friends, family, colleagues, strangers, anyone who might have advice. Don’t be shy, the larger the list the more you’ll have to work with once you hit step two. You may also find that a name that was so so when you wrote it down grows on you in a day or two.
Step two: take your list of names and see which ones still have a URL available. You can use any domain registrar like godaddy or network solutions to do this. If the URL isn’t available, cross the name off the list. Even if you think it’s the perfect name, without the URL the name isn’t going to work for you in today’s digital age.
A few things to keep in mind:
- You may have some room to play with the name in order to find an available URL (think theurbanstudio.com vs. urbanstudio.com). Be flexible, but keep your mind centered around the eventual people that will be searching for your company. Make sure you’re not unintentionally directing them to a competitor.
- You’re looking for a .com URL. Others like .us, .net. .whatever are not acceptable substitutions for a .com in business, unless you’re setting up a non-profit. If that’s the case feel free to claim the .org.
- Even if the name is taken, it may still be available. If the URL you want is taken, but inactive, send an inquiry to the person that’s sitting on it with an offer to buy it. You can find contact information through the domain registrar.
Step three: Now you have a list with potential names and accompanying URLS; it’s time to start doing internet searches. Use the major search engines and see what type of competition you’ll have for placement. If your search results in pages of similar business types with similar names you know you’ll need to do a lot of work to start placing above them in the search engines. Even if you can place above your competition, you may not be able to stand out from them. Similarly, if your search results in a flood of results that you’d rather not be associated with then you may want to move along to the next name on your list. The goal of this step is to test your name for searchability. A name that doesn’t result in a lot of search results is going to be easier for you to establish among the search engines.
After completing the three steps you’ll be left with a list of truly viable names. Choose the one you want and quickly register the domain name before someone else scoops it up. Then comes the fun part, it’s time to start creating your brand.
And if you’re curious about what I was naming click here.
Posted in marketing | Tagged branding, marketing, naming, new business, pick a name, process, search engines, strategy | Leave a Comment »
Many people thrive under pressure, or at least they think they do. You know the type (maybe you are the type), they know of a deadline three weeks in advance, promise to themselves and their co-workers that they’re going to begin work immediately, schedule an internal deadline for a final review and arrive to the deadline empty handed. The sadest part is three weeks ago that person whould have had the time to complete the project, but now their schedule has filled up so completely that they need to make the choice of pulling an all-nighter or passing ownership of the project along to someone else (and effectively disrupting that person’s schedule).
Procrastination is not an isolated act. When you neglect to properly fix the flush handle on the toilet at home, it breaks off in a guest’s hand, not yours. When you neglect to call a partner regarding a teaming opporunity, that would-be-partner teams with someone else, weakening your advantage in winning the job. And when you neglect internal deadlines, you put unnecessary stress on your co-workers.
Why is it then that people procrastinate? Joseph Ferrari Ph.D and Timothy Pychyl Ph.D. point to three types of procrastinators (read more of their finding here):
Arousal Types or Thrill Seekers – they procrastinate to feel the rush
Avoiders – they fear failure or success
Decisional Procrastinators – they just can’t make a decision, regardless
Pegging what type of procrastinator you’re dealing with can help you to navigate around the procrastination or at least lessen it. For the arousal types, give them fake deadlines, for decisional procrastinators make the decisions for them and for avoiders, well, I have no advice for them. Fear is one of those things that can sink us all. If there’s a way to make the person feel safer in their environment that’s probably your best bet – or perhaps something better left to their therapist.
If adaptability is one of your strengths your likely not as bothered by the procrastinator. But if you’re not adaptable, it just might be time to find a new work environment.
image credit: Flickr user Sonrisa Electrica
Posted in Uncategorized | Tagged deadlines, procrastination, work envriornment | Leave a Comment »
One of the things I enjoy about my birthday is the barrage of special gifts from my favorite retailers and restaurants. I appreciate them all, because they’re from establishments where I already shop and eat. And I’m sure the marketers at the various companies appreciate my birthday, simply because it’s an opportunity for them to remind me that they exist. If you collect birthdates in your demographic information and you’re not using them, you’re throwing away a key opportunity to reach out to your customers. Afterall, who turns down, or leaves a birthday card unopned. For inspiration here’s a list (with commentary) of this year’s bounty:
- Sephora – free mini makeup kit for eyes (what girl doesn’t love free make-up?)
- ING Direct – 15% off their on-line store (if you want me to sport your logo gear you should be paying me not the other way around, even with a discount)
- Boloco – free burrito on my Boloco card (all I can say is YUM)
- Starbucks – free coffee drink (this would have been even better if Starbucks didn’t lead with the line “We noticed your star isn’t shining as bright” really? are you trying to tell me I’m getting old Starbucks?)
- Banana Republic – $15 gift card (someone is getting a new outfit for their birthday)
- Sel de la Terre – 20% off any purchase in February (this is one of my favorite restaurants)
- Craigie On Main – Free signature cocktail and free surprise gift on my birthday (great way to try to get me to the restuarant for my birthday, but I’m off to Coppa instead, too bad this isn’t valid for my entire birthday month)
image credit: Flickr user Sweet! Cupcakes and Treats (Just Cupcakes!) Wow, that’s a long username…
Posted in marketing | Tagged banana republic, birthday, Boloco, craigie on main, customer appreciation, customer loyalty, demographics, ING, marketing, sel de la terre, Sephora, starbucks | 2 Comments »
I seem to be expiring. Frist, my PF Changs Warrior Card expired (which seems absoluately ridicoulous as it’s the first free membership rewards card I’ve ever had expire) and then my trial membership to Boston Sports Club expired. One company was proactive in getting me to rejoin one was reactive.
PF Changs informed me of my expired card the last time I tried to use it, with an “I’m sorry I’m not going to be able to give you 10% off your meal because your card is expired.” I had no idea the Warrior card had an expiration date, mine was less than a year old. No one at the restaurant was able to re-up my card. I had to apply for a new one and wait for that new one to arrive in the mail. Not a thoughtful approach to a members reward program.
Boston Sports Club on the other hand called me the day my membership was set to expire. I didn’t return the call, but the point is they made the effort. Could the effort have been better? Sure, they could have offered me a discount to convert my trial membership into an active membership, but then again I was already coming off a reduced rate so why dilute your brand with a “there’s always a discount” message.
Here’s the lesson. An active customer is more likely to respond to your messages. They want to know how to continue in programs that might be expiring or at least know that their benefits are coming to an end before they hand over what they don’t know is an expired card. Brands have membership programs, reduced rate trials, etc for a reason. In order to fill the sales pipeline and make more sales. Take full advantage of that pipeline. It was hard to get the customer there, don’t let them slip through cracks via poor communication.
Posted in marketing | Tagged customer service, membership, membership rewards, pipeline, sales | Leave a Comment »
The new year offers us all a time for reflection and looking forward. It’s a time to make new promises to ourselves and begin on the adventure of self improvement. There was once a time when I would habitually make new year resolutions; this year I’ve thrown the need for an annual resolution by the wayside. The reason – there seems to be so many changes on the horizon of 2010 that I don’t dare complicate life further by yet another change.
Here’s how my new year is shaping up so far: last month I invested a lot of time into my professional hobby, chocolate making. It paid off and now I have new opportunities and much more experimentation ahead of me. I have no idea where it will lead, but it will be a tasty traverse. And while we’re on the subject of chocolate, my chocolate making teaching career (a term a use lightly) with Taste of Chocolate is full speed ahead. By the time I’m through, all of Boston will be expert in truffle making.
I have a good friend with a great idea for an apparel accessory of sorts. We’ll be working together to explore the possibilities.
And lastly, my real job, we’re entering the frontier where many design firms have gone before (many within the past year) – we’re down to a 4 day work week. It was a move that was made with much thought and preparation. And a move which should strengthen our position as we come out the other (hopefully short lived) end. With this thoughtfulness will come many new marketing initiatives for 2010, including a new website.
2010 will be nothing less than exciting. It is because of the inherent change built within changes already underway that I find no need for a 2010 resolution. But to the rest of you – good luck fulfilling the new and improved you.
Image credit: Flickr user Amir K.
Posted in Uncategorized | Tagged 2010, change, chocolate, chocolate making, chocolate teaching, resolutions, taste of chocolate | Leave a Comment »