By Wayne O'Neill
Technological innovation is everywhere in AEC as part of a larger digital transformation of the industry. The key is being able to identify the technology that owners in your market are looking to utilize to support project delivery. One example of technology that owners are embracing is digital twin technology. This type of virtual — […]
By Wayne O'Neill
If you haven’t noticed, the workforce is changing. The older generation of leaders in construction and design are retiring or preparing to retire. All of that knowledge, experience, and understanding needs to be leveraged to continue supporting your client engagement efforts. For construction and design firms, one of the best ways to transfer expertise to […]
By Wayne O'Neill
If your pursuit of project scope continues to get stuck at the same point or for the same reasons, then perhaps it’s time to review how you’re communicating with target clients. So many construction and design firms take the poker player approach. They sit around the table holding their cards close to the vest waiting […]
By Wayne O'Neill
There is nothing quite like gathering together for live business coaching. During the pandemic, our team missed participating in these highly productive, in-person coaching sessions with clients to discuss and dialogue about project scope creation. Now, RESET is back in action ready to provide live, custom coaching for your company. We are capable of providing […]
By Wayne O'Neill
Decision-makers in higher education are doing everything they can to attract students and reverse a post-COVID downward trend in enrollment. But, short-term incentives like free laptops, more online classes, and new scholarships are not going to get it done. Construction and design firms that participate in the higher education ecosystem need to become part of […]
By Wayne O'Neill
Nothing is static in client engagement. If you didn’t receive that wake-up call before the pandemic, then you certainly heard it loud and clear over the past year-plus. The old days of linear thinking about engaging one particular decision-maker in an organization and trying to sell your solution to this one person are gone. Decisions […]
By Wayne O'Neill
Cybersecurity is a growing concern in the AEC industry. It’s a significant business and political issue that construction and design firms need to align with to support project scope delivery for their clients. Since the pandemic, cyberattackers have escalated their attempts to exploit network vulnerabilities. They’re looking to access documents, designs, drawings, and other intellectual […]
By Wayne O'Neill
Legendary football coach Lou Holtz once said that ability is what you’re capable of doing, motivation determines what you do, and attitude determines how well you do it. It’s a profound statement that goes beyond the sports world to sales. Your sales team has the ability to follow what we call The Connection Process to […]
By Wayne O'Neill
Uncovering competing priorities in your target client’s organization is one of the most challenging aspects of client engagement. And, because of the COVID-19 pandemic, this became even more complicated, especially with new priorities added to the mix, and everyone in the client organization having an opinion about what priorities should be pursued first. If you […]
By Wayne O'Neill
Is it possible for the business landscape in your industry to be completely frightening, yet also exciting at the same time? So much disruption, chaos, uncertainty, and change has paralyzed even the best leaders. Yet, with the dust settling after the pandemic, we can see that there is tremendous opportunity to win more project scope […]
