business development

TCEP 146: What Does Hostage Negotiation Have to Do With Consulting Engineers?

June 17, 2020 By EMI

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In this episode of The Civil Engineering Podcast, I talk to Dan Oblinger about hostage negotiation. Dan explains how hostage negotiation fits into consulting engineering and also provides five specific ways that engineering firms should look at to evaluate their negotiation and communication abilities.

Engineering Quotes:

Here Are Some of the Questions I Ask Dan:

With the current situation in the United States, is it a challenge for you to go to work every day?
Can you talk to us about how you got into consulting with engineers and how you went to some AE companies and pitched the idea of negotiation to them?
What should civil engineering consultants look for to evaluate their negotiation and communication abilities?
Do you have a framework in your day-to-day hostage negotiations?
Are there specific strategies that you use in your negotiations?
Is there a challenging situation that you dealt with that you are open to sharing with our listeners?

Here Are Some Key Points Discussed in This Episode About Negotiation Culture in Your Civil Engineering Practice:

TECC 210: Business Development Skills for Engineering Professionals

September 3, 2019 By EMI

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In this episode, I am taking you with me on a road trip to the offices of Burns Engineering in downtown Philadelphia where you will listen in on a conversation between myself and Laura Hughes. Laura practiced as an engineer earlier in her career but is now the Director of Business Development at Burns Engineering, Inc. In the interview Laura provides strategies engineers can take to improve their business development skills. One example — she discusses why listening and leaving space in conversations is important instead of insisting on what you think they need. You can also view this episode on YouTube.

Engineering Quotes:

Here Are Some of the Key Points Discussed About Business Development Skills:

TCEP 107: How to Achieve Sustainable Innovation in Development Projects

December 19, 2018 By Christian Knutson, PE, PgMP, PMP

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In this episode, I talk with Chris Chi Lon Wan, the head of design of Masdar City, UAE. We had a great conversation around design management and sustainability and how to achieve innovation in development projects.

Engineering Quotes:

Here are some of the questions I asked Chris about sustainability:

For Engineering Firms, It Takes More Than Talent to Win

October 9, 2018 By EMI

For Engineering Firms, It Takes More Than Talent to Win is a guest post by Christian Haring

You’ve got plenty of talent and depth on your bench, and your sales team is doing a great job putting together compelling proposals. Yet too often, your team is cut in the final round, or turned away before you’ve even had a chance to show what you’re capable of. If you’ve been in this business for any length of time, you know every play can’t be a touchdown. Yet if you find yourself going up against the same competitors over and over again, or pursuing projects that aren’t an ideal fit, there’s one way to refresh that pipeline and win more business that few engineering firms appreciate or exploit. In fact, it’s probably the last aspect of your business that you would associate with winning anything, let alone new business: regulatory compliance.

Whether you see it as a growth driver or not, licensing and entity management are basically the playing field you provide for your business development teams. And at key moments throughout your firm’s corporate lifecycle, licensing influences your playbook as well, affecting agility, profitability, and performance long after the contracts are signed. By creating a favorable regulatory playing field, equipping your team, and embracing the power of compliance to enhance your brand, you can position your firm to win more of the projects you really want.

Own the Field

TCEP 098: Management Skills that Civil Engineers Should Build

September 24, 2018 By EMI

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In episode 98 of The Civil Engineering Podcast, I speak with Ben Walpole, a writer and editor for the American Society of Civil Engineers (ASCE) strategic communications team. We will talk about a few very important management skills that civil engineers should build in order to increase their effectiveness as civil engineering managers.

Engineering Quotes:

Here are some important management skills you should build as a civil engineer to increase your overall success:

TCEP 096: A Specific Recipe for Building Seller-Doer Skills

September 13, 2018 By EMI

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In episode 096 of The Civil Engineering Podcast, I speak with Jim Rogers, author of Win More Work, and Co-Founder of the Seller-Doer Academy. Jim and I will be giving you a strategy for building your seller-doer skills which consists of three specific learning approaches.

Engineering Quotes:

Here are some key points discussed in this episode on building seller-doer skills:

TCEP 088: Growing a Civil Engineering Company from the Ground up with Stephen Morse

June 20, 2018 By EMI

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In episode 88 of The Civil Engineering Podcast, I talk with Stephen Morse, PE, LEED AP from Grant Engineering about growing a civil engineering company from the ground up. Stephen talks about the process he went through in growing his company from starting out in his apartment to now having a growing office in New York City.

Here are some of the questions I ask Stephen:

What made you decide to start your own civil engineering company?
Tell us about your experience of hiring your first employee.
What types of projects are you currently working on, and what is your involvement in those projects?
How many employees does Grant Engineering have?
Can you explain what the organization: “Engineers Without Borders” is?
What would you say to a civil engineer that might consider starting their own civil engineering company?

Engineering Quotes:

Here are some key points discussed on growing a civil engineering company:

Marketing and Business Development Strategies for your Engineering Company – Engineering Career TV Ep. 13

June 5, 2017 By EMI

Q: What Marketing and Business Development Strategies can I use at the company I work for?

Welcome to Episode #13 of Engineering Career TV. The topic for this episode is Marketing and Business Development Strategies for your Engineering Company.

I will spend most of the Engineering Career TV episodes answering questions that have been submitted from engineers around the world on how to rapidly advance their careers and live the lives they want to live.

You can submit questions for the show by clicking here.

Let’s jump into today’s topic, Marketing and Business Development Strategies for your Engineering Company, which is based on a question from Kyle, who asks the following: [Read more…] about Marketing and Business Development Strategies for your Engineering Company – Engineering Career TV Ep. 13

TCEP 053: How to Do Business Development Online for Civil Engineering Companies

March 15, 2017 By EMI

How to Do Business Development Online for Civil Engineering Companies…

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civil engineering companies

In episode 053 of The Civil Engineering Podcast, I talk with Jason Mlicki, a marketing Consultant at Rattleback, about how civil engineering companies can do business development online and potentially get more clients through Google than using traditional business development strategies.

Here are some of the questions I ask Jason during this episode:

TECC 126: Career Advice on How to Grow My CAD Business

August 23, 2016 By EMI

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CAD Business

In this episode, I give a listener Scott Tarcy career advice on how to grow his CAD design business including what strategy(ies) he should utilize.

Engineering Career Success Quotes:

Here are the key points from this episode on building a CAD business:

business development

https://media.blubrry.com/engineeringcareercoach/p/traffic.libsyn.com/secure/civilengineeringpodcast/TCEP146.mp3Podcast: Play in new window | Download | Embed

Engineering Quotes:

Here Are Some of the Questions I Ask Dan:

Here Are Some Key Points Discussed in This Episode About Negotiation Culture in Your Civil Engineering Practice:

Engineering Quotes:

Here Are Some of the Key Points Discussed About Business Development Skills:

Engineering Quotes:

Here are some of the questions I asked Chris about sustainability:

For Engineering Firms, It Takes More Than Talent to Win is a guest post by Christian Haring

Own the Field

Engineering Quotes:

Here are some important management skills you should build as a civil engineer to increase your overall success:

Engineering Quotes:

Here are some key points discussed in this episode on building seller-doer skills:

Here are some of the questions I ask Stephen:

Engineering Quotes:

Here are some key points discussed on growing a civil engineering company:

Q: What Marketing and Business Development Strategies can I use at the company I work for?

Here are some of the questions I ask Jason during this episode:

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