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business development

TEQC 001: The Engineering Quality Control Podcast – How It Will Help You in Your Career

March 8, 2022 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/teqcp/TEQC001.mp3

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Engineering Quality ControlIn this very first episode of The Engineering Quality Control Podcast, I introduce the show, host, and goals for making this podcast extremely useful to you, because we know your time is valuable and we want this show to be worth tuning in for you.

Engineering Quotes:

Engineering Quality Control
Engineering Quality Control

Here Are Some Key Points Discussed in This Episode About The Engineering Quality Control Podcast:

[Read more…] about TEQC 001: The Engineering Quality Control Podcast – How It Will Help You in Your Career

Filed Under: TEQC - The Engineering Quality Control Podcast Tagged With: Brian Wagner, business development, engineering quality control, five-part framework, podcast, quality control, quality control strategies, The Engineering Quality Control Podcast

TGEP 39: 5 Benefits to Joining Professional Societies: How Engineers Can Get and Stay Involved

December 16, 2021 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/geotechnicalengineeringpodcast/TGEP039.mp3

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joining professional societies

In this episode, we talk to Mary Ellen Bruce Large, P.E., D.GE, Regional Business Development and Client Care Program Manager at Nicholson Construction (formally the Director of Technical Activities for the Deep Foundations Institute) about the value of professional societies. She discuss five great benefits of joining professional societies and how engineers can get and stay involved.

Engineering Quotes:

 

joining professional societies

joining professional societies

Here Are Some of the Questions We Ask Mary Ellen:

[Read more…] about TGEP 39: 5 Benefits to Joining Professional Societies: How Engineers Can Get and Stay Involved

Filed Under: TGEP - The Geotechnical Engineering Podcast Tagged With: ADSC, ASCE, Benefits to Joining Professional Societies, business development, Cultivating Technical Expertise, Deep Foundations Institute, DFI, get involved in a professional society, how engineers can get involved, Mary Ellen Bruce Large, Nicholson Construction, PDCA, professional development opportunities, professional societies, Projecting Your Corporate Image, Stay Involved, The Greater Good, value of professional societies

The Truth About Selling

November 15, 2021 By EMI

This is a guest blog by Pamela A. Scott


“I hate sales!” “I could never sell anything!” I wish I had a dime—maybe a dollar—for every time I uttered phrases like that. 
 

My first business coach helped me break that thought pattern. Here is how the thinking goes:  

  1. You are an engineer who excels at (fill in the blank). 
  2. You happen to meet Chris, whose company does (fill in the blank). 
  3. Chris mentions that he/she really needs help filling a client’s request for (what you provide). 
  4. Upon hearing that, you say, “I/we can help you with that.” 
  5. Chris says, “I’d like to learn more. Call me.” 

Did you sell anything? No. 

Did you tell Chris you could help with the problem? Yes.  

Did you have to take Chris down some long sales conversation to get his/her interest? No. 

Will you close the deal? The likelihood is high.  

Change Your Thinking 

Selling isn’t about selling in that icky, slimy way that you have perceived it. Selling is about you providing a friend/client/stranger with a solution to the problem they’re trying to address. In return for your help, you get paid.  

[Read more…] about The Truth About Selling

Filed Under: Blog, Business/Entrepreneurship Tagged With: business development, Change how you think, Change Your Thinking, Emotions, engineer, Engineering, how to sell, Pamela A. Scott, Pamela Scott, relationship, sell, Sell Anything, Selling

Providing Stellar Service to Your Engineering Customers

September 13, 2021 By EMI

This is a guest blog by Pamela A. Scott

Providing Stellar Service to Your Engineering CustomersThink back to the last time you had a marvelous buying experience. It doesn’t matter what you were buying — a car, prescription drugs, or a hot dog. What made that experience stand out for you, the customer?

Now, put yourself in the shoes of your customers. They are the clients who hire you or your firm to provide whatever services you or your firm offer. How would they rate their experience as your customer?

A few years ago, I asked that question to a group of engineering project managers (PMs). Here are a few of dozens of topics they raised related to providing excellent service to their engineering customers:

Questions for Your Clients

[Read more…] about Providing Stellar Service to Your Engineering Customers

Filed Under: Blog, Networking/Client Relations Tagged With: business development, challenges, customer experiences, decision-maker, execution of the project, Pamela A. Scott, project experience, Questions for Project Managers, Questions for Your Clients, successful

TCEP 178: Growing Your Civil Engineering Firm: Being Proactive, Not Reactive

July 7, 2021 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/civilengineeringpodcast/TCEP178.mp3

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Growing Your Civil Engineering Firm

In this episode, the seventh in our Civil Engineering Entrepreneurs (CEE) series, I talk to Bonnie Moss, P.E., President at MBCO Engineering, LLC, as part of our Civil Engineering Entrepreneurs series about growing your civil engineering firm and why being proactive offers a business a lot of advantages.

Engineering Quotes:


Growing Your Civil Engineering Firm

Here Are Some of the Questions I Ask Bonnie Moss, P.E.:

  • How has the experience of working for a public agency helped you in growing your (private consulting) company?
  • Do you have a process for identifying who needs training or development to ensure you are consistently developing your people?
  • Do you have specific metrics, measurables, or numbers that you are looking at regularly to monitor the health of your company?
  • Trickling down to the people who work in the company, are they held accountable through key performance indicators?
  • Does your company emphasize capturing core processes that can be practiced consistently throughout the company?
  • How often do you have meetings in your company, and what do those meetings look like?

Here Are Some Key Points Discussed in This Episode About Growing Your Civil Engineering Firm: 

[Read more…] about TCEP 178: Growing Your Civil Engineering Firm: Being Proactive, Not Reactive

Filed Under: Civil Engineering Entrepreneurs, TCEP-The Civil Engineering Podcast Tagged With: Being Proactive, Bonnie Moss, business development, capturing core processes, Civil Engineering Company, Civil Engineering Entrepreneurs, Civil Engineering Firm, Developing Your People, Growing Your Civil Engineering Firm, growing your company, Key Performance Indicators, measurables, metrics, monitor the health of your company, Proactive planning, Quarterly meetings, working for a public agency

TECC 250: From Laid Off to Starting an Engineering Firm

July 6, 2021 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/engineeringcareercoach/TECC250.mp3

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From Laid Off to Starting an Engineering Firm

In this episode, we talk to Aaron Moncur, a mechanical engineer who runs a mechanical design firm called Pipeline Design & Engineering and the host of the podcast “Being an Engineer,” a podcast that collects and shares industry knowledge and best practices associated with the discipline of engineering. We talk about his career journey and how he went from being laid off to starting an engineering firm.

Engineering Quotes:

Starting an Engineering Firm

Here Are Some of the Key Points Discussed in the Episode:

[Read more…] about TECC 250: From Laid Off to Starting an Engineering Firm

Filed Under: Business/Entrepreneurship, TECC Podcast-The Engineering Career Coach Podcast Tagged With: Aaron Moncur, Being an Engineer, being laid off, business development, company faces difficulties, custom turnkey RND test, designing medical devices, develop a team, engineering firm, freelance work, get business coaching, get your first employee, high-level ownership, Laid Off, learning to become an engineer, medical device industry, Pipeline Design & Engineering, start in engineering, Starting an Engineering Firm, the discipline of engineering, using contractors

Be a Better You

April 19, 2021 By EMI

This is a guest blog by Pamela A. Scott

Better YouThe people who read this blog are educated, experienced problem-solving professionals, and, I’m assuming, really smart. That is what my 15+ years of working with engineers has taught me.  

However, for many of those engineers, their confidence wanes when it comes to non-technical knowledge, skills, and abilities.  

Does the idea of public speaking give you the shakes? Do you dread having to go to network events, even virtual ones? How much do you enjoy managing people, especially the difficult ones? Are you excited about business development and finding new work?

If you aren’t as confident about those skills as you are about technical knowledge and skills, read on. Here are two steps you can take to conquer your fears and become a better you.

[Read more…] about Be a Better You

Filed Under: Blog, Mentoring Tagged With: accountability partner, Be a Coach, Better You, business development, engineers, Get a Coach, good coach, managing people, network events, non-technical knowledge, Pamela A. Scott, public speaking, Set goals, skills

A Sustainable Sales Platform Starts With an Organization’s Values

November 23, 2020 By EMI

This is a guest blog by Mike Burns, PE, PgMP, DBIA

A Sustainable Sales Platform Starts With an Organization's ValuesAs with every phase of life, beginnings and ends are times for focused reflection on our successes and failures. Individually and as a member of a team, this analysis sets the stage for subsequent growth. This reflective planning rhythm has defined the last 10 years of my life, as I’ve strived to grow from events: the Great Recession, the Arab Spring, AECOM exiting the P3 / DBFM market, and in 2020, COVID-19. With my deepest sympathies for the devastating health and socioeconomic outcomes we’ve collectively faced this year, I remain cognizant of the fact that my privilege and support system have allowed me to navigate these challenges with limited pain. I hope that this brief discussion of my migration into a sales role helps you overcome the naysayers on your path.

sales platform

Whether seeking professional growth or facing the daunting task of finding a new job, there are often a series of devastating no’s before the next empowering yes. For me these included, “you are a developer, not an engineer,” “you’ve never worked overseas, in a corporate role, on a billion dollar program, etc.” Recently, “you’ve never been in a pure business development (BD) role.” Each of these no’s guided my outreach to mentors, discussions with colleagues, and educational desires. I leveraged their collective wisdom to evolve my professional approach, remaining focused on building teams, empowering individuals, and continuous learning; this approach has allowed me to remain engaged, enjoying life as a student and a teacher.

[Read more…] about A Sustainable Sales Platform Starts With an Organization’s Values

Filed Under: Blog, Business/Entrepreneurship Tagged With: business development, delivering projects, empathetic management, feedback loops, focused reflection, Infrastructure projects, Mike Burns, professional growth, reflective planning, roles with a sales focus, Selling, strategy development, subsequent growth, successes and failures, tactical business plan

TCEP 151: Everything Civil Engineers Talk About Doing, but Never Get To Do

August 26, 2020 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/civilengineeringpodcast/TCEP151.mp3

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Maysill Pascal

In this episode of The Civil Engineering Podcast, I talk to Maysill Pascal, P.E., Regional Senior Engineer and Sales Manager at USW, a MENARD Group USA Company. We talk about her career journey and her traveling around the globe, and how that has helped her career, but also how she has dealt with it emotionally. She then also talks about the importance of pursuing your dreams by getting out there and doing what you always wanted to do.

Engineering Quotes:

Maysill Pascal

Maysill Pascal

Here Are Some of the Questions I Ask Maysill Pascal:

[Read more…] about TCEP 151: Everything Civil Engineers Talk About Doing, but Never Get To Do

Filed Under: TCEP-The Civil Engineering Podcast, Women in Engineering Tagged With: business development, career journey, Civil Engineers, expanding yourself, Golder, ground improvemen, managing the team, Maysill Pascal, MENARD Group, Regional Senior Engineer, Sales Manager, USW, working internationally, worldwide company

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

June 17, 2020 By EMI

https://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/secure/civilengineeringpodcast/TCEP146.mp3

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Hostage Negotiation

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:

Hostage Negotiation

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:

[Read more…] about TCEP 146: What Does Hostage Negotiation Have to Do With Consulting Engineers?

Filed Under: Communication & Public Speaking, TCEP-The Civil Engineering Podcast Tagged With: business development, Civil Engineering, communication, Confidence, Consulting Engineers, culture, Hostage Negotiation, master listener, negotiation, negotiation skills, proposal, team effort

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