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Phyllis Harden

Legislative & Special Projects, Pine Bluff Sand & Gravel
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Procurement

CRM in the World of Construction

April 1, 2018
Kara Tanek, GLY Construction, Inc

“It used to take me 45 minutes to prepare for my meeting, now it takes me five!”

“You’re getting rid of a spreadsheet? Revolutionary!”

Since going live with our new customer relationship management (CRM) system, our firm recognizes that comments like these are our reward for a job well done. Like many A/E/C firms, we had a CRM system, but after 20 years, the data had become unreliable and the system was considered a necessary evil by the few who continued to use it. When we decided to transition from our legacy CRM system to something new, we had more questions than answers. Here is how we set out to answer those questions.

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The One Question That Can Dramatically Increase Your Proposal Wins

February 1, 2018
Matt Handal, Founder of Help Everybody Every Day

In a fiercely competitive environment, as we’ve been experiencing over the past few years, small differences can play a major role in whether you win or lose a proposal competition.

Let’s be honest with ourselves. We all provide the exact same services our competitors do. And for the most part, our qualifications and experiences are the same.

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How to Tell if an RFP Isn't so Pomising

January 9, 2018

If you receive a request for proposal that includes a long list of requirements, it may be an indication that you're not the prospect's vendor of choice. Other red flags include a limited response window and lack of access to the prospect company's decision-makers, writes John Boyens.

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National Institute of Building Sciences Off-Site Construction Council Conducts New Survey to Gain an Understanding of U.S. Building Industry Use of Off-Site Construction Methods

January 9, 2018

The National Institute of Building Sciences Off-Site Construction Council (OSCC) is conducting a new survey to gain an understanding of how the U.S. building industry has changed its use of off-site construction methods in the past three years.

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Integrated Project Teams Boost Success On Construction Projects

January 1, 2018
Christopher Halapy, Shook Construction

Clients’ needs and expectations relative to the services provided by their design and construction partners are evolving. Savvy clients have increased their demand for turnkey services and a higher level of detailed information far earlier in the project planning process. Beyond programming, owners are looking to understand milestone dates, disruption of ongoing operations, and a firm cost for the project, all earlier than this information is typically provided.

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Taking the Burden Out of Research

November 1, 2017
Jenny Grounds, BOUDREAUX

The idea of performing market research can often feel like a burden for small marketing groups. The everyday tasks already on your to-do list can easily fill up a 40-hour work week. Where do you find the time to research, compile, and analyze piles of data on top of everything else? Market research doesn’t have to be complex or require robust, expensive studies to be effective. By breaking it into small, manageable pieces, you can gather information that will directly benefit your A/E/C firm without overtasking your teams.

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First Contact Using Incentives and Automation to Spur Web Visitors to Action

October 1, 2017
Ida Cheinman, Substance151

It’s time that professional services firms faced a couple of hard truths: First, no one wants to subscribe to an e-newsletter, and second, a single email is not going to make the phones ring.

Companies spend significant resources on online marketing only to be left wondering why it’s not working. It’s not surprising. Gaining traction through content alone is not easy—especially if you want to do more than build awareness.

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Keys to Building Effective Business Relationships

September 1, 2017
Anne Liberto, General Building Contractors Association

Everyone wants and values their business relationships, but how do you establish effective business relationships? Is it just about meeting people? You meet someone, talk, and you have a relationship. Seems easy, yet effective business relationships take dedication and commitment. The following are key to building effective business relationships.

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Rebrand vs Refresh What’s Right for Your Firm

August 1, 2017
Anne Liberto, General Building Contractors Association

A brand is NOT a logo. Or a tagline. Or an identity system.

A brand is an expectation of experience and a promise delivered.

It’s the perception others have about your company – its people, culture, products, and services.

Your company builds its brand, or rather the percepton of its brand, with every customer contact, planned or unplanned. Every interacton, no matter how insignificant, shapes your brand’s perception and drives your customers’ behavior.

Rebranding is about taking control of what your audiences think – and say – about your brand. It’s a tool for changing existing perceptions and for defining and differentatng a brand, turning it into the most powerful competitive advantage and a weapon against becoming a commodity.

A rebrand implies fundamental changes in thinking about your brand before you get involved in tactical details of execution.

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From the Ground Up Setting Up Your Marketing Department

July 1, 2017
Lindsay Andrews, Kokosing, Inc.

For many construction companies, marketing supports the Business Development department in winning new work. This includes responding to project opportunities through the creation of statements of qualifications, proposals and presentations. Depending on company size, perations staff or team members working in different departments such as HR or Accounting may have marketing responsibilities. In some cases, companies haven’t needed a marketing department until now. If you’re just setting up your marketing department, planning it to support Business Development is priority No. 1. Here are some tips to help you lay the foundation and set your company up for long-term success.

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