When I first started working with Architects, Consultants, and Engineers (ACEs), I quickly realized that this community was almost impenetrable for a typical salesperson. They weren’t interested in sales pitches, and most of them actively avoided sales calls. What they valued were […]
Selling to an architect, consultant, or engineer (ACE) requires a strategic approach tailored to their needs, workflows, and decision-making processes. The first step is establishing credibility and trust during the initial contact. This can be done by showcasing relevant expertise, understanding their […]
Today I was talking to a colleague who reminded me that people may not act upon to much information. If you are coaching a team internally, the rule of three is a powerful tool when teaching how to connect with architects, consultants, […]
Picture this: you’re a one-person powerhouse, tasked with the colossal mission of running an ACE program across the vast, diverse landscape of North America. Just you, a phone, a laptop, and miles upon miles of opportunity. It sounds impossible, overwhelming, even absurd. […]
Here are key aspects of Revit and reasons why it is widely used in the AEC industry: Overall, Revit is a powerful tool that enhances efficiency, collaboration, and accuracy in the design, construction, and maintenance of buildings. Its adoption has become widespread […]
As of the last CSI update that I have dated January 2022, the Construction Specifications Institute (CSI) division 28 is related to Electronic Safety and Security. The CSI MasterFormat is a standardized system used in the construction industry for organizing and formatting […]