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
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
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 […]
By Wayne O'Neill
Social media has become an increasingly valuable tool to help service providers build authentic connection with clients. This is because target clients are dropping more clues than ever before about their pain points on platforms like Facebook, LinkedIn, and Twitter. In fact, a recent survey found that social media consumption has increased 72% since the […]
By Wayne O'Neill
One year after the COVID-19 pandemic disrupted higher education as we know it, now is the time for companies in the design and construction industry to re-assess project scope opportunities. Sure, you could pursue the low-hanging fruit of bidding on retrofits and building upgrades for existing buildings that are sitting dormant waiting for students to […]
By Wayne O'Neill
In my years of experience providing coaching to owners, I have found that there is a constant concern about being sold to. It’s tiring and laborious. How are you going to sort through the endless list of service providers that claim to know how to solve your problem with their solution? This challenge is compounded […]
By Wayne O'Neill
Many business owners, managers, and executives set aside their personal and professional goals in 2020 attempting to survive the pandemic disruption. Now, it’s time to re-calibrate and get back on track in 2021. Working with a business coach can help you identify blind spots that may have crept up during the pandemic, help you set […]
