By Wayne O'Neill
If you haven’t noticed, the workforce is changing. The older generation of leaders in construction and design are retiring or preparing to retire. All of that knowledge, experience, and understanding needs to be leveraged to continue supporting your client engagement efforts. For construction and design firms, one of the best ways to transfer expertise to […]
By Wayne O'Neill
If your pursuit of project scope continues to get stuck at the same point or for the same reasons, then perhaps it’s time to review how you’re communicating with target clients. So many construction and design firms take the poker player approach. They sit around the table holding their cards close to the vest waiting […]
By Wayne O'Neill
Nothing is static in client engagement. If you didn’t receive that wake-up call before the pandemic, then you certainly heard it loud and clear over the past year-plus. The old days of linear thinking about engaging one particular decision-maker in an organization and trying to sell your solution to this one person are gone. Decisions […]
By Wayne O'Neill
There are many reasons why your firm may not be winning accounts as often or as quickly as you would prefer. Sometimes, there is a simple explanation. Your business communication skills need work. I’m not saying that you need to write better emails to prospects or come up with fancier presentations to target clients. It’s […]
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
It happens all the time. Sales teams at construction and design firms get stuck trying to advance target clients through their sales pipeline to win project scope. Perhaps your strategy was disrupted by the pandemic or your typical tactics like closing deals over a round of golf no longer work in the “new normal.” That’s […]
By Wayne O'Neill
From AI to robotics to cloud computing, there are numerous emerging technologies in healthcare that have the power to transform patient care. For construction and design firms that are seeking to win accounts and more project scope, it’s important to be aware of new technology that healthcare leaders are considering and evaluating for post-pandemic “hospitals […]
By Wayne O'Neill
The Center for Strategic & International Studies (CSIS) releases a monthly summary of cyber attacks and significant cybersecurity incidents across the globe. The monthly report serves as a wake-up call to the real world activities of bad actors, hackers, and state-sponsored attackers that are looking for vulnerabilities to exploit. One such attack in January 2021 […]
By Wayne O'Neill
One of the points of emphasis at RESET is to help our service provider clients understand how to “provide impact” when developing solutions to solve a target client’s problems. It’s helpful to understand what this actually means in client engagement so that your team can advance from simply showing up and hoping to win work […]
By Wayne O'Neill
Healthcare systems across the U.S. are looking at improving patient outcomes by delivering a better patient experience. In the post-pandemic world, this includes strengthening the healthcare supply chain so that hospitals have available supplies, vaccines, medical devices, and other resources to better serve patients. In 2020, too many hospitals were unable to meet patient demand […]
