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How To Build A High Performing & Highly Profitable Engineering Team

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Learn the skills to get the most out of the people around you. Build a high performing engineering team that generates incredible profits and allows you to have more fun and to spend more time with the people you love

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How To Connect Deeply With Your Clients

Hey! Hope you’re well. 

I’m having a lot of conversations with leaders and business owners in the engineering and construction industry at the moment around how to create amazing client relationships. 

There are a lot of amazing tools, strategies and techniques that you can employ into your team or your business to create amazing client relationships, but there’s one thing that trumps everything else and that’s what I want to explore with you today. 

I want you to think about business for yourself right now. Who do you enjoy doing business with? Who do you like hanging out with from a business point of view? Who would you quickly, readily and easily refer work to? 

Are your answers people that you like? Are your answers people that you share values with? Are your answers people that you enjoy being around? 

I guarantee that you answered yes to all of the above. 

One of the easiest ways to develop exceptional client relationships,...

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Increase Your Value To Increase Your Fees

So many consultants and contractors get caught up in pricing wars and feeling like they’ve got to be cheaper than everyone else. They feel like they’re going to lose the work or not be able to build a project pipeline if they raise their prices or are more expensive than their competitors.

Today I want to flip this viewpoint and this discussion on its head. 

I’ve been doing a lot of work recently with clients in my coaching programs around pricing, the value proposition and their positioning in the marketplace. 

You see if you get your positioning wrong in the marketplace, meaning that you've positioned yourself as a generalist, that you can do everything and that you’re all things to all people AND you don’t talk about the value that you add or how you solve your clients problems or how you deeply understand your clients world, then of course you have to be the cheapest!! 

But if you completely flipped this on its head and can change...

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Stop Competing On Price

Do you always feel like you’re competing on price? 

Do you feel like you are always losing business to someone else because they are undercutting your fees and clients are just going with the cheapest price? 

The reality is that you are always going to be competing with everyone else and fighting for work based on fees and pricing if you don’t narrow down your focus. 

In today's video I will walk you through why it is SO important to have a “Niche” in the marketplace which allows you to position you, your team and your business strongly and not be a “Generalist” (cheap and all things to all people).

If you want to learn more, follow the link below to watch the video. 

Click Here  to watch now

PS: If you’re interested, here are 4 ways I can help you right now:

  1. Join the Leaders In Engineering community designed specifically for engineering leaders and business owners
    It’s our new Facebook community where...
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You Need to Stand Out To Win Work

Do you get excited about standing out from the crowd? 

Does your energy go up when you're thinking about strategies to positioning yourself, your team and your business apart from your competitors to win work and gain market share? 

Or does the thought of standing out make you uncomfortable? 

The reality is that you need to stand out to win more work! 

In today's video I explore why it’s so important for you to be seen by your potential future clients and the value that you could be adding to their world if they worked with you.

If you want to learn more on this topic, follow the link below to watch the video. 

Click Here  to watch now.

Josh ‘Stand Out’ Stone

PS: If you’re interested, here are 4 ways I can help you right now:

  1. Join the Leaders In Engineering community designed specifically for engineering leaders and business owners
    It’s our new Facebook community where engineering leaders and business owners are learning...
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Webinar Replay: Your First Quarter Focus

Wow! What a great webinar this week! 

It was great to see so many of you on the call.

A few of the key takeaways:

  • LinkedIn is an incredibly powerful tool that allows you to connect and engage with your Perfect Future Client and to generate fantastic opportunities if you leverage the platform correctly.
  • The easiest way to grow your team and business is to invest heavily in your current client relationships ensuring you increase your repeat business and revenue.
  • Your team and your business won't grow if you keep getting stuck in the 'doing' and the day-to-day. Look for ways to focus on the activities that actually move the needle and then delegate the rest.

If you weren’t able to make the webinar - here’s a copy of webinar recording. 

If you attended live you could even watch it again!

Click here to watch 

I’ll make this available until the end of the week. 

As I mentioned on the call, I am launching a new 10 Week Program next month which is...

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Put Yourself Out There

In last week’s webinar - Your Best Year Yet - we explored the importance of confidently positioning yourself, your team or your business strongly in the marketplace to allow you to win more work and attract the best talent into your team or business. 

Click Here  to check out the webinar recording if you couldn't attend live.

There were a couple of statements that we explored with the group from a mindset and thought process point of view that are really important when it comes to elite level positioning. 

“It’s OK for me to put myself out there and be seen as an expert and a thought leader”

“It’s OK for me to position myself in the marketplace as ELITE – the best of the best” 

You see, one of the biggest blocks I see with leaders and business owners in the engineering and construction industry when it comes to positioning their team or business as elite, the best of the best, in their chosen field or area of...

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Know Your Blind Spots

This week I ran a webinar called Clients By Christmas where we explored strategies to help win work and increase revenue by Christmas. 

I ran an interesting exercise towards the end of the webinar where I asked the group to tell me the first thing that came to mind in response to this statement: 

"Marketing, sales & business development is....."

The range of responses was SUPER interesting! Here's some:

  • Hard
  • Painful
  • Enjoyable
  • One of my KPI's
  • Difficult 

You get the point. 

The really interesting thing for me was the differing range of responses with respect to such a critical and important element of running and growing a team or business. 

For those people whose default response was - enjoyable - take a guess at how they will apply themselves to marketing, sales & business development? You got it - Joy! Fun! Curiosity! 

For those people whose default response was - hard or painful or difficult - take a guess at how successful they will be when...

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Winning Work CAN Be Easy

So many engineering leaders and business owners groan when you talk to them about winning work.

"It's really hard"

"It takes a lot of effort and most of the time doesn't pay off"

"Most of the potential customers I talk to already have their preferred engineer and they are just going to give the work to them regardless of what I say or do"....

...and this is absolutely true if you're approaching BD and winning work like everyone else - unfocused networking, boozy lunches, fighting for work based on being the cheapest etc. etc.

Today I want to talk to you about a strategy that has been absolutely amazing for my clients: Authority marketing. 

Authority marketing is where you are actively and consciously positioning yourself, your team and your business as a thought leader and a market leader in your chosen field.

You are constantly producing articles, marketing material, content for LinkedIn and other platforms as well as your email database where you are talking about your...

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The Best Business Development Strategy

How incredible does it feel when you land a new big client or project? It feels great right!!

You’ve often spent months (or sometimes years) investing your time, effort and energy in bringing this client or project over the line.

But to be honest with you, it’s not the greatest business development strategy out there. It takes a lot of time and energy, pulls you away from leading your team and your business and can often take months or years before anything comes to fruition.

Now don’t get me wrong, I love it when my clients land new clients because they are so excited that their efforts have paid off, it often means exciting things for their team and business and every growing team or business needs an element of winning new work from new clients in their BD strategy.

Today I want to explore with you the less sexy and often unsung hero of business development...retaining existing clients.

Once the incredible amount of effort has been invested in winning a new...

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