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Strategic Connections by Jim Wylde, André Alphonso, Lynne Waymon, Anne Baber

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7

Communicate Expertise

Strategic Connections: Tell the Story

A partner at a major design/build firm wanted his engineers, architects, and project managers to talk with prospective clients—until he overheard this conversation. A prospect asked, “How many sports facilities have you done?” A project manager said, “Lots.” An engineer said, “Seven—I think.”

The partner thought, “They don’t know how to talk about our achievements.” To test his assumption, he later gave everyone a 10-item quiz that included these questions:

image   Who are three corporate clients the firm has enjoyed repeat business within the last 10 years?

   How many sports facilities ...

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