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    Winning AEC Interviews
    Winning AEC Interviews
    Winning AEC Interviews
    Ebook98 pages1 hour

    Winning AEC Interviews

    By Dean Lincoln Hyers and Pete Machalek

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    About this ebook

    You’re on the shortlist! Now what? Your prospect knows your team looks good on paper, but is the team ready for the Selection
    Committee? In Winning AEC Interviews, Dean Lincoln Hyers and Pete Machalek of SagePresence help optimize your chances of winning over even the most challenging decision-makers. With relatable stories and practical tips, they show how everyone on the team—even those most uncomfortable with the concept of “selling” and presenting— can rise to the challenge of representing your firm with a confident presence that wins.
    LanguageEnglish
    PublisherBookBaby
    Release dateJan 15, 2018
    ISBN9781947480124
    Winning AEC Interviews

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      Book preview

      Winning AEC Interviews - Dean Lincoln Hyers

      SagePresence

      SECTION I

      Fifteen Minutes to Fame

      Eighteen hours before the interview, the team members knew they were in trouble. Millions of dollars were on the table, and the interview prep process had nearly run its course. It was looking like the company would lose a major project.

      Jerry, the Project Manager, had no choice but to carry the presentation, because he’d be the pivotal daily contact person the client would have to bond with. Unfortunately, due to a jammed project schedule, Jerry had joined the interview prep process late and was falling short in the practice runs.

      Senior leadership was counting on Jerry to embody charismatic leadership and authentic approachability. They looked nervous, and Jerry could see it. He was spooked, and the rehearsals were getting worse.

      At the break, just before our final rehearsal, we wanted to find a way to talk to Jerry without making him even more self-conscious. He beat us to the punch. He grabbed one of us firmly by the arm and pleaded, You have fifteen minutes to make me into a superstar, or we’re screwed!

      It was time to get to work.

      1

      DELIVERY: How to Engage and Inspire

      How can we get more out of our presenters?

      What about those who don’t interview often?

      How can we bring everyone on our team to a similar level?

      Science supports an interesting notion: It’s not what you say as much as how you say it. Even a team with a poor message can win if it has a great delivery, because science tells us that 70% of people are visual learners. That means that body language becomes a key visual that audiences base their decisions on.

      One study claims that only 7% of the impact of a presentation is the message. The audience barely remembers the details.

      Another study claims that more than 50% of communication is body language. So the real impact is in the presenter experience.

      Life trains us to monitor body language and look for congruity between what is spoken and what is felt. When feelings align with the words we hear, we believe. A mismatch between feelings and words introduces suspicion.

      •If you say you’re excited but lack passion, your audience simply won’t believe you.

      •A quavering voice promising delivery creates doubt.

      •The claim I feel your pain, without communicating sadness, fails to show empathy.

      Successful presentation balances two qualities: confidence (Chapter 4) and dynamism (described in this chapter).

      If you’ve ever seen a Selection Committee choose an AEC firm because it wanted that firm the most, that means the winning team displayed warmth, confidence, and dynamism. That team expressed excitement, and its desire to put out was perceived as attractive.

      Let’s break down dynamism to create a simple equation for an engaging delivery.

      Ignite a Change Reaction

      Presentation is about change. If you change something, you’re dynamic. If you don’t, you’re a flat line. Dynamism = Change.

      Look at these three lines:

      Which is most interesting? The top line is unchanging. The middle one has highs and lows in a predictable pattern. And the bottom line offers unpredictable highs and

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