Design on the Haus
What frightens you most? Creepy crawlers in the night, werewolves howling at full moons, haunted houses, or skeletons in the closet? Well, we’re scared of all those things, too, but what really frightens us is how some people communicate.
You may laugh, but it’s true! We have so many ways to communicate these days (some may say that we have a lot of ways to communicate badly) that it can seem like you’re always walking the plank over the treacherous and deep waters of messages and meanings.
Let’s take just the easiest example – and we’ve all done it. Did you hit “reply all” when you wrote a message that was just intended for one person? Did you send the right e-mail to the wrong contact? Or, just after you tossed off that angry e-mail to your (fill in the blank) boss/ex-boyfriend/brother, did dread and fear of the future consequences start to invade your body like a quick poison? For more on that topic, see this recent Wall Street Journal article here.
There are many frightening examples of the scary ways that people communicate. And, in many instances, you can’t blame it on e-mail or digital technologies. In fact, the following examples are downright terrifying.
Take these examples from The Toronto News of July 26, 1977. Keep in mind that they are actual statements from insurance claim forms where drivers attempted to summarize the details of their accidents:
“I thought my window was down, but I found out it was up when I put my head through it.”
“I pulled away from the side of the road, glanced at my mother-in-law, and headed over the embankment.”
“I saw a slow-moving, sad-faced old gentleman as he bounced off the hood of my car.”
If these sentences make your blood turn to ice, check out these examples and figure out what the author is trying to say:
“I urge you to waste no time making this candidate an offer of employment.” (Are you urging the person to hire the candidate or are you saying the candidate is not worth further consideration?)
“You will be fortunate to get this person to work for you.” (Is this person a great job candidate, or is this person extremely lazy?)
So, now that we’ve discussed the perils of communication, here are some ways to get the spook out of your spin:
- Chase away the miscommunication. It’s great that you can send an e-mail from a smart phone, but you need to remember that that e-mail is still a professional document. Make sure that you are being very clear and concise. If you’re not sure if you’re getting your message across, ask someone to take a look at your e-mail before you send it. By all means, don’t put a tagline on your e-mails that says “please excuse typos” – that’s for goblins and ghosts. Read over your e-mails thoroughly before you send them. There’s no excuse.
- Don’t be scared to pick up the phone. E-mail can be a terrific communications tool – it’s easy, it’s fast, and you can send an e-mail almost anywhere. At the same time, it’s not always the perfect way to get your point across, and your tone in an e-mail can be easily misconstrued. Don’t send an e-mail to someone sitting three feet away from you. And don’t send a four-paragraph e-mail to your printer to clarify how many business cards you need. Before you send a dozen e-mails back and forth in the same e-mail chain, do yourself a favor and pick up the phone. It will be a treat, not a trick!
- Bury the jargon. When you’re in a profession like architecture, you’re going to use a lot of words and phrases that help you communicate with your colleagues. Unfortunately, when you use this jargon around other people, they’re going to think you’re Frankenstein. If you really want to talk to potential clients and other audiences – and get them to understand you – then go to the cemetery at 2 a.m. and bury that jargon in a deep grave (full moon optional). Going forward, make sure you use plain language to convey your ideas and messages. You’ll be amazed at how clearly you’ll be able to communicate.
Image courtesy Platt College
It’s October once again; when bumps in the night and creepy creatures can rattle even the bravest folks. But the scariest thing that can happen to you this season is when you realize you’ve let your professional profile slip into the darkness! Here are a few tips to help you change from an industry ghost into a highly visible professional and raise your profile from the dead.
Jump-start your presence on social media. We know that social media can be a scary prospect for those of you who have yet to become actively engaged in using it to promote your business. In fact, in our next post, we’ll lay out a detailed plan for how you can conquer your social media fears and get with the rest of the cyber-verse. But for those of you already on social media – and who may have let their activity fall into oblivion – a focused approach is the best way to get back into the land of the living.
If you haven’t already, you can create a blog that’s connected to your website. Write about topics that demonstrate your expertise, current projects, or design trends. Try to post to your blog at least three times per month.
Next, use Twitter and LinkedIn – probably the two most important social media tools you can use to raise your profile – to further augment your exposure to current and past clients, potential clients, and the media as well as to other architects, engineers, and designers. Use Twitter to lead audiences to your website, blog, and vice versa. A LinkedIn profile will help you maximize your professional connections. Additionally, A/E/C industry networks like Architizer, Honest Buildings, Houzz, Porch, and others are excellent ways to network with other industry professionals, build relationships, and get more work. Set a goal to post at least three times per week.
Get involved with professional organizations. Participation in key professional organizations can help you build and maintain valuable relationships, be more accessible to potential clients, and get in front of the right types of clients. For example, if you want to reach developers and other real estate industry leaders to get more commercial work, then participating in pro organizations where they are involved is an effective way to reach these decision makers. For greatest impact, you need to attend events on a regular basis, and participate in committees or join boards, in order to gain access to the most valuable networking opportunities.
Share your expertise and thought leadership at conferences. Another thing you can do to pull your low profile out of zombie land is to begin participating in panels and speaking opportunities. These can be excellent ways to share your experience, expertise and personality with your target audiences. If public speaking scares you to death, start off small and practice with colleagues in your firm. For your presentations, focus on topics that demonstrate your expertise in particular building typologies or industry sectors such as healthcare. Once you get more comfortable speaking, participate in a panel discussion at your local AIA chapter. If you find you’re good at it and you enjoy it, you can start submitting yourself to speak at bigger meetings and conferences for greater exposure.
Just because the daily grind has caused you to let your exposure slip into an early grave, doesn’t mean it’s dead. All it takes is a strategic, steady approach to social media, networking, and speaking opportunities to revive yourself and get the professional exposure you deserve. Your audiences will be screaming “it’s alive!”
This month we’ve heard from guest bloggers Brad Feinknopf on investing in good photography and Jessica Wyman on tips for designing an effective website. Now that you’ve got a great website with gorgeous photography, how do you actually get visitors? The answer is SEO.
Search engine optimization (SEO) improves a website’s visibility in online search results in order to increase the number of visitors to that website. Search engines like Google match users with the businesses and services they are looking for. In order to do this, they employ “crawlers,” special algorithms that read through the Internet, index each website, and rank it for different search terms. These search terms are known as key words (a single word, like “architecture,”) and key phrases (a group of keywords, like “architecture design firm”).
The goal of your SEO plan should be to make your expertise more evident to Google and other search engines, in order to increase its exposure and number of visitors. Once you place focused keywords strategically within the website’s text, the website’s ranking in search results will improve. The higher the website’s ranking, the more visitors will find it. In fact, a 2013 study found that 83.6% of searchers visit one of the top seven Google results in a given search.
In order to achieve this goal, you will want to select keywords that closely align with your firm’s signature services. Then, integrate these focused keywords throughout the text of your website in order to maximize your SEO. An effective SEO strategy encompasses several steps:
First, identify the terms that best represent your firm’s identity and services. Identify three or four key words and phrases that concisely convey your firm’s identity and services. These should be general search terms that someone might use to search for you such as “landscape architect” or “interior designer” or “project management.” It may seem like you’re stating the obvious, but for search purposes that’s exactly what you want to do. Once the user visits your website, you can demonstrate how you are different from all of the other landscape architects, interior designers, or project managers out there.
Next, research your chosen key words and phrases. Using a suite of SEO tools like Google Analytics, explore how often your chosen keys words and phrases are searched for. You should also determine if other, similar terms are more popular search terms – such as “corporate interior designer” or “workplace interior designer”. Further, you need to find out the level of competition for your chosen terms, i.e. how often a phrase appears on other websites. Google Analytics can help you find all of this data.
Then, evaluate your research and develop a plan. Once you’ve done your research using Google Analytics, take a look at the resulting data for each word and phrase you’ve chosen and prioritize a targeted number of final SEO keywords or phrases. Determining the most effective SEO keywords and phrases is a qualitative, not a quantitative process. In evaluating each key word and key phrase, you should take into account the following:
- Value to your firm: All of the keywords and phrases you choose should reflect your firm’s principal services
- Search volume: A higher number of monthly searches for a term brings more exposure to your website
- Specificity: Being specific when choosing key phrases ensures that visitors who discover your site through a search will find what they are looking for
- Competition: The fewer competitors there are for a key phrase, the higher your website will rank
Finally, optimize your website. Place your SEO keywords and phrases frequently and prominently within your website’s text. The “crawler” algorithms that Google uses to scan websites during searches take not only the keywords into account, but how often the keywords appear and even their proximity to one another. Be sure to work these keywords into your text as much as possible without overdoing it or ruining the overall narrative.
A top priority for every business is to direct the right kind of traffic to its website. A well-defined, effective SEO strategy will augment your online presence and ensure that more potential clients find your firm online.
Photographed by Sabrina Ahern
Jessica Wyman is principal and creative director of Wyman Projects, a graphic design and web development consultancy based in New York City. As a graphic designer with a degree in architecture, she has ten years of experience collaborating with architects, interior designers, engineers, and A/E/C consultants, to create meaningful print and web experiences that communicate professionalism and integrity. Jessica is currently art director for Oculus, AIA New York’s quarterly publication; and she regularly presents at the Chapter’s annual Fellows Workshop for FAIA candidates.
By Jessica Wyman, Wyman Projects
Have you ever visited a website where the copyright or blog posts date back to 2006? I have, and it saddens me to think that those companies spent a small fortune designing a website that quickly became stale and forgotten.
Thankfully, website development has come a long way since then. With out-of-the-box Content Management Systems (CMS) such as WordPress and Drupal, building dynamic online experiences that are easy-to-use and easy-to-manage is within every design professional’s budget.
Still, building an effective website that will showcase your portfolio, communicate your expertise and get you new projects requires a thoughtful, strategic approach. Before you begin designing your new site, here are some things to think about:
Design Smart. One of the first things you should determine before designing your new website is its purpose. Who are you trying to reach with this new site? Potential clients? The media? Fans? All of the above? For most AEC professionals, a website is a tool to communicate your expertise and to convince prospective clients to take action and connect with you.
While your new site should reflect your firm’s personality and culture, its format, content, and design will need to appeal to prospective users. Unfortunately, design professionals often make the mistake of designing a site that they like rather than designing one that will be effective in reaching their target audiences.
So how do you do this? Understanding your company’s mission – and which clients you want to serve – is key to pinpointing the needs and habits of your target audiences.
Will your visitors be using a computer or mobile device to view the site? Is there anything you can learn from your current website’s analytics, such as pages with the highest bounce rate? What information does your target audience need most and how will you shape the user’s journey to satisfy those needs?
Think Big. Gone are the days of table-based layouts and small browser sizes, which resulted in small-scale images on the user’s screen. You are a design professional with beautiful project photography; so don’t be afraid to go full bleed. Consider using a full browser slideshow on your home page or project pages to make an impact and to define a mood.
Less is More. The impulse to feature or list every single project on your website is a mistake many design professionals make. A website should have enough curated content to communicate expertise and personality, while leaving the visitor curious enough to contact your firm for more information.
Cross-Pollinate. Create relationships between content and pages on the website to engage visitors. Curiosity keeps users clicking and strategies such as suggesting links to “Related Content” or crosslinking press items or bios will retain visitors and improve site analytics.
Don’t hide your contact information. This may seem like a no-brainer, but it is surprising how many company websites hide contact information under submenus. Include a phone number and email address on the home page; and consider designing a special splash page with contact information and a map for mobile visitors.
Launch Strategy. Once you’ve designed and launched your website successfully…now what? Don’t let all your hard work go to waste. Create a content strategy that includes a schedule for updating your new website with new projects, news items, blog posts, and links to your social media platforms.
Clients and prospective employees want to work with design professionals who are active and innovative thought leaders; providing these visitors with fresh content monthly, if not weekly, is key to engaging, and ultimately working with, your ideal clients.
This month, we’re giving AEC industry professionals tips on the best ways to improve their websites. In our first installment, nationally recognized architectural photographer Brad Feinknopf offers insight on investing in good photography. The Columbus-based photographer has been shooting architecture and commercial related images for over 25 years. His images have been published worldwide and over his career has done a wide variety of work for many of the world’s well-known architects and designers. Brad was recently selected by ArchDaily as one of the Top 13 Architectural Photographers in the World to Follow.
By Brad Feinknopf
We live in a visual society. People gravitate to the image. In Eric Bricker’s 2008 documentary film, Visual Acoustics: The Modernism of Julius Shulman, narrator Dustin Hoffman quotes the renowned architectural photographer saying,
“Architects live and die by the images taken of their work; as these images alone are what people see. For every one person who visits a private house, there may be ten thousand who only view it as a photo.”
This quote – which I’ve proudly attached to my e-mail signature – was made before the advent of the Internet and those “ten thousand” people to which Shulman refers could now easily number in the hundreds of thousands or even millions when one considers the multitude of Design and Architectural blogs that publish imagery.
Digital newsletters and alerts from top architectural blogs like ArchDaily or Architizer show up in your inbox, largely as a series of images, and only when you click on them do you get the words. Instagram, Flickr, Tumblr, Stumbledupon and other image-driven social media platforms are growing exponentially. Even Twitter, which is a text-based platform, has become a popular vehicle for disseminating links to videos and images.
Would you maintain a subscription to Architect, Architectural Record, Interior Design or Contract if there were no photography? How many periodicals do you read that contain mere pontifications on design and present no images? Obviously, imagery is important and it’s not just important, it’s paramount.
I am an architectural photographer and I should know. When someone visits my website, I have one chance to grab their attention. I have tirelessly gone through my galleries to make certain that each one shows depth. I constantly update my online portfolios so they maintain their freshness, and I try to make sure my descriptions are strong, cohesive and grammatically correct. But in the end, it is the first handful of images – and these images alone – that will either compel the viewer to delve deeper into my website or move on.
As you market your projects, your challenge is exactly the same as mine. When a visitor lands on your website, you need the right photography to draw the viewer in or they will click away to someone else’s homepage.
The same is true for competitions and the press. I’ve spoken about the importance of imagery to numerous editors for prominent architecture and design publications, as well as jurors for AIA and other major competitions at every level. They all say the same thing: “The first cut is made entirely based upon photography. If the photography isn’t good, we move on. If the photography is good and the project looks interesting, we look deeper.”
Regardless, whether the material is your website, an awards submittal or a package for a print or online publication, it is the photography you are using that will ultimately move you beyond the first pass.
In light of this, try viewing photography not as an expense but as an investment. Like any investment, good photography should provide a return: it should garner you new work, help you win awards, and, hopefully, even get your firm and your projects published.
The way I see it, if my clients get new commissions, win awards, or get published, I have, in some small capacity, helped them to succeed through my photography. I’m not so arrogant as to believe that their success is solely due to my work and my images, but I will say that a good project with great photography will often go much farther than a great project with poor photography. Likewise, if you have a great project with equally great photography, the possibilities may be endless.
So, when you’re looking at your website and thinking, “How can we do things better? How can we win that next commission, or that next award? How can we get ourselves published?” You will almost always find the answer by looking to your imagery. Is it up to snuff? Could it be better? Investing in the right photography could very likely be one of the most critical factors in determining the level of success your firm may enjoy in the years ahead.
In our previous posts this month, we’ve covered using drawings and diagrams to communicate the design complexities of your projects and we’ve given you a strategic plan for writing your first book. In this post, we want to take you step-by-step through creating your own videos and using them to showcase your portfolio and your firm to the world.
Video can be an excellent vehicle for promoting your projects, people and ideas. Not only can you shoot a virtual tour of your latest building, you can also film any lectures or speaking engagements that you do. It can be a great way to share your expertise with students, colleagues, fans, and journalists. Video is also an effective medium to demonstrate your style and personality – important aspects of your overall brand – to potential clients or media outlets that may be interested in interviewing you. Best of all, with today’s technology, you can make your own video with a smart phone and peripheral microphone. Here’s how:
Develop your vision. Plan out your video scene by scene. For example, if you want to create a virtual tour of your newest building, map out in your mind what this virtual tour will look like when it’s finished. Identify the key elements of your design and what your audience – students? target media contacts? – will find interesting, innovative and unique.
Write it down. Based on your vision, write up a basic script for your video. Writing down a simple script will help you organize your thoughts and ensure you end up with a focused, effective video. Obviously, if you’re highlighting specific design features along your virtual tour, you’ll want to point those out and briefly mention any challenges or issues involved.
Plan your shoot. Make sure you schedule your shoot ahead of time and plan for the site to be camera ready and staged the way you want it to look on filming day. Put together your own crew for the shoot: someone to film you and someone to help keep interruptions or distractions away from “the set” during filming.
Lights, Camera…Action! The day of the shoot, make sure you have plenty of time to film your video, and don’t rush. Make sure to test the video for sound quality and light for best results. Try to film two or three takes so you’ll have more options when editing.
Edit your video. Upload your footage to desktop editing software – such as Apple’s iMovie or Microsoft’s Windows Movie Maker – and edit your final video. Use transitions (fade in, fade out, etc.) and titles to make your video look more professional. Try to keep your final product to under 5 minutes. If you need more time, split your virtual tour into parts (Virtual Tour Part 1, Part 2, and so on).
Distribute your video via social media and your website. Once your video is complete, upload it to a YouTube or Vimeo channel. You can make the video private until you’re ready to show it to the masses. When you’re ready to share it, make the video public and e-mail a link to your channel to everyone you want to view it. This is much easier than trying to send out the actual video file – which will likely be too large to e-mail anyway.
You’ll also want to tweet the link of the video on Twitter and post it to your other social media profiles such as LinkedIn and Facebook. Don’t forget to use creative hashtags and key words to get your videos trending.
Finally, post the video on your website. Since your video actually “lives” on YouTube/Vimeo, you can easily have your web developer create a page on your website where the video will play directly.
When posted to your website and shared via social media, videos are an effective, dynamic – not to mention fun! – way to showcase your work and your brand to the world.
In this month’s series of posts, we’re exploring the effectiveness of materials outside of photography. We’ll give you tips on how to increase your outreach using materials from different mediums ranging from visual to printed. Take a look in the following post to see how investing the time to write a book can improve your integrated communications program and help you to build influence.
By Dr. Tami Hausman
So you’re an architect, and you design buildings, but you want to…write a book? Well, you’re in good company. Throughout history, architects have a rich tradition of writing and publishing. Think of The Ten Books of Architecture by Vitruvius or The Four Books of Architecture by Andrea Palladio. In more recent times, some of the busiest architects have been the most prolific – such as Le Corbusier or even Rem Koolhaas.
Writing a book is, admittedly, a big undertaking. In a world of texts and tweets, it can seem a bit anachronistic (you might be asking: does anyone actually buy books anymore, much less read them?). Well, they do, and the time that you put into writing a book can be well worth the payoff.
Books make a great part of your integrated communications program and help you to build influence by establishing your firm’s position in the marketplace. They can also increase your brand awareness, be a strong sales and marketing tool that generates new prospects, and set you apart from your competition – through your design, ideas, approach, people, etc.
We at Hausman LLC are big advocates for the printed page. We also believe that – for greatest effect – you must be strategic. So, before you get started, here are some of the things that you’ll want to have in place:
Your reason for writing the book. A book is a big investment in time, money and resources. So you need to be clear about why you’re doing it: do you want to celebrate a milestone, such as an anniversary, highlight an area of specialty, or talk about a proprietary approach or process? These are all good reasons, but you need to pick one, and then stick to that decision.
Your topic and format. Many books by or about architects are monographs. Monographs are extremely useful, as they can put you on the proverbial map. They are good ways to demonstrate that you have a strong portfolio of work, or that you have been in business for a specific length of time. But consider this: you also write a book about a particular project type in which you excel; one standalone, great project; or even an industry trend. You’ll also want to think about the size of the book and its format.
Your timeframe. Books can take a long time to write, design, edit, print and publish. So be sure that you plan ahead. Even if you assign one person to the project, you will invariably need a good, concentrated team of people to get the job done. You’ll also need to factor in a lot of principals’ time. Before you start, make sure you clear the decks.
Your authors. A book can be written by one person or many people. You may already have some content on hand but, in most cases, you’ll need to generate a lot of new text. Someone will have to fill in the gaps. You can enlist a team of people on your staff, write it yourself, or hire a ghostwriter.
Visual material, including – but not limited to – photography. Whatever kind of book you write, you’ll need visual material. It is best to have this on hand before you start. So, if you need to dig through your archives and scan old images, then don’t delay. If you need to create new presentation materials or new renderings, get them started before you set the wheels in motion. You don’t want the images to hold up production.
Your publisher. There are a number of different publishers from which you can choose. Some of the most common include: Images Publishing Group, Oro Editions, Princeton Architectural Press, The Monacelli Press, and Wiley. They all have different fee structures and conditions, so take the time and do your research to find which one is the best fit.
Last month’s theme explored the importance of incorporating a broad range of strategic tools to communicate about your firm. Another effective approach to promoting your projects is to use drawings, renderings, diagrams, and other visual representations.
You probably have lots of drawings, elevations, site plans, and diagrams you’ve created for projects to show to clients during the design process. These materials can also be effective tools to use when promoting your projects.
Photographs are essential tools for promoting projects, but sometimes they don’t completely capture a project’s design. To communicate a building’s function or to magnify the less obvious design features of a project, try using drawings and diagrams.
Cross-sections. A drawing that shows a cross section of your project is an effective way to show detail. Showing a cutaway view of the interior helps magnify specific design elements that might otherwise be hard to express with photography or in a press release. For example, if a journalist wants to describe the challenges of a staircase reconfiguration, a cross-section drawing can help illustrate the stair’s design.
Diagrams. Using an architectural diagram is beneficial for illustrating how your design works. If you pair a diagram to a description in a press release that uses more technical language, the language can become more digestible for a journalist. Visual clarification of the more complicated features of a project helps the press better follow along with what design challenges took place, and in turn convey the subtle aspects of your project more accurately. Just remember to keep your diagrams simple and easy to follow.
Renderings. As you know, renderings give a clearer picture of what your building will eventually look like and illustrate the complexities of your design. Use renderings as supplementary press materials to actively engage the media about your project even while your project is still under construction.
Site plans. As you are aware, sharing a bird’s-eye view of a building with the press can offer a glimpse into your design process by providing a more comprehensive view of a project. In contrast, a photograph captures only a specific part, so it is helpful to include a clear site plan that provides an additional perspective. Enhancing a site plan with colors to differentiate areas can help a journalist more easily understand a building’s layout and design.
Keep in mind that while drawings tend to sometimes be overshadowed by the conventional appeal of photography, they also serve as highly effective communications tools for your projects. Drawings are essential for your design process, but they are equally important to share with the press to highlight your project’s exceptional design features!
Brien McDaniel is the Director of Communications and Senior Associate of FXFOWLE Architects, a firm committed to innovative design inspired by urbanism, technology and sustainable strategies. He has over 20 years of communications, media relations, and special event management experience for higher education and cultural institutions, and architectural practices
by Brien McDaniel
Now that you’ve planned wisely and pinpointed your targets, you need to create a perfect pitch to engage your clients and audiences. Each new building, project win or milestone, and design award your firm receives can be a significant opportunity to increase your visibility and advance your brand – if you have the right story to tell.
Here are a few tips that can help you create a successful pitch:
Set-up the Pitch / Position the Story: Before you pick up the phone, send an email or draft a newsletter, you need ask some basic questions: “Is it newsworthy?”, “Does it have value and advance my brand?”, “What do I want to accomplish?” and “What about it will be of interest outside my firm, especially editors?” In order to create a more compelling and relevant story to pitch to the press, research your project to gather background information and material, develop a topical news angle and a few key messages, and then secure an expert spokesperson.
The Pitch: Now that you are ready to pitch, you should decide which publications and outlets to contact. Don’t forget to research what type of stories the publication publishes and the editor/reporter covers. One of the best ways to do this is through social media. Create a personal account on Twitter and follow all of the publications you want to pitch, and don’t forget to follow editors and reporters. It will give you a good idea of the types of news and stories they pursue and publish. When you are ready to pitch, keep these suggestions in mind:
- Email your pitch, follow-up with a phone call or another email a few days later.
- While on the phone with the editor or reporter, be sure to resend your pitch – don’t make him/her search for the email you previously sent.
- Pitch the story, not the project (or your firm).
- Keep your pitch brief and focused; pitch only one idea or news angle.
- Once the article is published, don’t forget to say “thank you.”
Build Influence / Increase Visibility: Although the A/C/E industry is moving away from traditional press relations, there are many options for communicating your news and content across multiple platforms. From 140 characters, a 1,000-word press release, an e-newsletter, a personalized e-mail pitch, or self-publishing, you can use a variety of strategic approaches to effectively build your influence and increase your visibility across all media outlets.
Lessons Learned: Each publicist has his/her own approach, and there are no set rules or guidelines. But I keep the following in mind for each story, event, initiative and project milestone I pitch. I hope it just might help you pitch perfectly, too.
- Think 360° – Each project has multiple angles, don’t settle on just one.
- Do your homework – Read A/C/E publications; ask your clients what they read; follow your favorite editors and reporters on social media.
- Do most of the work for the editor/reporter. Be organized. Be available. Be thorough.
- Expand your communications team to include subconsultants, client PR consultants and, in some cases, the client. This will (1) strengthen your message (2) provide consistency in messages and images (3) broaden your reach (4) and add depth to your story.
- Let go of the control (i.e. social media). Once you put it “out there,” it’s “out there.”
- It takes a long time for things to happen quickly; opportunities don’t end when the milestone is over.
This past spring, Dr. Tami Hausman participated in a panel at SMPS Northeast Regional Conference (NERC) that discussed the rapidly changing landscape for marketing in the A/E/C industry. The other panelists included this month’s featured guest bloggers, Kirsten Sibilia, Principal of Dattner Architects and Brien McDaniel, Director of Communications at FXFOWLE.
In this next post, Tami shares proven communications strategies that help firms effectively build influence in the A/E/C industry and attract new clients.
By Dr. Tami Hausman
Now that you have created your mission and vision, you’re ready to align your outreach program with your strategic goals. You want to give people information about your firm that highlights your expertise. Above all, you need to know your audiences so you can focus on where you want to get published and what you tell people about your firm, your projects, and your experience. The most successful outreach is proactive, compelling, and targeted to client groups.
Here are a few tips that can help get you moving in the right direction:
- Drop the jargon: it’s really important to create messages that differentiate your firm. At the same time, you must be able to clearly explain what you do to potential clients who may not understand your field. Business expert Stanley Bing defines jargon as “a business-specific term that implies knowledge of the subject and also injects unnecessary complexity into the utterance for the purpose of 1) obfuscation and 2) showing off.” So, if you want to engage potential clients, don’t use it.
- Write a story: people remember stories much more easily than straight facts (let’s face it: did your parents read you the newspaper every night when they tucked you into bed, or a fairy tale?). Every firm has its own story that relates to its particular DNA. At the same time, every project that you work on has multiple stories as well. It’s easy to think of the design or technical story – that’s the most obvious, but there are many more! Get creative.
- Grab attention: Look, we’re all bombarded by media these days, from e-mails to voice mails to social media. Before you send out a press release – or any other news – ask yourself: what would grab the attention of the media? What is the one key idea behind your project? If you can’t come up with a good headline, then maybe you need to go back to the drawing board.
- Teach, don’t preach: Your goal is to engage your clients and audiences – not talk AT them. Good communication is a conversation between people. And the best way to do this is to provide information that your audience doesn’t already know. They will walk away with more knowledge and you will walk away with a captive audience interested in hearing more.
Finally, we at Hausman LLC feel that the way to gauge whether or not a public relations plan is working is if you’re no longer having to reach OUT to other people. You can tell that you’re getting your name in the right places when people hear about your firm and come to YOU.