have you ever wondered why it’s so painful to lose the projects you just know should be yours?

Short description:

Learn why more and more organizations are struggling to remain relevant in some clients’ eyes and feel more and more commoditized. Learn to apply proven tactics, strategies and approaches to high-impact, communication that lead to more “yesses”. Learn to keep the clients you have and attract the ones you want.

Abstract:

Leaders of organizations everywhere have complained for years about becoming commoditized, even about becoming irrelevant. As the economy heats up and the pace of change increases, commoditization will become even more pronounced.

It’s time to understand why this is happening and disrupt the trend.

●      How many times have you made the short list and realized you’re just like everyone else?

●      How many times have you lost to the cross-town rival or out-of-town expert?

●      How many times have you won the project only to get your fees beat down?

With a little understanding of how your client’s brain works, you can change all that.

As amazing and powerful as the brain is, it's primitive and predictable in how it makes decisions. During this session, you’ll learn the distinct process, speed and emotional triggers needed to help your client’s brain understand what you do, value what you do, and say yes to what you do.

Learn the secrets and steps to help you drive more “yesses” than your competition and the three keys to driving fast-action. If you violate any of these “brain rules”, you run the risk of becoming commoditized and taken out of contention.

This session is a must for those who present and pitch for your company’s biggest opportunities. If you don’t come; let’s hope your competitor doesn’t either!

Learning Objectives:

  1. After attending this session, participants will be able to explain how the brain processes information and why some pitches resonate with their clients while some do not.

  2. After attending this session, participants will be able to develop three compelling reasons when their prospects ask “Why you?”.

  3. After attending this session, participants will be able to analyze past presentations and talking points and revamp them to be more resonate and persuasive.

  4. After attending this session, participants will be able to explain how the speed of pitching and deal making affects their overall success.

Speaker Bio:

Jeff Echols - President - echoEngagement

The biggest threat to any organization is becoming a commodity in the eyes of their clients and prospects. Jeff Echols has the unique ability to drill to the heart of an organization to find the unique advantages that drive relevance in the eyes of the most important audience: the organization's clients and prospects.

In times of velocity and uncertainty, Jeff’s unique experience earned over more than two decades in the A/E/C industry is a calming force that helps leaders understand how to win in today’s highly competitive, commoditized arena by clearly communicating solutions your clients truly value.

Jeff has shared his humorous and lively speaking style in venues ranging from Conference Rooms and Council Chambers to Regional and even National Convention stages … he even had the opportunity to speak at an IndyCar factory.  

His speaking clients have included American Council of Engineering Companies (ACEC), American Institute of Architects (AIA), Associated Builders and Contractors (ABC), Construction Specifications Institute (CSI), Professional Services Management Journal (PSMJ), and Society for Marketing Professional Services (SMPS).

During Jeff’'s session, you will learn why architects struggle to remain relevant in some clients’ eyes and feel more and more commoditized. You will learn proven tactics, strategies and approaches to high-impact, communication that lead to more “yesses”. Learn to keep the clients you have and attract the ones you want.

Speaker contact information:

Jeff Echols - President

echoEngagement
5222 E 9th Street
Indianapolis, IN  46219

www.echoengage.com/
jeff@echoengage.com

317-408-4322