The Shortlist

Disclaimer: This episode contains blatant stereotypes and generalizations of both "math people" and "art people." You know, math people are the technical staff in an AEC firm who love Excel pivot tables and work through mathematical story problems just for fun. On the flip side, you can find art people sketching out a logo, swiping through Instagram stories for home garden insp...

Proposal cover letters are tricky. Sometimes they aren't scored, but more often than not, they impart a critical first impression. So why are they frequently approached as an obligatory, blasé introduction when the selection panel is looking to be inspired, entertained, and informed? In this episode, Allison Tivnon shares five key elements of effective cover letters that will distinguish your...

If proposals are at the heart of your day-to-day work life, you are likely in InDesign a LOT. But the tough truth is that many proposal coordinators don't enter the profession with formal training in layout and design. Many of us learn on the job and (let's face it) kind of make things up as we go! Have a nagging suspicion that you're spinning your wheels? That there are more effici...

Do you have staff attending an interview who've never laid eyes on the proposal? Does a key member mysteriously disappear when it comes time to rehearse? Got a 70-slide PowerPoint for a 20-minute presentation? If you're nodding your head at any (or al) of these, start waving those red flags! Join Allison Tivnon and Wendy Simmons as they commiserate, laugh, and offer solutions to the oh-s...

Business writing typically falls into one of four buckets: informational, instructional, transactional, and (every marketer's favorite) persuasive. And unlike in storytelling, where descriptive words help paint a vivid picture, the goal of effective business writing is to communicate clearly and concisely to ensure that your message is delivered. Join Rachel West and Wendy Simmons as they hig...

Love them or loathe them, the virtual interview format is here to stay. While we advocate for the in-person interview above all others, we are thrilled to bid farewell to the dreaded phone interview, and see genuine value in the current virtual hybrid that allows team members and project partners alike to contribute and engage with the interview panel. In this episode, Wendy Simmons and Melissa En...

In every shortlist interview,  there are several essential characters that need to be present. Each team member—whether they serve as the Opener, Closer, Director, Time and Money Guru, Segue Artist, or Teaming and Diversity Expert—plays an important role in bringing home the win. Once you've decided who will be wearing which hats, how do you curb distracting personality traits such as the Jok...

Your team has been shortlisted! Now what? Who should attend? What topics should you cover? How do you deal with team PTO? And what about prep for the all-important Q&A?? It's a lot to wrap your head around and your project team benefits when Marketing takes the reigns and drafts a plan of action. In this episode, Principal Pursuit Strategist Melissa English joins Wendy to dive into the de...

You've assessed your resources with the Check-up Checklist, you've anticipated your busy months by mapping your Proposal Peaks, now it’s time for the best part: Creating the Calendar! In Part 3 of our 2022 kick-off series, Wendy Simmons and Allison Tivnon dive into the organization and execution of your annual marketing calendar. Spoiler alert! Even in the digital age, sticky notes are s...

How do you make time for internal marketing projects when it feels like your schedule is ruled by proposal deadlines? In Part 2 of our three-part series, Wendy Simmons and Allison Tivnon discuss how analyzing your Proposal Peaks can help get your marketing calendar ready for reality. With the proper tools and data, it becomes possible to visualize your upcoming year, spotting the heavy proposal se...

We're kicking off 2022 with a series of three podcasts, each to help you organize your marketing efforts for the new year! In Part 1, Wendy Simmons and Allison Tivnon discuss a key first step: the Check-up Checklist. Use this process to assess the current state of your marketing department. Where are you succeeding? Where can you improve? The checklist offers a high-level view of your teams&a...

As the year comes to a close, the team at Middle of Six is looking ahead to the trends, themes, and indicators that could shape AEC marketing in 2022. This special extended episode features a roundtable discussion between Wendy Simmons, Melissa English, and Allison Tivnon. We break down the challenges and opportunities of 2021, preview the year to come, and offer up some predictions on the continu...

Storytelling captures attention and inspires trust. Stories spark conversation at networking events, get firms shortlisted on proposals, and captivate during interviews. Many of these stories are hiding in plain sight, but how to you find them? And once you do, how do you tell them? In this episode, Wendy Simmons and Pursuit Strategist Rachel West talk about the value of storytelling and how to ca...

Having a dedicated marketing professional means your firm is thriving! But how you define and support this role is critical to finding (and keeping) a specialist who can successfully wear all the marketing hats. Drawing from  firsthand experience as lone marketers, Wendy Simmons and Allison Tivnon dish on the benefits, challenges, and unique opportunities of marketing departments of one.  CPSM CEU...

We HEART Instagram because it's a visual platform that helps brands of every shape and size share their personality and passion. But where do you start if your firm is new to the network? And how about gathering that elusive Insta-worthy content from your technical staff? We answer those questions and more in this "All things Instagram" conversation with Middle of Six's Digital...

LinkedIn, Facebook, Instagram, Twitter, oh my! Social media is firmly embedded in AEC marketing, but in this ever-changing digital landscape, which platforms are right for your company? For our first discussion on social media, Middle of Six's Digital Marketing Strategist and Graphic Designer, Allison Rose, shares a high-level overview of popular networks and her recommendations specific to A...

Sharing your expertise can feel like a daunting task. How much is OK to share? What type of information will resonate with your audience? And how do you draw out meaningful stories from your technical or field staff? Middle of Six principals Wendy Simmons and Melissa English give their recommendations to help AEC leaders and marketers stand out from the crowd and connect with decision-makers.  CPS...

When discussing major updates to your existing website, there are two paths: refresh or rebuild. Wendy Simmons and Kyle Davis talk through each option in detail, exploring what makes them different, when you might prioritize one over the other, and how to optimize your time and budget when renovating your "digital storefront."  CPSM CEU Credits: 0.5 | Domain: 5

Is it just us, or is the thought of being disqualified in the pursuit process the stuff of nightmares? Enter the Proposal Strategy and Responsibility Matrix. In this episode, Wendy Simmons and Pursuit Strategist Rachel West break down Middle of Six's pursuit planning document, sharing topics ranging from common booby-traps to best practices, to ensure you and your team are set up for success!...

AEC Marketing departments typically have too much to do and too few resources to do it. This leads to overworked staff, quality control issues, and unfulfilled department goals. So, what is the right size marketing team for your firm? Allison Tivnon talks about how to collect and leverage data to discover where your time and resources are currently going and decide where they should be going.   CP...

From speaking engagements, sponsorships, and submitting for awards to client care, public relations, and industry associations, the toolkit for brand awareness is large and a key function of the AEC marketer's responsibilities. Dig into effective brand awareness tactics with Middle of Six principals Wendy Simmons and Melissa English as we explore this topic, including assessing fit for your f...

In business-to-business and AEC marketing, there is sometimes a belief that you "don't win work from the website." But have you ever wondered if a poor web presence is costing you projects or recruiting opportunities? What if you haven't even been invited to the conversation because of incorrect contact information, broken links, online forms that go to nowhere, or worse? Enter...

What specific skill sets make for the strongest marketing teams? In part two of our conversation with Allison Tivnon, we take a closer look at developed skills and natural talents that make a great team, redefining mentorship, and what to look for when recruiting new team members.  CPSM CEU Credits: 0.25 | Domain: 6 

Meet Allison Tivnon, Middle of Six pursuit strategist and the author of Marketing at Low Tide: How to Recession-Proof Your Marketing Team . In this two-part discussion, we focus on the elements and structure that make for a successful marketing team. Whether you are a ‘department of one’ or one of many, we'll look at the skills necessary to support your firm and keep your sanity!  CPSM CEU Cr...

Marketers are often planners by nature. Or maybe by "nurture" after juggling a multitude of proposals in a reactive mode. While responding to RFQs and RFPs is a major component of an AEC marketer's role, supporting your business developers to better preposition the firm is equally important. Middle of Six principals Wendy Simmons and Melissa English discuss their experiences and ind...