Page 44 - CCD Magazine - Winter-Spring 2019 Issue
P. 44

   We often joke that NO ONE in the A/E/C industry got into the business to become a public speaker. They wanted to plan, design or construct buildings and infrastructure that would have an impact. However, in today’s competitive environment, with the multitude of selection processes, our technical folks find themselves in this position quite often. Research shows, we size people up in the first few split seconds. Are you likeable? Can I trust you? Will you deliver? Then, in the next three seconds, we form a more complete perception of someone’s personality and competence. Unfortunately, these can be critical snap judgements that are made when competition is intense and time is limited. Here’s the bigger issue. If your listener makes a negative snap judgement, it is incredibly difficult to shift that person’s opinion over the course of an interview. You’re sunk before you started! First impressions MATTER! And, those first impressions start the moment you walk in the room. The way you walk, the way your team handles the set up, and the manner in which you introduce yourself to the selection committee--those first Dena Wyatt & Josh Roberts, interview and presentation coaches helping A/E/C firms win more work. Marketing Evolutions, Inc. 303-424-9462 or info@marketingevolutionsinc.com. few minutes shape how people perceive you and your team. Let’s focus on your introduction. Here is a technique to help you make a positive first impression when introducing yourself. The goal of your introduction is to connect with the selection committee in an interesting way. Be creative! Your introduction should not be your title and recapping your resume. You have 30 seconds to connect and pique their interest. Be systematic. Focus on your ROLE and what you’re going to do for them on the project. Then, quickly establish your BENEFIT and how you’ll solve their issues and add value. Then, validate it with PROOF that you have relevant expertise and can deliver on what you just promised. Remember to tie it to their projects and issues they will face. Save your most impactful statement for the CLOSE! Here’s an example: “I’m your PM, your chief collaborator and problem solver that will drive the schedule and get you in before August 1st. I understand your sense of urgency without losing quality and will dive into the details with this team to make sure nothing is missed on your fast-track job. In my 25 years of building schools, I’ve never failed to meet a completion date.” Your introduction must be convincing and memorable. For a successful first impression, decision makers have to connect with you, trust you, and believe in you quickly. The first seconds count! Stay tuned, in the next issue of Pathways we will dive into the techniques for a successful delivery of your introduction.  44 | Colorado Construction & Design FIRST IMPRESSIONS IN THE SHORT-LIST INTERVIEW  Pathways 


































































































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