In Episode 36 of The Shortlist, Pursuit Strategist Grace Takehara joins Wendy  to discuss how to infuse creativity into the proposal process. Grace shares suggestions to help rethink the typical approach to proposal responses by crafting an environment that is focused on the reader, experimenting with different storytelling mediums, teasing out which elements are "set" versus what you can control, and using simple, shorter responses to make more complex sections shine! CPSM CEU Credits: 0.5 |...

Have you ever considered working as a freelance marketer? Or been curious what it takes to launch and run a small business? Since every entrepreneur has their own unique origin story, we thought it would be fun to share some insights into the making of Middle of Six. Listen in as Senior Creative Strategist Becky Ellison takes over as host to interview Middle of Six's founder, Wendy Simmons. Find out what nudged Wendy into starting her own firm, who she was inspired by, and what advice she'd...

Whether you're a seasoned AEC marketer or just recently joined the industry, Senior Creative Strategist Becky Ellison and host Wendy Simmons are here to answer the question, 'If you could go back in time, what would you tell yourself in the first year of your career?' Becky and Wendy share specific recommendations for marketers who are still learning about the industry, refining their voice, and finding value in their fresh perspective. The two cover everything from the importance of speaking...

Once you've determined which competitors to research, now the treasure hunt begins! In Part 2 of our discussion with Allison Tivnon, we outline how to efficiently assess the competition's online presence and what to look for related to brand personality, storytelling, and online engagement. With a clear understanding of your competition's online presence and performance, you can holistically create social media and website strategies that are 'right sized'—balancing finite marketing resources...

As a general rule, we don't recommend obsessing over the competition. It's much more productive to focus on what your firm does well. But on occasion—say at the start of a new year or as part of a larger strategic planning effort—it can be worthwhile to turn your attention to a handful of companies you most frequently compete against. What is their share of voice and how is it influencing their share of market? In Part 1 of this two-part series, Middle of Six's Senior Marketing Strategist,...

Project managers (PMs) have many demands on their time, making the development of project-specific content for a pursuit challenging. As an AEC marketer, if you can get a new PM up-to-speed on marketing systems and the proposal process—and in turn, understand their role and workload—it will make for a smoother workflow and hopefully a winning pursuit! In Episode 31, Principal Melissa Richey and Pursuit Strategist Grace Takehara join host Wendy Simmons to share suggestions for new (or...

We've flipped the script on this extended episode as Principal Marketing Strategist, Melissa Richey English interviews our host, Wendy Simmons, and producer, Kyle Davis. Ever wonder what it takes to dream up, research, plan, record, produce, and launch a podcast? Well, we sure did! With the support of excellent resources, awesome talent, and a whole lot of heart and hustle, we're delighted to share lessons learned from Season 1, and a glimpse of what to expect for Season 2!

Whether you're designing your first (or 50th) org chart, revamping a schedule graphic, or finding a 'fresh' way to showcase your team, coming up with creative, compelling design requires a spark of inspiration that can be tough to find when you're on deadline and under pressure. Listen in as our dynamic design duo, Becky Ellison and Abigail Clark, give the skinny on how to maintain your creativity in the fast-paced environment of AEC marketing.

As the primary communicators of a firm's brand identity, marketing teams often take a lead role in brand management and maintenance. On occasion, it's a good practice to step away from the day-to-day and take a look at the big picture. In this episode, Wendy Simmons and Rachel West explore the components of a successful brand audit. From competitor analysis and visuals assessments, to looking at language and brand personality across digital marketing platforms—the audit can help you identify...

Trying to cultivate a BD ecosystem within your firm but have staff who believe 'business development' is not in their job description? From seller-doers, project managers and support staff to your BD/Marketing teams, everyone plays a critical role in supporting client care and the brand experience. In this episode, Wendy Simmons and Melissa English explore the fundamentals of business development—from the 'zipper' effect to quick tips and tricks to mobilize your colleagues. 

Every company has a brand identity that sits somewhere on the spectrum between bold and diluted. In this episode, Wendy Simmons and Rachel West untangle and define the five major components of brand identity including brand values, brand message/promise, brand personality, brand voice, and visual brand identity. No matter if you're working with a hundred-year-old brand or launching a startup, what are the best ways to develop and hone these elements? And who should participate in that...

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 inspiration, all while blogging about last weekend's music fest.  In this week's episode, Middle of Six graphic...

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 team from the competition.

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 efficient ways to get the work done? There are, and we can help! Join Middle of Six's graphic design team, Becky...

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-so-common missteps that can derail even the strongest proposal efforts. You can't treat a problem until you...

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 highlight the differences in writing styles and share 10 tips for better business writing. It's business...

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 English discuss the technical, physical, and emotional components of virtual interviews—from the...

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 Joker, Analytic, and Outlaw? Join Wendy Simmons and Allison Tivnon as they commiserate (ahem, discuss)...

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 details of the Interview Prep Checklist.

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 still a marketer's favorite tool. And with your priorities organized, you're ready to conquer the new year!

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 seasons before they overwhelm your department. By planning around these hot periods, you can go...

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' skills, capabilities, and needs, while also serving up action items you can tackle once you're caught...

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 continuing evolution of the AEC industry. 

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 capture the 'Why' behind the work.

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.