Insights
5 Lessons from 10 Years of Coaching A/E/C Teams
Daily Journal of Commerce
By Scott Johnston, March 5, 2024
The shortlist is out, and your team is in. Maybe you were expecting it, or maybe it’s a pleasant surprise. Either way, the clock is ticking. Most of your team are on jobsites at current projects. Some have worked together before, while others have not. Hopefully, one or two are familiar faces to the client. Now it’s time to rally the troops.
Johnston Training Group is now Johnston Framework
By Scott Johnston, May 16, 2023
Learn why JTG is now Johnston Framework, how a new offering originated, and if the company could be a three-generation business.
Business Development at the Crossroads
Daily Journal of Commerce
By Scott Johnston, January 12, 2023
A new year starts with resolutions—hit the gym, get organized, maybe learn a new language. For A/E/C firms, the new year often means business development swings into high gear. We interviewed six local firms (and longtime clients) to get their take on the past, present, and future of business development.
Seven A/E/C Interview Challenges and Solutions
Daily Journal of Commerce
By Scott Johnston, June 23, 2022
After two-plus years of mostly virtual or masked, socially distanced interviews, selection panels have returned to evaluating teams in person (mostly). For those out of practice or participating face-to-face for the first time, A/E/C interview challenges can be daunting: less time between notification and interviews, COVID-19-fueled date and personnel changes, and teammates who are working remotely and not able to practice in person. Read seven challenges and solutions for those returning to, or facing A/E/C interviews for the first time.
A/E/C Selection Panels and Firms Share What Wins (and Loses) Virtual Interviews
Daily Journal of Commerce
By Scott Johnston, January 14, 2022
Johnston Training Group recently surveyed dozens of local A/E/C firms and client selection panelists to learn what’s working and what’s not, and to identify best practices. Read the article for insights from people from both sides of the virtual interview table at the UW, OAC, Parametrix, Hensel Phelps, FORMA, and more.
The 5Ps for Winning A/E/C Project Interviews
Daily Journal of Commerce
By Scott Johnston, September 9, 2021
Your team was the most experienced, your people were the most qualified, and your firm is expert in this type of project—yet you lost. Why? In JTG’s experience coaching A/E/C teams and surveying selection panel members, five clear themes emerge as the foundation for winning interviews: Purpose, Passion, People, Process, and Price. Read how to align all five as you prepare your team for upcoming project pursuits.
Is Your A/E/C Team's Language Undercutting Their Expertise During Interviews?
Daily Journal of Commerce
By Scott Johnston, June 17, 2021
Have you met Tentative Ted, Passive Patrice, and Reactive Riley? They appear regularly in front of A/E/C selection panels and undercut their expertise with weak language. Find what to look for and how avoid the words that “kinda” send a mixed message.
Unmute Your Business Development
By Scott Johnston, April 27, 2021
As we dip our vaccinated toes into the shifting new normal, reestablishing and expanding relationships that bring in work are critical for A/E/C firms to succeed post pandemic. The business world is slowly reconnecting in person. Now is the time to empower technical professionals with the skills they need to develop future opportunities.
Three Ways to Create Interaction in Virtual A/E/C Interviews
By Scott Johnston, January 8, 2021
Create genuine conversations and make a connection with selection panels over Zoom and Microsoft Teams.
Five Lessons from 10 Virtual A/E/C Interviews
By Scott Johnston, September 10, 2020
The right way to prepare for virtual A/E/C Interviews
One A/E/C Interview Tip in Two Minutes (or Less): Put Your Best Foot Forward in A/E/C Virtual Interviews
By Scott Johnston, June 1, 2020
See the difference between good and bad lighting, eye connection, sound, enthusiasm, and how small changes add up to a big difference.
One A/E/C Interview Tip in Two Minutes (or Less): Powerful Introductions
By Scott Johnston, May 23, 2020
See the difference between good and bad lighting, eye connection, sound, enthusiasm, and how small changes add up to a big difference.
One A/E/C Interview Tip in Two Minutes (or Less): Table Stakes vs. Secret Sauce
By Scott Johnston, March 28, 2020
Learn how to differentiate your firm in front of selection panels during A/E/C project interviews.
Five Tips to Master Virtual A/E/C Project Interviews
Daily Journal of Commerce
By Scott Johnston, March 26, 2020
A new year starts with resolutions—hit the gym, get organized, maybe learn a new language. For A/E/C firms, the new year often means business development swings into high gear. We interviewed six local firms (and longtime clients) to get their take on the past, present, and future of business development.
Four Ways to Make A/E/C Project Interviews a Winning Conversation
Daily Journal of Commerce
By Scott Johnston, January 23, 2020
Learn how to get selection panels talking during interviews to better understand and respond to their priorities.
Clear Communication from Project Vision to Completion
Daily Journal of Commerce
By Scott Johnston, September 19, 2019
Learn how JTG strengthened the communication skills NY-based Paratus Group counts on to guide cultural institutions through the challenging design and construction process.
What Role Does Gender Play in A/E/C Interviews?
Daily Journal of Commerce
By Scott Johnston, July 25, 2019
Learn how JTG enables A/E/C technical professionals to navigate the gender minefield as they prepare for and participate in project interviews.
Design-build, GC/CM or design-bid-build: What's the best delivery method for your project?
Daily Journal of Commerce
By Scott Johnston, April 28, 2019
What’s the best delivery method for your project? An interview with Dan Chandler at OAC Services.
What Makes or Breaks Design-Build Projects?
Daily Journal of Commerce
By Scott Johnston, February 21, 2019
Learn the ins and outs of design-build in the interview with Bill Kent, FDBIA, Market Executive at Mortenson Construction.
New Stage for Business Development: Sets, Costumes, Humor
Daily Journal of Commerce
By Scott Johnston, November 29, 2019
A major event was about to begin on an atypical Thursday afternoon at BCRA’s Tacoma office. A project manager was lying on a couch, eating popcorn, on a makeshift set at the front of the big conference area. Twenty judges’ chairs (holding clipboards with evaluation criteria) were angled in front of the set with 50 chairs behind for BCRA staff.
UW’s Integrated Design-Build Approach Is Changing How A/E/C Teams Prepare for Interviews
Daily Journal of Commerce
By Scott Johnston, July 19, 2018
“The interview process for IDB projects at the UW has been incredibly valuable,” says Tatge. “By meeting at either the architect’s or contractor’s office with a less structured format, we better understand how the teams interact with each other and what they will be like to work with. It also allows us to get a feel for team chemistry.
Four Powerful Introductions for A/E/C Project Interviews
Daily Journal of Commerce
By Scott Johnston, April 12, 2018
When A/E/C professionals start with a “name, rank, serial number”-type statement, they miss an opportunity to differentiate themselves from the other shortlisted teams right out of the gate. Here are four powerful types of introductions that will make a great first impression at your next interview.