Why Inspiration Matters

Research proves that inspiration matters when it comes to achieving goals.  But in corporate cultures driven by performance-driven thinking, it is easy to dismiss the important role of inspiration. 

Inspiration has been proven to facilitate progress toward goals and to be a strong driver of productivity. Most importantly, studies show that the trigger of inspiration is exposure to inspiring mentors, role models, and heroes. 

Think about this: Is there anyone out there that inspires you – one who can put a little oomph in your step starting today?

BluePrint Consulting invites you to read more about how Robin Miller – New York Times Best Seller, TV Personality and busy mom – was inspired by her mentor to achieve success.
 
The Key to Success Often Comes From a Little Inspiration
By Guest Author Robin Miller

I’m Robin Miller – food writer, cookbook author, blogger, vlogger, TV personality, spokesperson, nutritionist, restaurateur, and busy mom of two amazing boys. Seems like a lot when written out like that... I’ve spent 25 years pursuing my dream, in an industry I adore…As did my hero and mentor – my dad.
 
My father, Francis G. Vitetta (Frank), created Vitetta Group (and subsequently VITETTA), an architectural and engineering firm known for designing and renovating numerous important structures and landmarks. But my dad was more than just an architect; he was a civic and political leader, Air Force veteran, and devoted family man. My dad’s compassion and drive were palpable, every moment of every day, and his imprint impacts my professional and personal life on every level.
 
 
Creativity and Passion
Architecturally, my dad created public structures of efficiency and functionality, many of which added beauty to the Philadelphia landscape. VITETTA is known for the Pennsylvania Convention Center, the Philadelphia Justice Center, the restoration of Philadelphia City Hall, Independence Hall, the Pennsylvania Academy of Fine Arts, the Academy of Music, and the old Bellevue-Stratford Hotel (currently the Fairmont).
 
But there’s more. My dad regularly served the civic goal of historic preservation. He cherished this work – preserving what’s important and meaningful. What I loved most was how he described the unique challenges of renovating prized historical sites, such as Independence Hall. VITETTA was hired to manage the replacement of the building's ancient HVAC, fire and security systems. He once said, "We pay a lot of attention to hiding things and making things disappear.” During the work, air-conditioning, lighting, heating, and electrical work needed to be installed without disrupting the essence of the landmark. He likened this task to asking a surgeon to do a heart bypass without breaking the skin.
 
The work was completed while keeping the national shrine open for the 3 million US and international tourists who annually walk through its halls. Clearly, this was more than just a “job”. The building and its visitors held a special place in my dad’s heart, and his work reflected that.
 
What holds a special place in your heart? Hold it close and never lose sight of what matters most.
 
Marketing
My dad always valued the importance of marketing, even though he often mentioned that, to many architects, marketing their services was beneath them. He once told a class of architecture students at Temple University, "Architects often put the aesthetics of their profession ahead of marketing; for many, marketing has always been a no-no, and some may still feel it is inappropriate." He added, “But without clients, architecture is useless, makes no sense, and is not fulfilling."
 
He warned the students, "You can be the best architect in the world, but not build anything."
 
Whether at golf outings, trade shows or political fundraising events, my dad always touted VITETTA’s capabilities in planning and designing facilities in the areas of health care, education, criminal justice, and historic preservation.
 
As a result, I am always thinking about how my expertise (whether it’s nutrition advise or meal planning) impacts the people around me. I’ve written 10 cookbooks, partake in public relations and marketing events regularly, teach cooking classes, and host speaking engagements where I respond to people’s questions on a one-to-one basis. Although our professions are clearly different, our goal is the same: if you have a service that meets people’s needs, let them know about it.
 
Leadership Built on Character and Compassion
My dad was an effective civil servant and leader – he served the Lower Gwynedd Township and Old York Road Country Club, lent his expertise to the Korean War Memorial for Veterans, and served on the Boards of the Civil War Underground Railroad Museum and Drexel University. Because he was an excellent listener and negotiator, he was relied upon as an expert arbitrator and consultant for the American Arbitration Association.
 
One of my proudest moments was when my dad was awarded an honorary doctorate from Arcadia University for his service as a trustee and benefactor. He served Arcadia in honor of my sister, Stacy, service which reflects his dedication to his own, and others’, life-long learning. This legacy is the quintessential example of his generosity and service to benefit others, whether it’s family, friends, or the greater community of Philadelphia. His warmth and works are felt by many, and I strive to live by his extraordinary example. I often think, “Have I given back lately?”
 
What I learned from my dad was this – the most effective leadership style is one that includes the “team”. He was strong yet flexible, resolved yet open-minded, authoritarian yet playful. All employees and colleagues knew that their opinion mattered, and the environment around him was always enthusiastic and proud. I know this because, before I became a nutritionist and food writer, I worked for him for many years. He was trusted and honored. He inspired us all. 

Who inspires you to reach for your goals?



Robin Miller has been a TV personality, food writer and nutritionist since 1990 and she is the author of ten books, including Robin Takes 5 and the New York Times bestseller, Quick Fix Meals. Her popular show, Quick Fix Meals with Robin Miller, aired on Food Network for 5 years.  Robin’s weekly food cover story appears in the Arizona Republic and her column, Robin’s Rescue, and associated videos can also be found on the site. Robin recently opened the Smart Carb Café, a gluten-free, smart-carb, fast casual restaurant located in the Merchandise Mart in Chicago, Illinois. She has plans to open a distinctive, unique and fine-casual restaurant in Scottsdale, Arizona in the fall of 2016. Currently, Robin appears on local, network and cable television. Programs and networks of particular interest include CBS This Morning and the Today Show.

By Wayne O'Neill, Guest Author

Leadership teams may miss revenue opportunities hiding in plain sight.  This is not referring to last minute RFPs or RFQs popping up in your Inbox. It is about meaningful occurrences taking place within your target client’s industry and team.
 
Meaningful why?  Because these opportunities are specifically focused on intelligence that provides clues and context into the factors driving decision-making around buying decisions. And here’s the twist. These events are often so subtle that even the sharpest executives and business development teams miss them.

BluePrint Consulting invites you to read more about how Wayne O'Neill and his Team at RESET coach their Clients to find these important opportunities to grow revenue.
 
 
What We Don’t Focus on, We Don’t See
 
There is an interesting show on National Geographic TV called Brain Games. In one episode, they did a segment that tests a person’s spatial awareness:  https://youtu.be/iiEzf3J4iFk
 
I found a parallel between this Double Dutch jump roping exercise and what our clients experience when studying their markets for new business development opportunities.
 
So often, we are focused on the “big stories.” For example, along the Gulf Coast, all of our news during the past year has focused on the decline of oil prices and the subsequent layoffs and budget cuts across the energy sector. The sheer volume of these stories leads many to believe that opportunities for revenue in this part of the country are bleak.
 
But what about the Chemical market? Or the Healthcare industry?
 
Because the media focuses so heavily on oil and gas, most people miss that there is still vibrancy and growth taking place in those two industries. Sure, they're not the Goliath of the oil and gas market, but they are very relevant.
 
Know Your Market to Open Your Eyes
 
In any industry, there are Business & Political issues that are shaping the market and subsequently creating scope opportunities. At RESET, we have created a methodology that teaches our coaching clients how to sustainably identify those issues and subsequently shape work that is “hiding in plain sight” every day.
 
It’s about tracking 5 key areas for each market segment: stakeholders, staff, competition, customers, and the business model. Lying within those areas is all of the intelligence (news, substance, clues, content, occurrences, trends, and data) you need to grow revenue.
 
This intelligence lies in LinkedIn profiles, news articles, board meeting minutes, at events and conferences, and in subtle conversations within teams. It takes discipline, process, and patience to identify and gather intelligence on an ongoing basis. Finding these seeds of revenue opportunity isn’t easy. But if it was easy, wouldn’t everybody be doing it?
 
And most importantly, it is critical you work together as a team to see all the various parts of a moving marketplace. Remember, we can only see what we are focusing on. By involving various members of your team – across departments and different age groups – you will broaden your lens and ability to spot intelligence.  
 
Learn More at SMPS Build Business Conference
 
If you’re interested in learning more about the methodology we use to consistently identify and shape opportunities for revenue hiding in plain sight for hundreds of executives and business development teams, we invite you to attend the breakout session, “Revenue Hiding in Plain Sight,” on Thursday, August 11, at 1:30 p.m. in Philadelphia during the SMPS annual conference.
 
The RESET team is also hosting a 4-hour Rapid Fire Interactive Event in Houston on September 27th. We invite you to attend, and learn first-hand how to implement our methodology.​

​

​Wayne O'Neill is Founder and CEO of RESET.  He and his team bring a proprietary coaching methodology to help leaders and businesses connect across the country.  

Wayne brings 25 years in the project delivery industry as a national and regional account manager for such companies as PSA/Dewberry, Bovis, and Gilbane Building Company.  ​Wayne believes that the traditional linear sales and marketing model does not work in today’s marketplace. He addresses this problem by coaching a variety of levels in a firm to connect with targeted, Smart Clients instead. Service providers achieve multiple, sustainable, profitable streams of revenue from smart owners; and owners achieve the flexibility needed to adapt in today’s evolving markets by identifying and leveraging the untapped sources of liquidity uncovered by smart service providers.

Raise your Sales Success Rate by Avoiding this One Big Mistake.
by Matt Handal, Guest Author

Have you ever had a meeting with a potential client that just went south? The client looked at you like you were crazy or maybe stopped it earlier than you hoped.  You’re left wondering what happened. You did everything right. You had your message. You had the right material. But something clearly went wrong.
 
Wouldn’t it be nice if you could prevent these kinds of client meeting disasters? You can, but only if you stop making one big mistake.  
 
Whether you're a seasoned business development or marketing professional, or someone just beginning a career in BD, a bit of wisdom can help you avoid mistakes that could not only kill a sale but also your career. 
 
Read more as Matt Handal - seasoned marketer, author, speaker and guest blogger at the BD Blog - shares an experience about when a client threatened to walk out of a meeting he was in and explains what that one big mistake is and how you can avoid it.
 
This Client Meeting Went South Real Quick 

I am Matt Handal and it was 2001. It was the post-Y2K era. Cell facilities and data centers were popping up all over the place. Nobody predicted the impending “dotcom” bubble bursting.
 
I was working for a mechanical/electrical/plumbing designer. I was the marketing coordinator for their pharmaceutical and central utilities groups.
 
We had arranged a meeting with the director of construction for a large pharmaceutical client that we hadn’t worked with before. They were planning a new research lab building. And we thought their director was coming in to hear us pitch.
 
We had our pitch well planned. The pitch revolved around what we called “six nines.” That’s an electrical and mechanical system that was up 99.9999% of the time. This is the kind of reliability data centers required because they have to run 24 hours a day.
 
This pitch was really going to impress our client. And I was going to sit there and watch our lead designers and senior vice president knock this guy’s socks off.
 
The Client And The Curveball 

But then the potential client showed up. He had a roll of preliminary drawings under his arm. He walked into our conference room, rolled out the drawings onto the table, and proclaimed, “Here’s my project. What do you guys think?”
 
Nobody was prepared for that. I saw my guys squirm. The senior vice president started explaining the “six nines” and how that would benefit his project.
 
“We really don’t need that,” he explained as he pointed to a closet that was to hold the handful of servers the research team needed.
 
So my boss rambled a little more. But then he went back to his pre-determined pitch, the six nines.
 
The client started to look frustrated. I had to save my boss. I thought that we needed to shift this conversation...and we needed to shift it quick. Six nines is for data centers. This guy is focused on the research aspects, I thought to myself.
 
So, I did something that, in retrospect, wasn’t the wisest thing to do. I, the fresh-faced boy who had never pitched a client, opened my mouth.
 
“Well,” I said to my boss. “Maybe you can explain the types of facilities that need six nines and those that might not.”
 
I had done it. Now my boss could take that and pivot away from the six nines. I imagined myself being paraded around the office by my peers for saving the day.
 
“I have no idea what you’re talking about,” my boss said to me with a straight face.
 
Then the client said something I will never forget.
 
“If I hear about six nines one more time, I’m going to take these drawing and walk out the door.”
 
The Breakthrough Concept 

It wasn’t until years later that I truly understood what we did wrong. And it’s a mistake that I see people making on a regular basis.  It’s based on a concept that seems easy enough to understand but is extremely difficult to believe.
 
You can’t create a desire for your service or product.
 
Let me repeat that in a different way. You can’t sell someone something they don’t already want. You can only align their existing desires with your service or product.  That’s very hard to believe because you probably think people sell us stuff we don’t want all the time, right!? We’ve all heard about people who can sell water to a fish and prescription glasses to a blind man.
 
Well, it doesn’t work like that. Want to test it? Try to sell me some cat food. I don’t have a cat. I’m not going to eat cat food. Try to sell me cat food.
 
Looking back at our meeting, the client didn’t desire increased reliability. To make matters worse, we had no idea what he desired. Truth be told, we didn’t care what he desired. We had a bullet in the chamber and we were determined to fire it.  
 
Are You Making This Fatal Sales Mistake? 

Over the last 15 years, I’ve seen people make that fatal mistake over and over again. They develop their sales message, load it into the chamber of their gun, and run around trying to shoot clients.
 
They make no effort to find out or even consider their potential clients’ hopes, fears, and dreams (i.e. their existing desires). And since they aren’t aligning their sales message to those hopes, fears, and dreams...they end up trying to sell the client something they don’t desire.
 
Sure, if you search long enough, you’ll find some blind man that wants to buy prescription glasses. Maybe he just likes the way wearing prescription glasses makes him feel. But 99.9999% of the blind men you try to sell to simply won’t buy. Some will even get annoyed with you.
 
Raise Your Sales Success Rate 

If your sales message does not consider the hopes, fear, and dreams of your potential clients...selling is going to be difficult for you. You’ll meet such resistance that you’ll probably hate doing it.  But if you align your sales message with what your clients truly desire, selling will be far easier and you’ll be far more successful.
 
Now, you can always hire someone to uncover the hopes, fears, and dreams of your clients. Or you can do it yourself by meeting with potential clients.
 
If you want to tackle this yourself and would like a head start, check out my post on the exact scripts I use to get meetings with extremely busy people.

Welcome to the BD Blog!  

A conversation about competitive strategy, marketing and business development dedicated to the Architecture, Engineering and Construction Market.  Each month we will provide insights from our own experiences as Business Developers in the A/E/C Market, and we invite some of our Industry’s best sales and marketing professionals to share their thoughts as guest contributors.

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