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Jack’s Joke of the Day: “THE PRINCESS”

Princess

Jack’s

JOKE OF THE DAY

“The Princess”

 

There was a Kingdom, long ago, with a Princess who had a strange problem; everything she touched melted. Wood, stone or steel all melted.

The king was so concerned that he announced that anyone who could produce anything that did not melt, could have the Princesses hand in marriage.

Three Nights-in shining-armor showed up.

The first presented a sword of tungsten steel. But, when the Princess touched the sword, it melted.

The second presented a diamond. But, when the Princess touched the diamond, it melted.

The third said: “Put your hand in my pocket and touch whatever you find.” She did and it did not melt. What was it?

 

 

It was M&M’s, of course. They melt in your mouth; not in your hand.

Excerpted from How to become the “SMARTEST PERSON” in the Room. You are what you are perceived to be. Let me show you how to become a “MARKETING” genius. © 2018 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at TheEngineersResource.com. Use coupon code “room” and save.

Why do you want to tell jokes?

When someone tells a funny joke with great delivery, it makes people laugh and feel happy. It also helps them to like the person telling the joke, remember that person, and causes them think that you, as the joke teller, are smart. This enhances your reputation as “the smartest person in the room.”

I recommend preparing a list of “Joke Reminders”. As the name implies, is list of words that remind you of a joke. Like most people, I quickly forget jokes. So, when someone tells a joke that I like, I write a few words on the back of the monthly calendar that I always carry with me. Later, I think about the joke and try to improve upon it and memorize it including appropriate facial expressions and arm gestures.

That reminds me of a joke. “What do you call it when an Italian has one arm shorter than the other?” ……….. “It is called a speech impediment.”

 

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A SINGLE WOMAN WALKS INTO A BAR

The Overprotective Mother The Single Woman

Jack’s JOKE OF THE DAY

“A SINGLE WOMAN WALKS INTO A BAR”

Shortly after a single woman arrived at her favorite bar in Florida, a handsome man came in and sat next to her. She said: “I haven’t seen you here before. Is this your first visit?” He replied: “Well, actually this is my first time back in 20 years.” She said: “Why did you wait so long?” He said: “To tell you the truth, I have been in prison.” She said: “Oh my. If you don’t mind me asking, why were you in prison?” He replied: “I’m not proud of it, but I killed my wife.” She asked: “Soo, your single?”

Excerpted from How to become the “SMARTEST PERSON” in the Room. You are what you are perceived to be. Let me show you how to become a “MARKETING” genius. © 2018 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at TheEngineersResource.com. Use coupon code “room” and save.

Why do you want to tell jokes?

When someone tells a funny joke with great delivery, it makes people laugh and feel happy. It also helps them to like the person telling the joke, remember that person, and causes them think that you, as the joke teller, are smart. This enhances your reputation as “the smartest person in the room.” Most people laugh at “A single woman walks into a bar.” There are a lot of single woman in Florida.

I recommend preparing a list of “Joke Reminders”. As the name implies, is list of words that remind you of a joke. Like most people, I quickly forget jokes. So, when someone tells a joke that I like, I write a few words on the back of the monthly calendar that I always carry with me. Later, I think about the joke and try to improve upon it and memorize it including appropriate facial expressions and arm gestures.

That reminds me of a joke. “What do you call it when an Italian has one arm shorter than the other?” ……….. “It is called a speech impediment.”

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“THE OVERPROTECTIVE MOTHER”

The Overprotective Mother The Single Woman

 

“The Overprotective Mother”

This new mother always walked her son to school and met him after school to walk him home. When she took him to the playground, she held his hand when he went down the slide.

One day his mother took him to the beach, but she was very careful. She told him not to go in over his knees and she stood next to him with her toes in the water. However, a big wave came in and swept him out over-his-head. The mother jumped up and down screaming.

Just then another big wave pushed him back on shore. He landed on his feet and said: “I’m fine Mom. Don’t worry. Everything is OK.” She responded: “No it’s not OK! Where is your hat?”

Why do you want to tell jokes?

When someone tells a funny joke with great delivery, it makes people laugh and feel happy. It also helps them to like the person telling the joke, remember that person, and causes them think that you, as the joke teller, are smart. This enhances your reputation as “the smartest person in the room.”

I recommend preparing a list of “Joke Reminders”. As the name implies, this is list of words that remind you of a joke. Like most people, I quickly forget jokes. So, when someone tells a joke that I like, I write a few words on the back of the monthly calendar that I always carry with me. Later, I think about the joke and try to improve upon it and memorize it including appropriate facial expressions and arm gestures.

That reminds me of a joke. “What do you call it when an Italian has one arm shorter than the other?” ……….. “It is called a speech impediment.”

If you truly want to be perceived as “The smartest person in the room”, get Jack’s new book: How to become the “SMARTEST PERSON” in the Room, and learn the details. You are what you are perceived to be. Let me show you how to become a “MARKETING” genius. Visit: TheEngineersResource.com to find out more.

Excerpted from How to become the “SMARTEST PERSON” in the Room. © 2018 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at TheEngineersResource.com. Use coupon code “room” and save.

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MARKETING MATERIALS for ENGINEERS

INTRODUCTION

Find out how to make your Business Announcement; Letterhead; Business Cards and Brochure distinct from those of your competitors. Learn how to make your Mailing List one of your most important promotional tools and why to include more than just existing & potential clients. Discover what lists and forms that your practice needs. Continue reading MARKETING MATERIALS for ENGINEERS

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PROMOTE BUSINESS WITH SPECIALIZED SERVICES

PROMOTE BUSINESS WITH SPECIALIZED SERVICES

A great method for Consulting Engineers to promote new business is to offer specialized services. The “specialized service” depends upon the type of engineering that you practice.

Our general specialty was the design of electrical systems for buildings. But, we had many sub-specialties which we enumerated in our company brochure: Lighting; Electrical Services; Power Distribution; Fire Alarm Systems; Emergency/Stand-by Power Systems; Uninterruptable Power Supply Systems, etc.

Look around for an opportunity to become an “expert” on a current topic and the chance to offer a new service, with little competition and unrestrained fees.

At various times in my career, as an electrical consulting engineer, I offered the following new services:

Electromagnetic Field Investigations & Mitigation

A number of years back EMFs (Electromagnetic Fields) were a “hot topic”. Many people became concerned that the electromagnetic fields emitted by low frequency (60 cycle) power sources might cause serious health concerns. People were especially apprehensive about their proximity to high voltage power lines. Some people changed to wind-up alarm clocks, rather than sleep with a small electric motor near their heads.

I bought a couple of “gauss” meters, took measurements and did some studying. Then, I wrote an article that was published in a national magazine. I identified and quantified the sources; I left the health issues to others. I became a member of the National Electromagnetic Field Testing Association. Later, I was a guest speaker at “The National Conference on Harmonics & Power Quality in Philadelphia, PA. I was the go-to-guy for Magnetic Field Projects.

In office buildings and in universities, computer screens were distorted due to proximity to power sources. In Data Centers computers were acting erratically for the same reason. My services would start with a study including measuring and mapping the fields, recommending solutions and estimating costs of mitigation. This was often followed by a design phase, bid phase, and construction observation phase. I didn’t have any competition and I was well paid for both my services and expertize.

Power Quality Services

Another “hot topic” was Power Quality. Basically, on a three-phase power system each of the phases are separated 120 degrees from each other which causes cancelation, resulting in very little neutral current. However, for computer loads, a “third harmonic current” can occur causing the neutral current to exceed the phase currents. I again was considered an “expert” and did quite a number of Power Quality Studies and most included preparation of 1-Line Diagrams on an hourly bases. Again: no competition; well paid.

Uninterruptable Power Systems (UPS)

A UPS is a device, consisting of a battery and an inverter to provide AC power to a load without interruption if commercial power fails. You can buy a small UPS at your local electronics store. You don’t need an engineer to design the installation; just plug your computer into it and no information is lost during a black-out.

However, systems for computer rooms are huge and complex and require engineering including paralleling of units, back-up generators, by-pass for uninterrupted maintenance, and complicated cooling. After a large installation, I wrote a magazine article titled: “UPS Installation at Bank Data Center is expandable to 5 Megawatts”. I was then considered, the Data Center/UPS expert.

Arc-Flash Calculations

More recently another “hot topic” called Arc-Flash became a concern. Since the days of Thomas Edison the largest electrical concern has been “Short-Circuits”; the high inrush of current when two opposite polarity electrical wires touch. A newer concern is “Arc-Flash”; the heat and flash associated with the same event. (“Google” Arc-Flash for some gruesome videos”).

I again became considered an “expert” and did quite a number of Arc-Flash Studies and most included preparation of 1-Line Diagrams, fault-current calculations and panel labeling, on an hourly bases. Again: no competition (at the time); and well paid.

Look around for an opportunity to become an “expert” on a current topic and the chance to offer a new service, with little competition and unrestrained fees.

Excerpted from The “Complete Guide” to CONSULTING ENGINEERING © 2015 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at http://www.TheEngineersResource.com. Use coupon code “paperback” and save.

 

 

 

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MARKETING TIPS FOR ENGINEERS

MARKETING TIPS FOR ENGINEERS

  • Obtain E & O Insurance. When starting an engineering practice, Consulting Engineers should not “Stamp” (Seal) any documents until you have Professional Liability Insurance (Errors & Omissions). Remember this and the following marketing tips for engineers.
  • Seek clients & projects. First re-contact the potential clients that you visited when preparing your Business Plan.
  • Expand your sources for leads. Include those on your contact list; consulting engineers of a different specialty; land surveyors; building inspectors; and utility company representatives. Also, search the Internet; and newspapers.
  • Seek Private Clients. Include contractors of your specialty; housing authorities; hospitals; colleges & universities; federal, state & city agencies; property managers; manufacturers; developers; banks; and law firms.
  • Offer new Specialty Services. There is usually no competition for specialty services and no limitation on fees. Examples (related to electrical) include: EMF investigation & mitigation; Power Quality studies & monitoring; UPS Systems; and Arc-Flash calculations.
  • Always consider Public Speaking opportunities. This is especially important when you are trying to promote a new service or new specialty. Also hold seminars each time that the code of your discipline is updated. This shows clients that you are keeping up-to-date and gives you the opportunity to nurture your friendship with their tradesmen.
  • Entertain clients & potential clients. If a problem occurs with the services of your firm, clients are more likely to tell you and allow you to make corrections, if they knows you and your spouse socially. They are also more likely to give the next project to a “friend”.
  • Send Notes. Never forget to send thank you notes and look for opportunities to send notes of congratulation. You don’t even need to know someone to recognize their achievements.
  • Open Houses and Parties. These are great ways to thank your clients, show off your celebrity clients and to tell all about new specialties and exciting projects.

Excerpted from The “Complete Guide” to CONSULTING ENGINEERING © 2015 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at http://www.TheEngineersResource.com. Use coupon code “paperback” and save.

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AVOID COMPETING ON PRICE

AVOID COMPETING ON PRICE

Most clients chose their consulting engineers based on “friendship”. It is human nature to want to work with someone that you know and trust. In many cases you can avoid competing on price by becoming friends with your clients, especially if your spouses are also friends. However, recently engineer friends, have told me that many potential clients resist forming a friendship with their consultants. I had a few clients like that and some hired my firm for all of their projects. Most of these were facilities directors who, I believe, were trying to avoid the appearance of undue influence regarding my continued selection.

If you are in a market that seems to be unduly influenced by price, make a concerted effort to standout from your competitors. Concentrate on the methods recommended in my books including:

  • Keep up-to-date with the latest technology.
  • Gain credentials to build-up your resume and brochure.
  • Publish magazine articles, distribute reprints and gain a reputation as an expert.
  • Be the smartest-guy-in-the-room. Prepare white papers, memorize them and share them with your staff.
  • Prepare marketing materials and implement methods that will make your firm standout from your competitors.
  • Prepare an operations manual that emphasizes quality control and service to your clients.

 

Excerpted from The “Complete Guide” to CONSULTING ENGINEERING © 2015 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at http://www.TheEngineersResource.com. Use coupon code “paperback” and save.

 

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PROMOTE BUSINESS BY PUBLIC SPEAKING

PROMOTE BUSINESS BY PUBLIC SPEAKING

Almost any kind of speaking engagement enhances your image and credibility. Promote business by public speaking.

Teaching

Most professional organizations offer continuing education courses. It will enhance your reputation to arrange to be a guest lecturer.

Don’t let yourself get roped-into a multi-night teaching engagement at a local college. It is very time consuming with little benefit, poor pay, and (in most cases) no student appreciation.

New Service Lectures

Every time that you start a “new service”, try to be a guest speaker at any professional organization whose members might use your service or recommend you. We had a local Mayor, who had the reputation of being available to speak at the “opening of an envelope”; my criteria was not much higher.

Code – Cycle Seminar

Codes are not updated yearly; they are updated on a cycle, usually every three or four years. Consider holding a mini-seminar for your clients’ tradesmen and technical staff. I recommend a 1 ½ to 2 hour seminar (instead of a 10 hours) covering the highlights. Your client will see that you are keeping-up with the new changes and it improves your relationship with the client’s staff. Hold it after working hours and break for a light dinner and soft drinks.

Major Seminar

When something Dramatic happens, seize the opportunity.

In 2003 we had a tragedy in Rhode Island; 100 people perished in a fire at the “Station Nightclub”. This catastrophic event was the impetus for a dramatic overhaul of our State Fire Code. The most revolutionary thing about this code was that it was retroactive; the “Grandfather Clause” did not apply. All existing buildings were required to meet the new code.

Once it became law, I decided to put on a “free” seminar to educate fire officials and building owners of the new impact.

All my Project Managers were expert Fire Alarm System designers. I decided that my staff would be the “panel of presenters” and “field the questions”. I personally introduced our services, with a power-point presentation, describing the advantages of hiring a consulting engineering firm to design Fire Alarm System upgrades.

I rented the largest banquet hall at the fanciest, centrally located hotel in the state, for a grand buffet breakfast meeting. We did a mailing to our Mailing List and to the mailing lists of all the Chambers of Commerce throughout the state. We did radio advertisements, (1 minute spots, liberally mentioning our company name), starting 10 days before the seminar. Note: Ethically, advertising by engineers is severely frowned upon; but, these were “Public Service Announcements”, sponsored by an engineering firm, so not a problem. I had many sleepless nights wondering if we would make incompetent fools out of ourselves and provide breakfast to only a handful of fire officials.

We had over 500 guests and our Seminar was an “enormous” success. It generated well over $1/2 M in Fire Alarm System design fees over the next 5 years and promoted other types of work throughout New England.

I am certainly not saying to take advantage of the misfortunes of others. But, I am saying: look for opportunities; have the courage to proceed; and do it first class.

Excerpted from The “Complete Guide” to CONSULTING ENGINEERING © 2015 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at http://www.TheEngineersResource.com. Use coupon code “paperback” and save.

 

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Marketing For Engineers

INTRODUCTION

Find out how to make your Business Announcement; Letterhead; Business Cards and Brochure distinct from those of your competitors. Learn how to make your Mailing List one of your most important promotional tools and why to include more than just existing & potential clients. Discover what lists and forms that your practice needs. Continue reading Marketing For Engineers

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Marketing Tips for Consulting Engineers

Marketing methods are crucial ingredients to the success of any consulting engineering practice, whether a start-up or an established firm. Here are just a few of the winning strategies from the new book, The Complete Guide to CONSULTING ENGINEERING. Use these ideas and win more clients and projects.

Continue reading Marketing Tips for Consulting Engineers