This episode is an Ask Me Anything with Rachel Charlton of Sticky Communications, and the questions go straight to the stuff AEC marketers deal with in real rooms.
We talk about what buy-in actually is, why it rarely shows up "as a stage" in the pursuit process, and how marketers build credibility with technical teams before the fire drill starts. From interview prep and slide strategy to role clarity and change management, we break down what it looks like to lead with the client's perspective, build a coalition inside the firm, and move ideas forward without turning every meeting into a fight.
You'll hear practical guidance for marketers working in both consultant and in-house roles, plus the mindset shifts that help you stay steady under pressure, create momentum, and increase influence long before the room fills up.
In this episode, we cover:
Why buy-in is a cultural condition, not a pursuit phase
How to build a coalition (and why champions matter)
The difference between being a producer and being a partner
What to do when your message isn't landing in the room
Interview prep realities: storytelling first, slides second
Role clarity, decision rights, and why chaos shows up
Why "voice of the client" is the most powerful seat in the room
Three takeaways: influence, environment, and clarity
Podden och tillhörande omslagsbild på den här sidan tillhör
PSM Show. Innehållet i podden är skapat av PSM Show och inte av,
eller tillsammans med, Poddtoppen.
