Today we welcome Ian Motley to the show. Ian is a proposal writing and negotiation expert for the architecture industry.

Formerly, he worked for Fosters Partners advising on proposal and negotiation strategies. Now he runs Blue Turtle Consulting with his partner Alexandra Howieson. Blue Turtle provides training and consulting services to the AEC industry. You may have seen their popular proposal-writing workshop advertised in the United States, Australia, New Zealand or the UK.

I attended several years ago, and I'll say it should be mandatory training for all Business of Architecture listeners.

In today's episode, you'll discover five critical proposal mistakes and how to avoid them.