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Introduction
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The bid process
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Interview prep
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Confidence
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Knowledge check
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We want to hear from you!
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Conclusion
Shortlisted Meetings -- Leadership Communications Program (Part 2)
Master the seller-doer interview, overcoming limiting self-talk, and reading non-verbal cues to connect with clients and decision-makers.
Instructor: Susan Young
1 hour
Last reviewed 07/2026
Video Content
Course Description
This module is an advanced deep dive into mastering shortlisted seller-doer interviews and the high-stakes bidding process. Designed for project managers and experienced construction professionals moving into client-facing roles, it teaches you how to step out from behind the technical data and become a confident representative of your firm. You’ll learn how to overcome limiting beliefs, replace negative internal chatter with executive presence, and enter high-level meetings with confidence and credibility.
Through practical frameworks like the FSS Method (Find, Structure, Streamline), you’ll learn how to refine presentations, eliminate unnecessary detail, and focus on the message that matters most to decision-makers. You’ll also discover how to differentiate your firm from competitors, use silent listening skills, and read non-verbal cues so you can adjust in real time. By prioritizing Human-to-Human (H2H) connection over technical jargon, you’ll build stronger trust with clients and stakeholders.
After completing this module, you will understand how to bridge the gap between technical expertise and strategic communication, demonstrating that progress over perfection, authenticity, and knowing when to say “I don’t know” are powerful tools for winning bids and moving from shortlist to shovel.
Learning Objectives
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Examine the request for proposal process.
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Analyze shortlisted interview opportunities.
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Prepare materials and develop a confident mindset for stakeholder meetings.
Prerequisites
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Learning Level: Intermediate
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Prerequisite Knowledge: Completion of Executive Presence
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Recommended Knowledge: General knowledge of the construction industry.
Continuing Education Course Credits
Course Title: Built to Lead: Communication for Construction Leaders
Course Number: PC-01-05072026
Session Number: 1
Curriculum Group Name: AIA Providers
Credit: 5.5 AIA LU
Course Expiration Date: 05/15/2029
Procore's Continuing Education courses may qualify for continuing education credits with other professional organizations or fulfill state licensing requirements. If you are a member of a different organization, you can download your course completion certificate from your learning profile and report your completion yourself to the organization for potential credit. Please refer to the organization's continuing education requirements for course eligibility information.
AIA CES Provider statement
Procore Technologies is a registered provider of AIA-approved continuing education under Provider Number 40108059. All registered AIA CES Providers must comply with the AIA Standards for Continuing Education Programs. Any questions or concerns about this provider or this learning program may be sent to AIA CES (cessupport@aia.org or (800) AIA 3837, Option 3).
This learning program is registered with AIA CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product. AIA continuing education credit has been reviewed and approved by AIA CES. Learners must complete the entire learning program to receive continuing education credit. AIA continuing education Learning Units earned upon completion of this course will be reported to AIA CES for AIA members. Certificates of Completion for both AIA members and non-AIA members are available upon request.
Frequently Asked Questions
Why do I need this module if I’m a technical project manager and not in marketing or business development?
Owners today don’t just want to meet the marketing team—they want to meet the people who will actually deliver their project. In shortlisted seller-doer interviews, technical leaders are often expected to represent the field and build trust with decision-makers. This module helps you strengthen Human-to-Human (H2H) connections, communicate with executive presence, and confidently contribute in high-stakes meetings.
Will this module help me deliver technical presentations without overwhelming decision-makers?
Yes. The module provides practical frameworks like the FSS Method (Find, Structure, Streamline) to help you simplify complex information and focus on what matters most to decision-makers. You’ll also learn how to read nonverbal cues, listen actively, and adjust your message in real time to keep your audience engaged.
What's Next
Continue your learning journey
This course is part of the “Built to Lead: Communication for Construction Leaders” Learning Path.
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1. Executive Presence
View Course PageDevelop the believability factor and relational leadership skills needed to translate technical project data into strategic business language that influences executive decision-makers.
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You are here!
2. Shortlisted Meetings
Master the seller-doer interview, overcoming limiting self-talk, and reading non-verbal cues to connect with clients and decision-makers.
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3. Storytelling
View Course PageMove from technical expert to compelling storyteller by prioritizing the why before the how and using voice and body language to engage your audience.
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4. Internal Meetings
View Course PageDrive organizational change to create outcome-driven agendas, replacing rambling with clear communication, and delivering assertive updates.
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5. Coaching and Conflicts
View Course PageTransition from manager to strategic coach and resolving conflicts to foster psychological safety.
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6. Program Outro
View Course PageTest your knowledge with the final exam and explore pathways for continuous learning.
Related Resources
Instructor’s Corner
Susan Young
Susan Young is an award-winning CEO, communications facilitator, and A/E/C keynote speaker with 40 years of experience. Susan began her career as an on-air radio news reporter in New Jersey. Today, she works with A/E/C professionals who want to be clear communicators so they can build confidence, visibility, and respect. A native of New Jersey, Susan now lives in Myrtle Beach, South Carolina. She has two grown children.
AEC Amplify
AEC Amplify is a communication training platform for architecture, engineering, and construction professionals. An award-winning former broadcast journalist, Susan Young trains and coaches individuals and groups to clearly explain ideas, build client trust, and collaborate more effectively by treating communication as a powerful professional tool. Susan is a sought-after keynote speaker, trainer, and facilitator, providing in-person and online programs to architects, engineering, and construction professionals.