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Geotechnical News December 2010
ASFE NEWS
tive programs,” Bachner says. “First, it
offers incentives that kids
really
want.
Second, it is sponsored by committed
engineers.”
Under the program, a participating
engineering firm coordinates with local
school authorities to sponsor a read-
ing initiative in a designated under-
performing school. The firm purchases
the incentives and provides mentors
who encourage students to read, pro-
vide assistance when needed, and dis-
cuss books chosen to enrich the reading
experience. Incentives include iPods,
Wiis, and other electronic items; non-
violent toys and games; skateboards,
basketballs, and other sports equip-
ment; and bicycles, among many oth-
ers. Children begin to read books for
points with the involvement of the
engineering firm’s volunteer mentors,
and “purchase” the incentives by using
the points they accumulate.
Mr. Salontai said the Engineering
Better Readers program can also help
engineers develop their own leader-
ship skills, which relates directly to the
Foundation’s mission. Those skills will
serve them well not only in their own
companies, but also in their commu-
nities and in other aspects of society,
says the former engineering-firm CEO.
“We have designed
Engineering Bet-
ter Read
ers to encourage the principals
and employees of engineering firms to
get directly involved in an important
community outreach activity,” Mr. Sa-
lontai said. “It’s often difficult for those
in the private-sector to gain exposure to
the community by doing their day jobs,
but that exposure is fundamental to
community leadership. Clearly, what’s
been done before hasn’t worked. We’re
extremely optimistic that Engineering
Better Readers has the potential to be
successful on many fronts.”
The Engineering Better Readers
program is also designed to shrink the
growing gap between the demand for
engineers in the U.S. and the supply.
“We’ve been promoting the wonders of
math and science for decades and ‘the
pitch’ is obviously falling on too many
deaf ears,” Mr. Salontai observed.
“Many people choose engineering
and related technoprofessional careers
based on interactions with practitio-
ners they respect and admire. Engi-
neers make a difference through the
work they do, but they can also have
a huge impact by demonstrating to the
community – particularly its kids– who
they are and what they can get done.
The more kids who know engineers,
the more kids who will want to become
engineers themselves.”
For more information about the En-
gineering Better Readers program and
the Engineers Leadership Foundation,
visit
or
contact the organization at
info@engi-
neersleadership.org or 301/588-6650.
Professional Selling
Isn’t it wonderful to get a telephone call
from a complete stranger who offers
you a plum assignment because “John
Doe told me to get in touch”? How
does that happen? Usually because
the complete stranger knows John
and says something on the order of, “I
need a geoprofessional I can trust. Any
recommendations?” Serendipity like
that is great when business is good.
But when business is a little slow, as
it is now, can you really afford to wait
for serendipity? “No” is the obvious
answer, which means that you have
to make serendipity happen. And it’s
SO EASY! Call one of your favorite
client representatives and offer to take
the person to lunch (a nice lunch!)
with the promise that “I need to pump
your brains.” Over lunch explain how
much you enjoy working with the
person (that’s the truth) and ask if the
individual knows other persons in the
same company, same field, or in some
other field who may benefit from your
services. Chances are you will obtain
a lead or two; follow up and be sure
to keep your client representative
apprised of your progress! Understand
this: You enjoy working with a given
client representative typically because
the individual is honest, friendly,
trusting, easy to work with, and pays
on time! The client rep will more
than likely refer and recommend you
to folks just like that. Why doesn’t
the client representative do it without
your prompting and requests? Because
what’s foremost n your mind is way on
the client representative’s back burner.
UNLESS YOU ASK!
