Developing Relationships with AASHTO Engineers or Anyone Presentation Prepared by: Matt Childs, P.E., Vice President North American Sales HawkeyePedershaab Concrete Technologies, Inc.

Presentation Agenda Intros Principles AASHTO Exercises Demo Feedback 1 4 AASHTO Exercises 2 5 Demo Feedback 3 6 Rigid Rugged Resilient

I’M Matt Childs INTROS LET ME INTRODUCE MYSELF… Email Matt.Childs@hpct.com Rigid Rugged Resilient

Where to meet these guys? AASHTO Who are they? American Association of State Highway Transportation Officials Office Visits Phone Calls Social Functions Contractor Meetings Where to meet these guys? AASHTO Meetings Where is the best place to spend time with DOT Engineers - Discuss Rigid Rugged Resilient

Intros: What Did They Say? Rigid Rugged Resilient

Demo: What are we doing wrong? Rigid Rugged Resilient

Make the other person believe they are the most important person Principles: Call them by name Become genuinely interested in others Don’t Argue That person’s name is the most sound in any language Encourage them to talk about themselves Listen to their story Work on Listening Skills Rigid Rugged Resilient

Win people to your way of thinking Let the other person do a great deal of the talking Try honestly to see things trough the other person’s point of view. Get the other person saying, “Yes, yes” immediately Be sympathetic with the other person’s ideas and desires. Begin in a Friendly Way Appeal to the nobler motives Admit when you are wrong Admit it quickly and empathetically. Dramatize your ideas Show Respect for the other person’s opinions. Never say “You’re wrong.” Rigid Rugged Resilient

Don’t Interrupt & don’t impose your solutions Listening Skills Don’t Interrupt & don’t impose your solutions Listen to the words Wait for speaker to pause and try to paint a picture with what they are saying to ask clarifying questions Ask questions only to ensure understanding. Don’t lead conversation elsewhere Keep an open mind Don’t jump to conclusions Don’t be a sentence grabber Be sympathetic Be attentive, but relaxed Give speaker affirmative feedback Face the speaker and maintain eye contact Summarize Rigid Rugged Resilient

Listening Exercises Break into groups and practice strong listening skills Rigid Rugged Resilient

Summarize What did your partner say? Rigid Rugged Resilient

Influencers Figure out who the influencer is Other DOT Engineers AASHTO Staff Retired Engineers Researchers Spouses Figure out who the influencer is Rigid Rugged Resilient

Contact Matt Childs, P.E. Email Facebook LinkedIn Matt.Childs@hpct.com Linkedin.com/in/matt-childs-90b72422/ Facebook.com/matt.childs.902 Rigid Rugged Resilient