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

2. Presentation Agenda Intros Principles AASHTO Exercises Demo Feedback 14
AASHTO
Exercises 2 5
Demo
Feedback 3 6
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3. I’M Matt Childs INTROS LET ME INTRODUCE MYSELF… Email
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4. 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
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5. Intros:
What Did They Say?
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6. Demo:
What are we doing wrong?
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7. 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
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8. 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.”
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9. 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
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10. Listening Exercises Break into groups and practice strong
listening skills
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11. Summarize
What did your partner say?
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12. Influencers Figure out who the influencer is Other DOT Engineers
AASHTO Staff
Retired Engineers
Researchers
Spouses
Figure out who the influencer is
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13. Contact Matt Childs, P.E. Email Facebook LinkedIn Matt.Childs@hpct.com
Linkedin.com/in/matt-childs-90b72422/
Facebook.com/matt.childs.902
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