The Shortlist

Failing Forward: Analyzing Losses to Grow from Them

Losing a pursuit is never fun but it can be one of the most valuable opportunities for growth. In this episode of The Shortlist, Wendy Simmons is joined by Melissa Richey and Katy Byers to talk about what it really means to “fail forward” and how to turn losses into smarter strategy. From running more effective debriefs and asking sharper questions to digging into scoring feedback and gut-checking your go/no-go decisions, the team shares practical ways to understand what happened and how to improve next time. And because losing streaks are part of the process, the conversation also leans into the human side: keeping team morale high, celebrating wins (big or small), and recognizing when a new approach or perspective might be exactly what your team needs. CPSM CEU Credits: 0.5 | Domain: 4

The Short(er) List: Asking Strategic RFP Questions

Most firms treat RFP questions as a formality—a quick clarification before the real work begins. But what if the questions you ask (and how you ask them) could actually give you the answers you want?  In this episode of The Short(er) List, Becky and Melissa are back with their eagle eyes fixed on the details, cutting through the noise on one of the most underutilized tools in the AEC pursuit process: the RFP clarification question. We dig into strategic phrasing and considerations, air a few grievances, and talk about how to use questions to uncover hidden value and efficiencies. Did you even read the RFP? After this episode, there will never be any doubt.

RFP Roast

In the AEC industry, RFPs and RFQs are a fact of life—but that doesn’t mean we can’t vent about the quirks that make RFPs unnecessarily challenging. From overly detailed questions squeezed into tight page limits to unclear addenda, Monday due dates, and outdated submission requirements, Middle of Six principals Wendy Simmons and Melissa Richey swap tales of headscratchers and horror stories alongside designers Becky Ellison and Lauren Jane Peterson.  And in true roast fashion, the panelists also turn the spotlight on themselves, confessing their own “Wildcard" marketer tendencies that show up when proposal deadlines loom. The result is a candid, relatable roast for anyone who has ever opened an RFP and wondered … why? CPSM CEU Credits: 0.5 | Domain: 4

The Short(er) List: Adobe Share for Review

In this episode, Becky and Melissa spotlight one of the most underrated gems in the proposal world: Adobe Share for Review—the live-PDF reviewing tool that keeps your team organized without derailing your sanity. Between enthusiastic SFR praise and some truly premium BlueBeam shade (sorry to all you BlueBeam lovers out there; but fear not, you will be represented on the pod soon), the duo walks through how this simple tool can turn a chaotic review process into organized bliss. Think tidy comment panels, @ mentions that actually work, and the sheer joy of resolving a markup with one satisfying click. They also share their best hot tips, workflow hacks, and wise advice for helping even the most hesitant reviewers embrace the magic of SFR. Tune in to see how SFR can make your reviews collaborative, efficient, and—most importantly—painless.

Business Development for Everyone

Business development (BD) can feel like a job reserved for firm leaders or dedicated rainmakers, but in reality, it touches everyone in the AEC industry. In this conversation, Wendy Simmons sits down with Middle of Six Senior Marketing Strategist, Katy Byers, to break down how BD intersects with everyone's role. Katy, a natural-born networker and connector, unpacks common barriers—lack of permission, time, or confidence—and shares practical ways to make BD more accessible and less intimidating. With the right mindset and tools like a CRM, marketers can stop reacting to RFP "opportunities" and start pre-positioning for the next win.  The big takeaway? BD isn't about selling. It's about consistency, curiosity, practice (because "practice makes progress"), and making space to develop genuine relationships with your firm's clients and project partners.  CPSM CEU Credits: 0.5 | Domain: 3