Marketing in our industry is a-changing, Folks! It is not business as usual for A/E/P and environmental firms. The tough economy and the increasing power of the Internet and electronic communications are changing everything marketing-wise....
You may think that I am crazy to write an article about recruiting when some estimates place unemployment among certain sectors of the design industry at more than three times the national average. But the...
I was recently interviewed for a magazine article about the residential redevelopment projects we do here in Fayetteville. In addition to figuring out why my houses sell either before we start working on them or...
The A/E/P and environmental consulting business is about to experience an unprecedented period of consolidation. With so many firms struggling, there will be plenty for sale. And those companies that have profitable operations and strong...
Sometimes I think people in our business forget that the culture of the organization guides the behavior of its members. Sure— you can always have a bad apple who exhibits some crazy or bad behavior....
Many A/E/P and environmental firms are planning on entering new markets this year. The reasons for doing so are pretty obvious— first among them being that so many markets firms are already in are down....
There are lots of firms that feel stuck in the mud today. They’re just muddling along, treading water, at a break even at best. Some owners think this is a fine position to be in....
Anyone who knows me can tell you that I have a passion for this business. I have always enjoyed both doing design and being critical of design— I love seeing construction projects get built— and...
Selling is what everyone in the A/E or environmental business WANTS to do right now. I mean really— who doesn’t need more work? That said, selling is something that most firms don’t talk about much...
With clients not in any hurry to pay their bills and banks clamping down on firms that are non-compliant with their loan covenants, now more than ever is the time to do what it takes...
The bad economy of the last couple years, with the A/E/P professions being particularly hard-hit, has created a serious problem for many firms today— that being disillusioned workers. It is not easy to pin down...
2010 is here. And, it’s going to be a year like none before. If you aren’t particularly happy with your firm’s performance these last couple years, it’s a great time for change— radical change. Out...
It’s that time of year again. Time to dig out my crystal ball (I keep it in my sock drawer, in a pile of rarely worn argyles for safe keeping) so I can try to...
The first time someone suggested that I needed to have an “ice cream social” to help motivate my employees, I wanted to strangle the guy. Are you kidding me? We have professional employees. Sure— morale...
Although there have been many compensation-related articles over the years in the pages of The Zweig Letter, I thought perhaps it was time to clearly articulate my own strategies for compensating employees in A/E/P and...
As I begin to write this article I am sitting at “The Tournament of Kings” show at The Excalibur in Las Vegas with my two oldest daughters. Earlier today we finished off the 10th annual...
Project management training tends to emphasize the legal and liability aspects of what we do, along with scheduling and budgeting techniques. But, there is so much more to it beyond the science of project management....
As the year starts to wrap up, most A/E and environmental firms begin to rethink their incentive compensation plans: “Is our plan right for our company?”; “Does it reward the behavior we want to reward?”;...
The 10th annual The Zweig Letter Hot Firm Conference is about to take place in Las Vegas. There will be untold celebrating (what happens in Vegas stays there, remember) from this year’s winners. But, what...
While I have probably written about business planning in the pages of The Zweig Letter a dozen or more times over the years, it seems necessary to do so again. As you read this, A/E/P...
I was talking with an old acquaintance recently— a principal in a very successful international planning and design firm— about how things were going for him and his firm. In spite of some rocky times...
Everyone thinks they know why clients hire their A/E/P or environmental firm. Sometimes you DO know— but sometimes people make bad assumptions. Those bad assumptions will HURT your future selling efforts because you will be...
It’s popular to say these days that “the world is flat” or we live in “one world.” While there is some truth to these statements (thanks largely to high-speed and high-bandwidth electronic communications), this kind...
Probably no one warned you before you started your A/E/P or environmental consulting firm about the slipperiest of slippery slopes— one you don’t want to go down— that of not paying your bills on time....
