No small company— particularly an architecture, consulting engineering, or environmental consulting firm— can afford to ignore cash flow. Consider that a firm billing $5 million a year in fees can raise $137,000 in operating capital...
It’s the time of year when you can’t reach anyone on the telephone, when important decisions seem to be postponed, and when, as one CFO who participates in our ZWEIG 100 index remarked recently, firm-wide...
It has come to our attention that a number of our readers are flying high right now. Business is great, you’re growing, you’re making money— it’s an exciting time. It seems like you’re getting every...
The ability of an A/E or environmental consulting firm to quickly hire qualified people for any opening affects virtually every aspect of its management. I call it “supply-side human resources management.” If you think about...
Good professionals have a lot in common— no matter what their profession. Take my six year-old’s kindergarten teacher, Ms. Donohoe. Many of the professionals working in design and environmental consulting firms could learn a thing...
We’ve all heard it before from people we work with: “I’m going to...” or “We’re going to...” or “I would have, but....” or “Some day, we’ll...” These “do-nothing” people may work for you, with you...
Everyone knows the old adage: “You have to spend money to make money.” But who follows it? Take the example of two of my wife’s friends. Both are smart, educated, and come from good families...
One of the key determinants of any architecture, consulting engineering, or environmental consulting firm’s ability to get work at decent fees is how well “positioned” it is. Positioning means becoming established as an expert service...
If I weren’t so optimistic, I could easily get discouraged. As an owner in a small, growing company, it seems that every time you make a buck, someone is there to take it away from...
What differentiates a “hot” firm from a “not-so-hot” one? In our experience, virtually all successful, marketing-driven A/E/P or environmental consulting firms are doing something that the mediocre firms are not. They’re developing a marketing process....
Ask anyone who has risen to the top of a consulting engineering, A/E, or environmental consulting firm where are the greatest weaknesses in their staff, and they will almost always say it’s in their “soft”...
In any number of surveys conducted over the years on what demotivates professionals in the workplace, “not feeling in on things” always ranks at or near the top. By “demotivation,” we are referring to what...
The importance and difficulty of maintaining quality was driven home to me personally last month. We sent out 12,000 pieces of mail promoting a new book, only to discover after the fact that the price...
We’re convinced that 1993 is going to be a good year for the A/E and environmental consulting industry. No matter how bad the last few years have been, every single firm has the potential to...
Several recent experiences with consulting engineering firms lead me to believe that it’s time all of us looked at our compensation schemes and put some incentive back into the business— especially for principals. The desire...
This is the time of year many firms do their budgeting. Unfortunately, many of them make the budgeting process far more difficult than it has to be. Small firms may not know where to start...
Reflecting back on all of the A/E and environmental consulting firms that we came in contact with during 1992, one thought comes to mind. By and large, our industry’s management expertise has significantly improved. The...
Many of our readers are already reflecting back on a year that was not so great, financially speaking. But in 1993, some firms will find this cloud really does have a silver lining. Many firms...
Too many people are unhappy— unhappy with the way we’re running our country and unhappy with the way we’re running our firms. The presidential elections to be held on November 3rd and the issues facing...
Earlier this month, I was in Scottsdale for the Professional Services Management Association (PSMA) national convention— a worthwhile event that I encourage everyone to attend next year in New Orleans. I saw many old friends,...
After countless management consulting assignments involving turnarounds and strategic business planning for A/E and environmental consulting firms, it has only recently become clear to me why so many companies in this business don’t believe in...
TQM (Total Quality Management) for A/E/P firms is nothing more than a fad. I’d be willing to bet right here and now that in two or three years, you won’t hear anything about it. TQM...
When Sharon T., a successful entrepreneur and owner of three European auto dealerships finally found the location of Land Design Associates Three’s (LDA3) office building one sweltering Tuesday afternoon and pulled her Volvo into the...
Although I’ve been trying to preach the gospel for years now, most principals of A/E/P and environmental consulting firms still do not understand what human resources management is all about. First, there’s the way so...
