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By Kyle Ahern | Employee survey data reveals the hidden drivers of culture, retention, and performance in AEC firms.

By Greg Sepeda | Many AEC leadership groups operate like golf teams – strong individuals, but little coordination – leaving collective results far short of potential.

By Mark Zweig | High-performing skeptics can sharpen decisions or quietly poison culture – the difference lies in how leaders engage them.

By Zachary Strickland | Successful program managers anticipate risks, guide tough conversations, and create confidence amid complexity.

By Lindsay Young | Practicing interview presentations may feel like homework, but it’s what turns expertise into confidence and clarity.

By Gerry Devine | Industry lines are blurring as AEC firms evolve from service providers into strategic partners guiding investment, risk, and long-term value.

By Aaron Quesada | By adapting to shifting expectations, embracing innovation, and acting with integrity, firms can become indispensable partners in their clients’ growth and success.

By Kyle Ahern | Outdated pay benchmarks are quietly undermining retention and credibility in today’s AEC compensation decisions.

By Mark Zweig | For AEC firm owners and top managers who say they care about value but keep acting like they don’t.

By Tom Godin | Performance problems in AEC firms are rarely effort issues; they’re organizational design failures leaders must own and intentionally fix.

By Scott Butcher | Most AEC strategic plans fail not from bad ideas, but from misalignment, weak accountability, ignored culture, and lack of execution discipline.

By Ricardo Jesus Maga Rojas | In today’s AEC talent market, belonging may matter more than pay, perks, or policies in keeping young professionals.

By Logan Neitenbach | Recruiting thrives on curiosity, trust, and purpose, because people – not processes – are the true drivers of organizational success.

By Will Swearingen | A new era of AEC growth is emerging, driven by value creation and strategic expansion.

By Ricardo Jesus Maga Rojas | To succeed against recruiting and retention challenges, firms must prioritize growth, flexibility, and belonging to empower emerging leaders.

By Chris Catton | Having the right people on your board may be the most valuable investment you make for the future of your firm.

By Michael Sanderson | This is one of the most powerful tools we have to reduce risk, train effectively, grow sustainably, and do better work.

By Steven Rushmore | As technology advances, AEC firms must embrace digital adoption to secure long-term success.

By Michael Makris | Several of improv’s most fundamental rules are very much related to leadership and professional growth.

By Shirley Che | From fees to client care, lessons learned from a season of conferences highlight growth, adaptability, and connection.

By Mark Zweig | Is your firm one that commands top fees and thrives, or one that will struggle to compete and keep up?

By Ricardo Jesus Maga Rojas | NOMA’s HBCU Professional Development Program is reshaping architecture by expanding opportunity, building networks, and investing in underrepresented talent.

By Steve McAdams | Lessons from M&A show that leadership, culture, and client diversity drive sustainable growth and firm value.

By Janki DePalma | Ghosting job candidates damages trust, reputation, and your firm’s future recruitment success.

By Daryl Simons Jr. | How to create a stronger, more dynamic, and future-ready workplace – where everyone has the opportunity to thrive.

By Javier Suarez | Companies should focus first and foremost on “doing” and then worry about “saying” what they are doing.

By Tracey Eaves & Will Swearingen | The first quarter of 2025 saw big moves, bold strategies, and a clear shift toward specialization.

By Mark Zweig | You will be less stressed and might find your business more successful if you can shed some baggage.

By Duncan Robertson | When we intentionally build connections focused on authenticity, we create healthy, long-lasting relationships that drive a return-on-investment.

By Jane Lawler Smith | Marketing professionals are the unsung heroes of the AEC industry, driving synchronization, strategy, and success in securing projects.

By Daryl Simons Jr. & Jeremy Clarke | Rather than a liability, these candidates could offer an opportunity to uncover exceptional talent.

By Fred Smith | AI-driven conversational interfaces offer leaders instant, data-driven insights, streamlining decision-making for enhanced efficiency and profitability.

By Taylor Dolan & Nathan Greyard | How the Supreme Court’s overturning of the Chevron deference will impact design firms.

By Ezequiel Tovar | These are vital instruments for AEC companies to ensure smooth transitions and business continuity.

By Hannah Dapore | Intentional strategies to uphold a strong company culture regardless of geographical boundaries.

By Mark Zweig | Are you going to do anything different with HR or just follow the same tired practices of all the other firms you have worked for or compete with?

By Mark Zweig | These 10 things will make a difference if you are serious about making your people more entrepreneurial.

President and CEO of Bennett Engineering Services + Y&C Transportation Consultants, a firm that provides enduring and award-winning civil engineering services.

By Stephen Dominguez | AEC firms struggle to retrieve all of the revenue they bill out, however there are some solutions firms can use to counteract commonplace issues.

By Kraig Kern | The line between persuasive marketing and over-promising can be particularly fine and fraught with potential hazards.

By Nick Voss | Adopting flexible work setups via technology is crucial for employee satisfaction – but achieving this requires addressing various logistical challenges effectively.

By Jayna Duke | Reflections from a new principal on unexpected challenges, uncharted opportunities, and what it really takes to earn the title.

By David Keith | Legacy programs reinforce a firm’s commitment to nurturing talent, fostering innovation, and preserving a dynamic, forward-thinking design culture.

By Jon Leach | In a world in which employee engagement is steadily decreasing, it’s increasingly important for firm leaders to understand the psychology behind their office spaces.

By Mallory Lindgren | Improve your ability to solve complex problems and better support your colleagues and clients.

By Tyler Suomala | Understand why and how decisions are made so you can leverage the power of the human brain to increase your value and improve your clients’ experience.

By Liisa Andreassen | Board chair and CEO of Lochner, a firm that specializes in planning, environmental, design, construction engineering and inspection, and right-of-way services.

By Mark Zweig | This advice isn’t hard to follow; it just takes some conscious effort and a little discipline.

By Ezequiel Tovar | You must consider the financials before you can fully understand what it takes for a succession plan to be feasible.

By Leisbel Lam | We need to strive for a leadership style that is centered on emotional intelligence and finding common ground, connection, and growth within our teams.

By Wendi Shafran | Representation matters and cultivating a diverse pipeline of future leaders can establish a foundation for inclusive and equitable decision making.

By Chad Clinehens | This year’s ElevateAEC Conference is an opportunity for you to drive personal and professional growth.

By Liisa Andreassen | President of Schaefer (Cincinnati, OH), a firm that provides all aspects of structural engineering across a broad range of projects and industries.

By Mark Zweig | Firm leaders have to stay optimistic, or their ability to fully function and meet their responsibilities will be compromised.

By Ezequiel Tovar | Transition planning takes time, and the results are gradual – but if you do it right, the rewards are endless.

By Mark Zweig | Looking back at more than 30 years in business, from the founding of the company to today.

By Adrian De la Garza | In 2022, mergers and acquisitions continued to flourish as a growth strategy throughout the AEC industry.

By Janki DePalma | We need to examine the connection between confidence, competence, and our sense of self in the corporate world.

By Mark Zweig | People who exhibit these qualities are likely to be well-thought of by their people and, more importantly, are able to achieve goals that others deemed impossible.

By Alexis Eades | As AEC professionals, we have a responsibility to provide safe, accessible, and equitable environments for everyone to live and function in every day.

By Phil Keil | It’s time to start building a strategy for how you will compete and stay relevant in this rapidly evolving environment.

By Liisa Andreassen | Senior vice president of AFG Group, Inc., a woman-owned firm with 30 years of experience providing program, project, construction, and relocation management services.

By Jay Kennedy & Julie Thiel | Be thoughtful in how you approach and manage your emotions, and you will find success building and maintaining meaningful client relationships.

By Liisa Andreassen | Managing partner of SCHRADERGROUP (Philadelphia, PA), a full-service firm that creates enhanced environments for the people who use them.

By Ross Stuart | What does the future of remote work look like in the AEC industry and how do managers adapt?

By Mark Zweig | Four things you can do to build the kind of workplace over time that good people want to stay in.

By Mercedez Thompson | It’s worthwhile to continue conversations around what marketing is and is not and why it’s critical to your bottom line.

By Frank McIllwain | Companies that place a high value on listening to and investing in their employees have been more effective at attracting and retaining top talent.

By Will Swearingen | When considering a transition, it’s important that you stay flexible and don’t wait until the end to plan your exit.

By Lauren Rhodes Martin | More owners (or their lawyers) have tried to insert these clauses into design contracts, and this should be a red flag for AEC firms.

By Mark Zweig | This is the time of year many of us, and many of our clients, will take a family vacation, so do what you can to step away and enjoy it.

By Mark Zweig | These are “the good old days,” so don’t take anything for granted and find something to enjoy in even the most mundane aspects of life.

By Nea May Poole | Universities do their students a disservice if they leave their programs without a fundamental understanding of what the career they have chosen entails.

By Jared Maxwell & Cady Sinks | Despite slowing infection rates, AEC firms and their insurers may still endure the effects of the pandemic for many months to come.

By Mark Zweig | You are in control of your business, and its success depends on your ability to keep a level head and keep making things happen.

By Mark Zweig | Just like any professional sports team, your firm is made or broken based on how effective you are at recruiting talent.

Zweig Group is the leading AEC Industry advisory service provider. We blend industry and sector knowledge with experience across the M&A lifecycle to help you capture value for shareholders. Reach our Mergers & Acquisitions Advisory team here. -Domestic Transactions:...

By Kraig Kern | Your firm’s collective strengths can and should be applied to make your new employees’ onboarding a standout experience.

By Jared Maxwell | By adopting a zero-trust approach, AEC firms can strengthen their data security and their protection against occupational fraud and external cyber-related threats.

ByStephanie Warino | Examining the top 10 differences between leading and average Best Firms To Work For.

By Mike Nunley | The pandemic highlighted the importance of workday social interaction, protecting key technical staff from burnout, and using technology to engage with clients.

By Rob Hughes | Having a clear understanding of some key insurance concepts can help your firm navigate heightened requirements and hard insurance market conditions more effectively.

By Eddie Wade | Burnout is blazing through workplaces at a rapid pace and negatively impacting productivity, morale, and retention.

By Mercedez Thompson | While weak language can dilute your message, assertive language fosters attentiveness, boosts credibility, and increases authority.

By Stephanie Warino | The principles of Organizational Project Management can guide a firm through the steps of scaling an organization.

BySeth Carlton | Explaining things in overly technical terms could result in your message getting lost, so find ways to simplify so the most important ideas are grasped by everyone.

By Michael Syracuse | There are many ways to connect to others and contribute to a person’s professional and personal growth.

By Allyson McDonald & Megan Chang | Matching your communication style to the needs of those you’re communicating with will ensure your message is received.

By Joan DeLorey & Jared Maxwell | All indications point to 2021 being a year when more buyers see higher rates for their professional liability insurance.

By Liisa Andreassen | President of Lynn Engineering, a windstorm, structural, and civil engineering firm specializing in residential, commercial, and infrastructure development projects on the Texas Gulf Coast.

By Mark Zweig | Firm owners need to be thinking about and planning for the huge wave of business that’s coming just around the corner.

By Mark Zweig | Don’t underestimate the importance of getting everyone involved in the business planning process and then sharing that plan with all.

By Mark Zweig | Firms that can quickly fill any opening with excellent people have a major advantage over their competition in any market.

By Eduardo Smith | Strategic thinking enables us to enlarge the value and impact of our work, connecting it much more than a technical solution.

By Mark Zweig | How can we each achieve the lofty and satisfying position of knowing we have made a difference through our work in this business?

By Lindsay Young | This is our opportunity to get creative and bring in new ideas for our firms to get work.

By Stephen Lucy | In the past year, we’ve learned a great deal about how we can do better and have begun to seize opportunities created by 2020.

By John Bray | Approachable steps you can take to prepare for a potential acquisition down the road, and why it’s never a bad idea to take them.

Positively impact your firm’s retention rates by turning abstract ideas into actionable goals.

Design firms in the process of renewing their professional liability insurance will find the marketplace generally stable and competitive, even amid uncertainty created by COVID-19.

By Jamie Claire Kiser | Respond to your call to action, whatever it may be, and build a legacy that will leave your profession better than you found it.

Keep tabs on your insurers in a difficult economy by reviewing evaluations by popular ratings agencies.

By Phil Keil | We can learn a lot about mission and vision through the context of some of America’s founding documents.

If your firm has the following characteristics, the more likely an ESOP is a good and viable option for your firm.

COVID-19 has pushed leaders in the design industry and beyond to develop new strategies to manage an increasingly untethered workforce.

By Eduardo Smith | Company culture, employee engagement, and morale are often the differentiators between common and great companies.

By Mark Zweig | None of these is a panacea. All of these things do, however, have the potential to bring you new clients, opportunities, and projects.

Founder of edg (New York, NY), a technology-driven firm that leverages the power of software and equipment to deliver higher quality projects in less time.

All of us in the AEC industry are being challenged by the disruption this virus is causing, but we got this. Solving problems is what we do.

By John Bray | Connect with your people and bolster your business so you come out of this pandemic stronger on the other side.

Finding and hiring good engineers is critically important, but difficult to accomplish. Don’t be afraid to seek outside help or use assessment tools to help you along the way.

Learning to learn, praising the process, and reflecting on your progress all point your mind toward the common goal of persistent development.

“Whether or not our businesses survive is going to be up to our response to the problem as leaders. It won’t be easy, but this, too, shall eventually pass.”

Through solid communication, planning, and leadership support from both organizations, a smooth transition is under way.

By Phil Keil | Use careful thought and consideration when defining your firm’s value, moral, and ethical framework.

“The companies that really make an effort to understand and embrace basic marketing knowledge will continue to grow and prosper regardless of the markets they serve.”

Phil Keil, Zweig Group’s director of strategic services, knows how to put the pieces together to craft unique strategies and implementation plans for AEC firms.

A well-designed sabbatical program can combat burnout and disengagement, ensuring your organization’s long-term success.

Implementing a formal, systematic safety program will benefit you, your employees, your clients, and your greater community.

By John Bray | The value you will add and the time you will save is worth the cost almost every single time.

Exercise these 12 roles with care and you will be surprised by how many admire and understand why your firm has grown so successfully.

A lot can go wrong while establishing an office in a new market, but if you find a niche and hire strategically, you can succeed.

“I find that using some of these other ‘screens’ can actually lead to greater success in buying.”

Thankful organizations will grow with engaged employees, loyal clients, trusted partners, and supportive communities.

Successful leaders have to be able to deliver tough messages. Use these six strategies to navigate difficult conversations.

The industry is in desperate need of future leaders who know how to talk with, and understand, their people.

By Christina Zweig Niehues | There’s plenty of support out there for women in the AEC industry, but the stats still have to catch up to the sentiment.

The effort to chart a new path should begin long before firm founders retire, and should be exhaustive.

President of DY Consultants, a nationally-recognized aviation consulting firm based in New York City.

“We invite you to celebrate the industry while learning from its best-performing firms and leaders.”

Your peoples’ top priority is development. If you want to keep them, you need to identify the ideal learning and development strategy for you and your firm.

A small investment of your time, energy, and creativity can yield a large return with your clients. Start gently and build your confidence.

President of JCJ Architecture, a local, national, and global architecture, planning, and interior design firm based in Hartford, Connecticut.

Firm managers run a production process. If the deliverables get out the door, great. If not, cash flow – and company value – could be harmed. Over my career, I have had some disappointed clients....

Managing partner of McMillan Pazdan Smith Architecture (Best Firm Architecture #12 for 2018), a 260-person architecture and interior design firm based in Greenville, SC. By Liisa Andreassen Correspondent “I want to help others be successful...

With more competition, more intensive procurement, higher costs, and increasingly lower fees, firm leaders must leverage the power of mission. We have a mission as an organization. It is why we exist. The best ones...

One of the most coveted characteristic traits an engineer can possess is also one of the most elusive.

AEC firms have new options for addressing the ‘Duty to Defend’ obligation in indemnification provisions. As clients continue to look for ways to transfer greater amounts of project-related risk to design firms, it has become...

Approximately 10,000 baby boomers will retire every day over the next decade. By 2030, millennials will comprise three-quarters of the U.S. workforce. A common blood sport at leadership team meetings these days begins with, “WHAT...

The new generation brings a lot to the table, much of it good, so lighten up, be honest, and enjoy yourself as you roll up your sleeves and work. By 2020, nearly half (46 percent)...

If you don’t identify and address your firm’s problems, you could increase the measure of risk while decreasing value. There is a four-letter word floating around out there that’s probably the first that comes to...

Lack of information leads to assumptions and guessing. Good and complete information at the appropriate time leads to informed decision-making. Over my 30-year career, I’ve had the opportunity to work on a wide range of...

Sharing something personal about your history is a great way to connect with a selection panel – and, of course, to win work. Making a strong first impression and connecting with the selection panel are...

So you got the position you wanted, but that’s just the first step. You have to (help) create something bigger than yourself. Last month I wrote about my good fortune of meeting Art Gensler and...

The Spearin Doctrine: Public owners do not shed all design risk by contracting for design-build if there are specified criteria upon which the design-builder is to rely. On government projects you may sometimes hear a...

Let’s try to tell our story so that we can go above and beyond the traditional marketing that AEC firms are known for. Think about some of the most iconic advertisements of the past. Many...

Evaluate where you are, how you can improve, rank yourself and your team, and then work through every way you want to perform better. Between wrapping up business and preparing for family time most of...

To save scarce resources, provide enhanced services, and reduce costs, the trend is to look at multiples of buildings as a district with common utilities. The emphasis on water and energy conservation and enhanced security...

By understanding the various risks associated with P3s and taking appropriate steps to manage them, A/E firms can put themselves in advantageous positions. As our nation turns to the urgent need to repair, replace, and...

Now is a good time to make good on your 2018 work resolution to improve your team by turning the saboteurs into loyalists. The new year brings with it the opportunity for change, growth, and...

Successful business planning isn’t about having a crystal ball. It’s about a culture that discusses goals, actions, and results on an open and regular basis. The end of one year and the beginning of a...

Branding, education, a low barrier to entry, and the creation of fans are all part of it, so what are you waiting for? I rejoined Zweig Group more than three years ago after an almost...

President of Infrastructure, RPS (Best Firm Civil #36 for 2017), a 500-person firm based in Houston. By Liisa Andreassen Correspondent “Our limitations are people,” Abbott says. “We could do more if we could find more...

It’s not about what emotions we experience, but how we harness and direct our emotions that will impact our success or failure. In the AEC industry, each constituent group has a stereotypical emotional profile. Engineers...

Does the specter or a 9 1/2-year lawsuit deter you from the HOA market? Try adding a 20-year maintenance clause to protect your firm. Have you or any of your friends owned a condominium? If...

Do you want to win a project, identify a new service offering, or attract a new employee? Pick the right medium and have at it! Humans have been communicating through stories for more than 25,000...

There’s three horses you need to ride if you are going to win the race, so saddle up with Facebook, Twitter, and a killer website. It’s time to roll up your sleeves. In this installment...

Here is the full transcript of a great conversation that we had with Mark Zweig. He gave us a history lesson on AECWorkforce and the importance of an effective job board for the Design and...

Here is the full transcript of a great conversation that we had with Mark Zweig. He gave us a history lesson on AECWorkforce and the importance of an effective job board for the Design and...

President of ESG (Hot Firm #36 for 2017), a 120-person architecture and design firm based in Minneapolis. By Liisa Andreassen Correspondent “We have a small SWAT team that focuses on networking and about 75 percent...

The rationalization process is all about determining what is working and what is not – especially with a sharp eye to the future. Most companies are doing very well these days and the effort to...

President and CEO of EAPC Architects Engineers (Marketing Excellence #3 Website and #1 Holiday for 2017), a 140-person firm based in Grand Forks, North Dakota. Editor’s note: EAPC, founded in 1967, is celebrating its 50th...

President of Ross & Baruzzini (Hot Firm #57 for 2017), a 270-person international design and consulting company based in St. Louis. By Liisa Andreassen Correspondent “We’ve offloaded some of our IT functions to the cloud...

Subscribe to The Zweig Letter for free to receive business management advice from industry experts to your inbox every week! If your marketing people are writing proposals, then they’re selling, not marketing. You need to know there’s a...

What does your contract say about the ability to recover legal fees or staff time incurred to recover unpaid fees? Good question, huh? Two recent cases show that architects with good contracts can recover not...

President and CEO of Milhouse Engineering & Construction (Hot Firm #50 for 2017), a 180-person firm based in Chicago. By Liisa Andreassen Correspondent “Engineers aren’t usually braggadocios,” Milhouse says. “We’re just not good at it....

How you dress and how you work send a powerful statement to everyone around you – just make sure it’s the right one. A company has a brand, and so do you. It’s called your...

You don’t want to lose sight of your current business, but fostering ideas and innovation with your staff is increasingly essential. Achieving the seemingly impossible could be one way to sum up several epic sporting...

As social media continues to change, so too does the way it affects the A/E industry. Stay in touch with the times or get left behind. Architecture, engineering, planning, and environmental consulting firms appear to...

There are four ways AEC project managers can shine in team interviews. Try them all and win more work. Juggler. Cat herder. Diplomat. They go by many names, but project managers have one of the...

Recognizing hard work and celebrating a job well done is common practice at HED. Whether it’s a thank you note or another form of congratulations, success is celebrated. As a firm that’s been around for...

Research shows that a good onboarding program is the best way to keep the people you hire, and save a chunk of change on recruitment and training. The process of accepting a job seems much...

Move forward in 2017 with Zweig Group seminars across a range of essentials – business development, project management, marketing, and more. For a short while during my undergraduate years, I majored in management. After a...

If you think there’s too much recruiting, then you probably don’t realize there is no ‘season,’ but an unending grind. There is no preseason or final game for recruiting. A/E firms that don’t understand the...

If you want to achieve great things and have fun in the process, it’s best to foster a collaborative attitude. Review and approval processes vary greatly around our country, and two extremes are California and...

With a focus on renewable energy and environmental conservation, and a need to improve a vast and aging infrastructure, opportunity abounds. Things are going pretty well for nearly all these days. Those downturn doldrums are...

What did I learn about running an A/E/P firm from a 62-year old former British equestrian Olympian? Quite a lot, as it turns out. I recently had the opportunity to ride in a two-day clinic...

McMahon Associates celebrates its accomplishments as it moves into a new era with continued focus on staff, shareholders, and clients. By Liisa Andreassen Correspondent Exciting things are happening this year at McMahon Associates, Inc. (#21...

Plant closures and small modular reactors are expected to define the nuclear landscape for the foreseeable future – and provide opportunities for enterprising engineers. By Richard Massey Managing Editor Though the future of U.S. nuclear...

A passionate and prolific engineer, a skilled expert in disputes, and beloved by those he worked with and for, Michael Burgess will be missed. By Liisa Andreassen Correspondent San Diego-based Xpera Group (#77 Hot Firm...

Much like a “perfect” farmer, marketing professionals must take charge of each step of the growing (submittal) process, or else risk disaster. Dedication, hard work, persistence, and pride are some of the most commonly used...

The exclusive rights to a new technology launched TerraTherm into a world of contamination – and that’s right where John Bierschenk wanted to be. By Liisa Andreassen Correspondent It all started with research. John Bierschenk,...

Familiarity, loyalty, promotion, marketing investment, staff satisfaction, and corporate reputation – to achieve these things you must be consistent. Disney is the world’s most powerful brand. The Brand Finance Global 500 report also ranked Lego...

It’s easy to spout acronyms, tell inside jokes, and use empty jargon, but oftentimes, people are just pretending to know what you mean. Have you ever been in one of those meetings where a topic...

If a firm wants to succeed at a high level, it must keep a keen eye on the documents, and have an ear for what the client needs. It’s my experience that too many firms...

Today’s workforce is multigenerational, so those with experience and seniority must learn to understand, and teach, younger colleagues. I was born in 1944, a couple of years before the Baby Boom. But my values and...

My husband and I had dinner one evening last week at one of our favorite local restaurants, an upscale place with a gracious staff and fantastic fare. Or, at least, we went to the restaurant...

Several organizations have found that bringing financial management staff onto the project management team results in heaven-sent synergies. In Zweig Group’s consulting practice, we see many firms grapple with the interface between project managers and...

Today’s competitive market – and the fact that the best employees aren't necessarily looking for a job – means your digital footprint must be big enough to reach everyone. Creating a game plan for recruiting...

RTM’s CEO Tony Mirchandani has built his career pragmatically and encourages sustainable growth within his firm. By Liisa Andreassen Correspondent Tony Mirchandani, CEO, RTM (South Barrington, IL), a 100-person engineering consulting firm, has expertise in...

Show paints difference between risk-takers and everyone else. Mark Zweig shares some additional food for thought. Watching “Shark Tank” episodes back-to-back last night was a great case study in the differences between entrepreneurs and most...

Build a better, more sustainable company with these suggestions from Mark Zweig. 2015 is shaping up to be a FANTASTIC year for firms in this business. It’s really fun to see how many firms are...

Consider the unexpected in your next candidate search and you’ll be that much closer to winning the war for talent. Dwight Eisenhower made a statement once that bears repeating. He said: “Plans are nothing; planning...

These are the two core words that define how and what people lead. I’ve spent a great deal of time thinking and learning about leadership. Endless books have been written about leadership and I’ve pursued...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 999 Originally published 3/18/2013 The pillars of a successful company can be distilled into two words. A client recently asked me to make...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 990 Originally published 1/14/2013 (Doing the same thing but expecting a different result.) I just got asked why I came back to ZweigWhite...

By Jeremy Clarke Getting top talent is still a critical priority… even in this economic environment. How so? Well, because business needs are still evolving, and employee turnover is still an unavoidable reality. All of...

By Jeremy Clarke Director, Executive Search Consulting ZweigWhite Recruiting and selection can be a meticulous and costly campaign. Those who recruit regularly know that an average management-level search can last 90 days or more. These...

By Tracey Jeffers Principal, Valuation Consulting ZweigWhite If you are involved with financial management at some level in your firm, you expect to regularly review the typical balance sheet and income statement. A smaller percentage...

By Tracey D. Jeffers There is a four letter word floating around out there in the atmosphere that is likely the first formed in the mind of an investor when determining whether or not an...

By Ed Friedrichs In a fascinating recent book, Fred Reichheld asks The Ultimate Question (also the title of the book), “On a scale of 1 to 10, how likely are you to refer __________ (fill...

1. Buy-Side Representation ZWEIGWHITE has been focused on business management services, research and information for architecture, engineering and environmental consulting firms since 1988. As such, we are uniquely qualified to find the right business(es) to...

By Hobson Hogan I recently attended a conference on alternative investments for asset managers and investors. The attendees were mostly representatives from large institutional investors, endowments, hedge fund managers, and corporate bankers. The conference focused...

By Ed Friedrichs I’ve long wondered why architects, designers, engineers, and environmental planners haven’t figured out where the action is for their clients. Almost every client I have ever worked with was an active participant...

By Mark C. Zweig It’s funny how firms in our business— many of which have been around for 20, 30, 40 or more years— can get to a certain level and then start to let...

From the Chairman:Ed Friedrichs As the end of this rather protracted recession plays out (we all hope), I’ve been questioning lots of clients— both the architecture/ engineering firms to whom I consult and the companies...

Press Release: December 30, 2010 The down economy presents many real estate options for the small business owner; but the tight A/E/P and banking climate might prove too difficult for many businesses to grasp the...

Making money is rarely the reason one either buys into or starts their own A/E/P or environmental firm. It certainly can work out that way— i.e., that one makes a lot of money in this...

It’s pretty well accepted by most firm owners that if you want to be successful in the A/E/P or environmental business, you MUST keep the good clients you have. No one’s marketing is so good...

I just sold a house this past weekend that I have had on the market for quite some time— much longer than it usually takes me to sell one. This was a beautiful little 1925...

After 20 years of writing The Zweig Letter and its no-named, type-written predecessor, I feel like I know our readers. Most of you are architects, engineers, planners, and scientists. You (rightfully) consider yourselves professionals. Theoretically,...

What you stand for is a little more subjective but not hard to figure out, either. Look at the heritage and culture of the firm. New ventures should be consistent with that. And again, go...

It is so valuable… being THE place to work. What I mean by THE place is the firm that everyone wants to work at. It is the cool place, the desirable place to be, the...

This is really getting to be the busy time of the year for the ZweigWhite consultants who help firms with business planning. And it’s good to see that many firms are refining their processes so...

Spring has sprung and we are now into summer. And while some firms are having record years, more companies are not doing so great. This has resulted in diminished expectations for the owners and employees...

I came away from our first-ever Hot Firm conference held last week in Cambridge, Massachusetts, as impressed as I could be. Not only did our conference planning staff do a first-class job in terms of...

I’m bullish on this business. As a group of firms, we are doing better than ever. Revenue is up. Profits are up. And the projects are gratifying. It’s an ethical business. There are a lot...

If you ask me, a good deal of success in work (and in life) comes from doing what you need to do every day. If you can’t get done what should have been done today,...

Now’s the time of the year a lot of folks in the A/E/P business start to take a look at their business plan. Traditionally, there’s some discussion of what’s going on outside the firm that...

Any business, particularly A/E/P and environmental consulting firms, better be concerned about how to keep current clients happy and satisfied. The reason is simple— getting new clients is expensive, and if you have to constantly...

“Process marketing” is a term you’ll see a lot of in The Zweig Letter. Heck, we even have a supplemental, stand-alone Process Marketing Advisor devoted entirely to the subject! The reason is that process marketing...

Let’s face it. Some clients just aren’t worth dealing with. They are too much trouble, they are dishonest, they don’t pay, they don’t do what they say they will...and the aggravation that comes from trying...

t seems to me the only way to really be successful is to be different from everyone else. Whether it’s your career or your firm we are talking about, it’s all the same. Yet many...

A lot of firms are successful right now. But the question they should ask themselves as the new year approaches is, “Are we successful because of what we are doing as management, or in spite...

The headline for this week’s editorial sounds like the title of a bad country and western song, but there’s a lot of truth in it. Maybe it’s human nature, but we don’t seem to appreciate...

Anyone who studies human behavior in business organizations can tell you that confidence is a critical quality for leaders to have. This certainly applies to A/E/P and environmental consulting firms. When the leader is confident,...

A funny thing happened to me the other day on the way to the office...... I pulled up to a stoplight. A few seconds later, another fellow pulled up in the lane next to me...

Let’s face it, readers— the A/E/P and environmental business just isn’t what it used to be. The old assumptions just don’t hold true. The old ways of doing things aren’t working. The people who can’t...

If you’re not worried about who is going to take over when you’re gone, you should be. The second-tier management in an A/E/P or environmental firm is every bit as important as the first. This...

I just got back from the annual principals’ retreat of a real successful firm, which was held at The Woodlands outside of Houston. One of the goals for the retreat, established by the firm’s board...

There’s truth to the old adage that “the seeds of destruction are sown along with the spoils of success.” We see it all the time, but that doesn’t make it any more palatable. I’m talking...

To a lot of people in the A/E/P and environmental business, small projects are still something to be avoided. In fact, many business plans we read contain some sort of strategy statement that say the...

Scott Adams, the creator of comic strip “Dilbert” and author of the best-seller “The Dilbert Principle,” is clearly familiar with the absurd, idiotic stuff some companies do in the name of “better management.” In fact,...

After I got my MBA, my first job was with a consulting firm that served the construction and real estate development industry. They worked for large and small companies of all kinds— general contractors, heavy/highway...

From all we see and hear through our “catbird seat” at ZW&A, it seems to me that many of the professionals out there in our industry have forgotten what their role is in the building...

One reason the A/E/P and environmental consulting industry is predominated by small, not-so-successful firms is that it has too many weak leaders. A firm can end up with a weak leader for many reasons. The...

Every so often, it becomes necessary for principals and managers of A/E/P and environmental consulting firms to remind certain staff members that theirs is much more than a technical service business. It is a consulting...

Ask any president, CEO, managing principal, or managing partner if they really care about their A/E/P or environmental consulting firm, and they’d probably guffaw and come back with some sarcastic comment that might make you...

Everyone in the A/E/P and environmental consulting business wants to be more “successful,” but I don’t recall ever seeing “success” clearly defined. It’s one of those good-sounding words that architects, engineers, and environmental consultants use...

Sometimes I think the owners and managers of A/E and environmental firms need a strong dose of realism. We seem to want to bury our heads in the sand to avoid the obvious, or wish...

Every A/E/P and environmental firm I’ve encountered that has survived over the long haul has periodically made a push to improve its profitability. All the growth in the world won’t do you any good if...

There is simply no excuse for rudeness— in the A/E/P business, or in any business for that matter. Rude people turn off, or even worse, visibly upset clients, contractors, vendors, consultants, and employees. I like...

Everybody who’s anybody in the A/E/P and environmental business will tell you that teamwork is critical to the success of their firms. But aside from the occasional hiring of a smooth-talking organizational psychologist to give...

A/E/P and environmental consulting firms are really in the business of selling time— something there never seems to be enough of. That’s why it’s important that we all use our time wisely. Here are my...

Almost every motivated person working in an A/E/P or environmental firm is either already a manager, or wants to be one. That’s OK, but I’m not sure all of these people really understand what it...

I watched a movie on T.V. the other night titled “Lean on Me,” starring one of my favorite contemporary actors, Morgan Freeman. Freeman played Joe Clark, the inner-city high school principal who had one year...

In the past six months, I’ve had the pleasure of working for three firms with very low average collection periods (ACPs). Average collection period is the average number of days it takes a firm to...

We just had the experience in the last few weeks of working with an architect. Business has been good, and we are committed to growth, so we decided to triple our office by moving to...

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”...

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...