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By Mark Zweig | Selling expensive services is not about closing faster, but about building enough trust to become the obvious call later.

A firm’s parking lot can reveal more about its culture than any mission statement posted inside the office.

By Mark Zweig | The strongest project managers make the work feel clearer, calmer, and more focused from the very beginning.

Zweig Group is the leading advisory firm for the AEC industry, providing expert guidance across the entire M&A lifecycle. With deep industry knowledge and decades of experience, we help firms navigate transactions, maximize value, and...

The value of this data extends far beyond the award itself – it’s something firms can use to guide strategy, inform leadership, and drive performance over time. 

Zweig Group has released the 2026 Fee + Billing Report of AEC Firms – the industry’s standard resource for benchmarking fees, billing practices, and firm performance.

By Andy Cushman | When firms show up authentically for causes they believe in, goodwill follows, and so do lasting business relationships.

By Daryl Simons Jr. | Technology can enhance recruiting efficiency, but human connection, trust, and judgment will always define successful hiring.

By Mercedez Thompson | Performance reviews become powerful when they shift from box-checking to growth, clarity, and genuine investment in people’s long-term success.

By Mark Zweig | In a world of constant distraction, true effectiveness comes from knowing your priorities and having the discipline to follow them.

By Robert Jones | Government contractors in AEC must understand and follow GAAP to meet compliance standards, secure contracts, and ensure accurate financial reporting.

By Mark Zweig | Pick and choose what you will say “yes” or “no” to wisely – and do it early and guilt-free – if you want to maintain your sanity.

By Mark Zweig | Most AEC firms play it safe with bland marketing, but bold, consistent outreach is what actually drives results.

By Alan Lloyd | In a fast-paced AEC world, servant leadership empowers teams, boosts outcomes, and shapes a culture people want to join.

By Mark Zweig | Success comes from bold, consistent marketing efforts that push visibility, build trust, and attract high-quality clients.

By Ezequiel Tovar | You won’t live forever – but with intentional ownership transition, your firm could be immortal.

Zweig Group, the leading provider of advisory services, research, and education for the AEC industry, has released its 2025 Fee & Billing Report of AEC Firms. This definitive resource offers a clear picture of today's fee...

By Chuck Miller | Selling requires building credibility, showing up consistently, and proving that you’re in it for the long haul.

By Will Swearingen | A well-thought-out, proactive plan is essential for ensuring the long-term success and sustainability of your firm.

By Sarah R. Adams-Slominski | Step back and check in on how your employees are doing, learn what they care about, and discover what helps them stay engaged in their work.

By Javier Suarez | Instead of trying to fix “the big problem,” we should handpick issues that we could have a decent chance of addressing successfully.

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

By Sara Parkman | AEC firms remain largely committed to flexible options that benefit both firms and their employees.

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...

By Mark Zweig | These four things are beyond essential if you are serious about building an enduring organization that will evolve over time.

By Mark Zweig | Limited office interaction, unclear business plans, and overly structured communication can prevent employees from understanding the firm’s big picture.

By Mark Zweig | To grow your AEC firm, identify and reinforce those who understand the company’s vision, and work to convert or replace those who don’t.

By Mark Zweig | The benefits of getting everyone together in the office each week are simply too great to ignore.

By Mark Zweig | Keep the big picture in mind, and make sure you have the right outside accountants who understand more than the tax consequences of these kinds of decisions.

By Dan Houf | Nothing prepares you for the challenges of managing a firm like putting your feet to the fire and learning from everyday experiences.

By Matt Verderamo | Prioritize building relationships with clients and potential clients to build trust, credibility, and alignment for better outcomes.

By Kraig Kern | In our digitized age, the very tools designed to enhance communication can sometimes become barriers.

By Bryan Powell | By following these steps, any organization can navigate significant change with confidence and continuity.

By Liisa Andreassen | Senior principal and president of 19six Architects (San Luis Obispo, CA), one of the oldest and most established architectural firms in California.

By Miyamoto International | Miyamoto Global Disaster Relief bridges support gaps for vulnerable communities in disaster and conflict zones, focusing on rebuilding schools and homes.

By Mark Zweig | See how you stack up against the best in the industry – and remember, it’s never too late to change your behavior.

By Keyan Zandy | Traditional construction practices pit trade partners against each other; adopting a collaborative team approach can enhance outcomes.

By Somshekhar Kundral | Developing effective problem-framing skills can help your people think outside the box, challenge assumptions, and find innovative solutions.

By Matt Verderamo | Defining your mission, vision, and values is key for uniting, motivating, and differentiating your firm.

By Mark Zweig | You can learn something from every new experience, so don’t lose the sense of curiosity and wonder you had as a kid.

By Mark Zweig | As a business owner, people problems will probably be at the top of your “problems/opportunities” list.

By Jodie Quinter | We have an opportunity to reset our company cultures in a way that recognizes adaptability, while prioritizing the ways in which our people want to work and live.

By Jane Lawler Smith | By applying various levels of rewriting, redesign, and repackaging, you can successfully bring adaptive reuse concepts into your AEC marketing realm.

By Tom Godin | What stories is your firm telling, and, more importantly, how are they being received?

By Kollan Spradlin | A broader view of client objectives allows us to add value and, in some cases, recategorize isolated projects into stepping stones that line the path to the client’s ultimate goal.

By Mark Zweig | Hiring often takes a lot of time and a real commitment to get the key people you want.

By Liisa Andreassen | President and CEO of JMC², a civil and structural engineering firm that offers solutions for land development and building projects of various scopes and sizes.

By Larson Design Group | E-commerce has undergone big changes in recent years, and with the effects of COVID-19 still being felt, some of those changes are accelerating or taking on new forms completely.

By Liisa Andreassen | Founder of Trahan Architects, a global architecture firm that mobilizes artistry and innovation to develop thoughtful structures that enhance quality of life.

By Mark Zweig | These are some of the most important qualities to look for in a potential business partner.

By Will Swearingen | Succession planning requires owners and leaders to wake up and get out of their own way.

By Callum Roxborough | Lawyers and in-house counsel can be strategic partners for AEC firms when consulted at the right junctures.

By Matt Hoying | Getting new employees in the door is just the start – onboarding and training compel them to stay.

By Lindsay Young | Recruiting and marketing play a role in growing your firm, and it’s more important now than ever to make sure they are working together.

By Dathan Gaskill | Our industry hasn’t done a great job of managing risk comprehensively or systematically. There’s a better way.

By Liisa Andreassen | President of Dewberry (Fairfax, VA), a nationwide planning, design, and construction firm with more than 50 locations and more than 2,000 professionals nationwide.

By Matthew Poling | Often overlooked, the simple checklist can empower your people to coordinate more, reduce mistakes, and focus on bigger picture items.

By Mark Zweig | If you’re running a business, you have to pick and choose carefully what information you consume and how you process and employ it in your own business.

By PeteR Atherton | Most of us have been taught to believe in projects and profits, but do we also believe in people and purpose?

By Katie Harrel & Charlotte Knight | Finding commonalities can help you build trust and strengthen relationships in this changing work environment.

By Mark Zweig | You need to be identifying your successor and preparing the road for them so they can be successful.

By Corey Fenwick & Andrew Chakmakjian | Networking is a key part of any business – no matter the industry – because it can lead to a new job, experience, or business for your firm.

By Mark Zweig | We create much of our own good luck – and a lot of that comes down to understanding probabilities and doing things that increase our odds for success.

By Mark Zweig | A lack of speed is a big problem for too many A/E firms. You all really need to pick up the pace!

By Laura Rescorla | We must work intentionally to remove barriers and provide opportunities in our industry for people of all backgrounds.

By Chad Clinehens | Let’s take all the support we’ve been unable to show over the past year and fire up businesses impacted by COVID.

By Mercedez Thompson | Create client-focused cover letters that build trust, provide clear client benefits, and connect to your client’s broader goals or vision.

By Tammi Nagucki | Reconsider some of this advice, and you may find some insight to guide you through our current world of disruption and stress.

Through recessions and tough times, innovations explode as people are forced to slow down and think. Many are already working on the next big thing for their business. Are you?

By Kevin Token | A singular leader, in place for all time, might not be the best model for your firm. Consider a different way, one that plans for transitions and accommodates change.

By Mark Zweig | Answer these questions and many more, or you will, at best, be a decent copy of a firm or firms that do as well or better than you already do.

By Mark Zweig | Best practices may be safe, but they won’t differentiate your firm. Make these changes and your firm will stand out.

By Mark Zweig | These are some of the common elements that are often present in the most successful leadership transitions.

Managing principal at Inventure Design (Houston, TX), a firm that transforms the client experience in design and architecture by creating smart, human-centered spaces.

Leaders of employee-friendly firms talk about recruiting, culture, and the importance of employee feedback.

By Chad Coldiron | Having a set strategy for when the internet is down will prove you are the leader you are striving to be.

By Mark Zweig | If you make these 50 calls, you will not only get new projects, you will also learn a great deal and renew old friendships.

Co-founder and principal at CWE (Fullerton, CA), a  civil engineering, water resources, and environmental engineering firm whose experts pledge to create a better tomorrow, today.

The tools that Revit provides have the power to help firms save time and money, while improving the quality of the final product.

Digital twins, photogrammetry, and analytics are paying off for owners and developers when this technology is in the hands of experts who push it to its limits.

Make your business more sustainable and build a loyal team by training your people to manage themselves and their projects the way you would.

By Chad Clinehens | Now could be the perfect time to give yourself and the workings of your firm some much needed attention.

There's never been a more important time for awards - Deadlines extended During this time of uncertainty, providing employees and clients with a sense of stability and that business continues is critical. Celebration of achievement...

A constant focus on your firm’s brand is essential. If you let it slide, you’ll send mixed, confusing messages.

CEO of Caldwell Associates, a firm that’s not afraid to fail, and that’s strong enough to pick up and keep going.

President and principal-in-charge at Taylor Design, an architecture and interior design firm headquartered in Irvine, California.

“How do you stack up in these seven areas? Is money being wasted? If so, take action now!”

When executives do too much, they might be avoiding a problem, and they can damage the firm in the process.

Getting a better handle on your data helps you identify what your firm is truly good at, and where the highest profits are.

“We need to collect our money sooner. With dragged out collection periods, most companies don’t have the working capital they need without borrowing.”

Zweig Group has announced the list of speakers and discussion topics for the upcoming M&A Next Symposium, held on October 2, 2019 at the Green Valley Ranch Resort in Las Vegas, Nevada. This highly interactive...

“Years ago, I worked for an A/E firm in Memphis by the name of Pickering, Wooten, Smith and Weiss. My boss was Don Smith and my mentor was Irving Weiss. Both of them taught me...

President of Bernardon (Hot Firm #39 for 2018), an 80-person architecture, interior design, and landscape architecture firm based in West Chester, Pennsylvania.

When it comes to delegation, you have to pick the right person for the right job, and set them up to succeed.

It might seem far fetched, but it’s true. AEC firms can learn a thing or two from the fast-food industry.

“When it comes to branding for an AEC firm, I wouldn’t look to other AEC firms. Frankly, we make a lot of branding mistakes in this business.”

By John Bray | It’s easy to send texts and emails, but to make a great and lasting impression, frequent phone calls throughout your network are essential.

In our industry, diversity and inclusion are dawning, so seize the day by incorporating an open mindset throughout your firm.

Chairman, CEO and President of Woolpert (Hot Firm #18 for 2018), an 800-person national architecture, engineering and geospatial (AEG) firm based in Dayton, OH. By Liisa Andreassen Correspondent “I would say moving through our minority...

“People working in this industry can be sensitive. It’s so easy to turn them off – and difficult to get them going again – if you can!” The difference between making and losing money in...

We’re all busy with our personal and professional lives, but that doesn’t mean we should stop educating ourselves. I have spent a good portion of the last eight months crisscrossing the country training professionals in...

“When we are going through times like this, we all have a choice. We can sit back and think of all the reasons why we are in the mess we are in, or we can...

“Clients, co-workers, partners – they aren’t always completely forthright in their communications. Despite this fact, your success ultimately depends on understanding them.” If you work in an AEC firm as a leader or manager, it’s...

Marketers for professional services firms should expect, and be prepared for, inevitable setbacks in the submittal process. I play bass in a classic rock band. We were doing a sound check at a recent gig...

Picking the ideal business partner or partners is an inexact science, but a critical one nevertheless. The subject of how people find business partners in the AEC industry is one that is rarely discussed. Usually,...

Texas-based Atlas Technical Consultants acquires Piedmont Geotechnical of Atlanta Atlas Technical Consultants recently picked a peach when it acquired Atlanta-based Piedmont Geotechnical Consultants, a move that continues Atlas’ expansion into infrastructure engineering, program management, and...

Tax consultancy looks at people, not just price and product, to develop new business while serving existing clients. Editor’s note: Corporate Tax Advisors, Inc. is a sponsor of the 2018 Hot Firm + A/E Industry...

The collective achievement of any given AEC firm is oftentimes shared only with prospective clients during the proposal process, and that’s a lost opportunity. Every few years, I find myself working closely with our corporate...

By Edward Friedrichs | Reducing consumption and finding new ways to re-use water will become increasingly important as populations grow.

I was thinking about social media and what a phenomenon it is and how it is now such a big part of our culture. Even though the odds are against it, you may be someone...

Social media isn’t nuclear physics, but you have to have the right voice for the right channel, otherwise you’re speaking Spanish in China. Would you walk up to someone at a cocktail party and say,...

The art of business is one that is best demonstrated when the organization being managed has sustained success over a period of many years. Rarely does this happen. Surprisingly few companies ever make it to...

The true character of any firm can be determined by how it responds to adversity, and that character is usually embodied in the troubleshooter. The troubleshooter. Every A/E and environmental services firm has at least...

Finding and keeping good people is the number one problem AEC firms have today. And it will get worse if any of the predictions are true about the demand for talent and the lack of...

Autonomous vehicles are on the way, and when they arrive, parking decks will increasingly become obsolete, and will need to be repurposed. Cars that can drive themselves, using radar, LIDAR, and other imaging devices will...

At all times, there can and must be all four seasons within a person and a company – tilling, planting, toil, and harvest – to create growth. The start of a new year always brings...

At some point most of us in the A/E business come to realize that “close” only counts in horseshoes and hand grenades. That certainly applies to winning projects that you go after! I’ve worked on...

The meet and greet is great, but making long-term friendships is even better. Come to the Hot Firm conference in Dallas this year (Sept. 20-21), and bond with your peers. The 2017 Hot Firm and...

Keeping up with the latest and greatest in marketing is tough, but it’s easy to see what techniques need to be left behind. If you’re still doing the same kind of marketing you were doing...

The confidential information memorandum will save you a lot of hassles when and if you want to sell your firm, so have one crafted. A confidential information memorandum, also referred to as the “deal book,”...

There’s a strong case for including marketing staff post-proposal, especially if things didn’t go so well with the client. I have long told my clients that requesting a debriefing after a selection has been made...

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...

President of Wakefield Beasley & Associates (Hot Firm #14 for 2016), a 165-person architectural design firm based in Alpharetta, Georgia. By Liisa Andreassen Correspondent “We are a fast-paced, high-performance company, and underperformers are detrimental to...

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...

As a student of this “industry” for more than 37 years now, I have seen a lot of companies and their associated financial statements. And here’s what I have noticed: Some people make a lot...

As a coach, your choices can impact the fate of your team members, so take pains to put the right people in the right places. I didn’t grow up in a very sports-centric family. We...

In this episode of the podcast, Randy Wilburn and Sanjay Jenkins discuss the rise of AI in the job application process, referencing the Wall Street Journal article “In Unilever’s Radical Hiring Experiment, Resumes Are Out,...

You might think a Facebook post about a stolen office stapler is cute, or that an Instagram photo of donuts in the breakroom is quaint. Think again. In my last article, we covered some tips...

CEO of Woodard & Curran (Hot Firm #80 for 2016), a 1,000-person integrated engineering, science, and operations firm based in Portland, Maine. By Liisa Andreassen Correspondent “Live by the contract; never lose sight of it,”...

The landscape keeps changing, but accept it and roll with the punches. The payoff could be big for your firm. In media, the only constant is change, and here’s what we’ve got our eyes on...

The word “strategy” is kicked around a lot in the A/E industry when referring to the “business” of the business. But, like many other words, I find it widely misunderstood and subject to different interpretations....

If you rely solely on what you thought you once knew to be true, you run the risk of being an obsolete relic of yesteryear. Not too long ago, when my son was a senior...

You want your firm to be more valuable at the end of the project than it was at the beginning. Start to GRIPE. Many of our clients turn to us for assistance in providing project...

Social Media: What NOT to do There's a lot of advice out there about how to best use social media to market your company. We even have a social media guide just for the AEC...

There's so much written about leadership training and developing better leaders in your AEC firm. But there's little information about how to become a better leader yourself. It's all about what you can do for...

Are you a “can do” person or a “can’t do” person? I’m sure that virtually all of you readers of The Zweig Letter – 95 percent of which work in privately-held A/E or environmental consulting...

There's so much written about leadership training and developing better leaders in your AEC firm. But there's little information about how to become a better leader yourself. It's all about what you can do for...

Editor’s note: Originally published June 22, 1996 I’ll come clean. It’s time to fess up and share how I feel about the state of the art in project management today for A/E/P and environmental firms....

Should a hardworking mom be able to ring the bell at work but also pick the kids up from daycare? You bet! Our company culture at Affinis Corp. (Best Firm #15 Civil for 2016) is...

Company leaders play an important role in making sure their people are aligned, capable, and engaged – a recipe for success. Are your employees fulfilled? If not, it may be costing you a bundle. While...

Michigan firm takes the extra steps to create a family atmosphere, and that translates into employee retention, quality work, and client satisfaction. By TowerPinkster Best Firm #1 Architecture for 2016 Our firm culture is at...

The winning percentage in the A/E industry is not that good, so it’s vital that you learn how to take a punch and get back up to fight again! You’ve probably heard the quotes about...

Alternative collection methods at this time of year, even if it’s something radical, might come in handy if you need to ‘stock the cash coffers.’ As the last quarter of 2016 draws to a close,...

Remember, thinkers and modelers, there is plenty of time to get to the bottom of whatever pressing issue we are facing. I’m an analytical person by nature. I am in a committed relationship with Microsoft...

A command of soft skills is essential to delivering a project that’s on time, on budget, and with no surprises. If you’re in the business of infrastructure and you manage projects, staff, or both, you...

Anyone who knows me can tell you I’m about as “New Age” as the 1930 Model A Ford sitting in my garage awaiting its flathead V-8 transplant. That said, there really is something to the...

A visionary rather than a command-and-control type of leader, Mike Sanderson has a musical side to him that some might find surprising. By Liisa Andreassen Correspondent He doesn’t like the word “client.” He prefers “customer.”...

Collaboration between centralized and decentralized resources is the ultimate secret weapon effecting success in any organization. To centralize or not to centralize. Is that the question? For years, leadership groups and marketing professionals across the...

Project needs and client needs are two different things. If you want to win more work, figure out the human side of the equation and you’ll be rewarded. AEC firms often approach proposals and interviews...

Take a good hard look at your firm and what it’s saying to the world. If things appear stale, it’s because they are. Fix it or lose out. Here are ten signs it’s time to...

Demanding a resume is a good way to scare off potential hires, but your chances improve if you pick up the phone and sell your firm. One of the biggest challenges facing the AEC industry...

We’ve all been there because every A/E firm in existence seems to have one. I’m talking about the person in the room who is completely, utterly negative. You’re in a meeting. Changes are being proposed....

A professional firm should have professional collateral, but all too often, bad photos, poor design, and sloppy writing dilute the brand. Of course you’re not an amateur. You are a professional. You work for a...

How do you get a handle on billable hours and overhead without losing yourself in spreadsheets? Rely on the gut instincts of your department managers. I’m honored The Zweig Letter asked me to be a...

A lot of A/E/P firms complain, but in fact, they’re not really trying to grow. As an executive in residence teaching entrepreneurship in the Sam M. Walton College of Business at the University of Arkansas‎,...

In the AEC marketing world, proposals are usually treated as business as usual, but I believe we need to make them personal. I will be celebrating my 20th wedding anniversary on June 1, 2016, (I...

While success and security are good things, they can also zap your energy, so find something new. Chances are, if you’re reading this, things have gone pretty well for you. The company is doing well...

Get your project managers to pick up the phone and call clients to improve relationships. In the A/E business, we hate confrontation. As a result, we tend to communicate via email instead of talking on...

The A/E/P industry is doing well right now, but you shouldn’t get too comfortable. Right now, we're having some really good times. A/E/P firms are doing well – some of them are doing incredibly well....

You may have an “open door” policy as a CEO or manager, but you could still be seeing your firm through rose-tinted glasses. If you want to grow, are having a hard time recruiting or...

This month, readers seek advice on topics related to social media, benchmarking, and increasing prices. WHO SHOULD FIRMS COMPARE THEMSELVES TO WHEN BENCHMARKING? Dear Christy, “We’re about to start our strategic planning process and like...

In work and in life, our past experiences, relationships, and the information we consume contribute to our outcomes. You know – in life, or in business – things pretty much happen as you expect them...

There are probably many reasons why people have trouble completing tasks; here are some ways to solve the problem. It seems to me, a common problem we all encounter these days – either with ourselves...

Though it has been around for a while, email isn’t going anywhere anytime soon; make sure you’re using it effectively. Email is not going away for those of us in the A/E business – even...

AC Martin Partners, Inc. (Los Angeles, CA), an 85-person architecture firm, is taking home fifth place in the Internal Marketing category of Zweig Group’s 2015 Marketing Excellence Awards for its New Employee Questionnaire. AC Martin...

Harris & Associates (Concord, CA), a 200-person engineering and construction management firm, is the fourth place winner in the Internal Marketing category of Zweig Group’s 2015 Marketing Excellence Awards for its ownership campaign and the...

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...

In my line of work, I talk "big picture" about modeling acquisition outcomes and the pros and cons of stock swaps. But anyone who has worked in the M&A business long enough will be the...

Klohn Crippen Berger Ltd. (Vancouver, BC) – a 500-person international engineering, geoscience, and environmental consulting firm – is taking home second place in the Internal Marketing category of Zweig Group’s 2015 Marketing Excellence Awards for...

Westwood Professional Services (Eden Prairie, MN), a 350-person professional services firm, is the second place winner in the Special Event category of Zweig Group’s 2015 Marketing Excellence Awards for its Brand Refresh Launch event. Westwood...

Here's a small excerpt from the A/E Board of Director's Manual.... In short, some do and some don’t....Since a majority of firms in the industry—most of which are small—have boards, it would seem that boards...

This is part one of a two-part series on the acquisition process, written by Jamie Claire Kiser, Director of M&A Services, and Ryan Renard, Financial Analyst/Consultant. Part one focuses on the search phase of an...

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...

Here's another snip-it from the 2nd Edition of Successful Project Management by Ernest Burden. Many project managers are more comfortable with the technical side of the business. The marketing hat that firms are now asking...

Allowing late payments because ‘this is the way the client has always paid us’ is a cash-flow killer. Accounts receivable is, for most of our clients, the source of all the cash that fuels the...

Embracing marketing to set you apart from everyone else can change your business – and your life – for the better. Good marketing has the power to change your firm – and your life. If...

Avoid dropping the ball with that perfect out-of-town candidate. I recently left a fairly comfortable existence in New England to relocate here to Fayetteville, Ark. the home office of the Zweig Group. I spent a...

This over-used word can be working against you. In one of our seminars, we ask the attendees to spend 5 minutes developing a short pitch to convince a potential client why they should hire the...

Mark Zweig provides 10 tips how to treat potential new employees right. One of the things we do at ZweigWhite is a limited amount of executive search consulting. Most people don’t really understand that. They...

Are you investing in consistent, brand-building marketing activities, Mark Zweig asks. Let’s face it. Living too well can be a problem. I’m talking about eating your seed corn, spending too much, and not reinvesting in...

Feel trapped at work? Four suggestions from Mark Zweig to help you have a saner lifestyle. It’s interesting – and frustrating as well – to see how many A/E/P and environmental firm owners and managers...

Listen to your staff, have an appealing culture, hire selectively and keep your employees for the long-term. I’m hearing more and more about the market firming up and people being in demand. So, I think...

Stop holding so many of them and get back to work, Mark Zweig writes. We’ve got a HUGE problem in the A/E/P and environmental business. And it’s one we can solve easily. I’m talking about...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 996 Originally published 2/25/2013 Mark Zweig offers six suggestions on how to pick the right people and nurture them. But act with care....

By Christine Brack Principal, Business Planning Consulting Many firms are glad to be leaving 2011 behind and are casting a warmer, more positive outlook to the New Year. Other firms claim they enjoyed moderate success...

By W. Hobson Hogan Principal, Investment Banking ZweigWhite Owners often ask me when is the best time to sell their firms. It’s a common question. The answer that they are seeking typically hinges on valuation...

Press Release: September 1, 2011 FAYETTEVILLE, Ark. (September 1, 2011) – It’s hard to overcome adversity! Politics, the government, and the economy are major thorns in the side for many architecture, engineering, planning, and environmental...

Press Release: June 6, 2011 FAYETTEVILLE, Ark. (June 6, 2011) — Construction forensics could help divide the genuine from the bogus when it comes to green and sustainable design, a report from the May 31...

By Julie Kyle Newsletters Editor, ZweigWhite I have many friends who are in business for themselves. As a creative type, I enjoy helping them come up with marketing ideas; it’s fun for me— designing new...

By Hobson Hogan Just as the proverbial third wheel, the statement of cash flows gets summarily skipped over by management. In earnings calls, CFOs spend time talking about sustainable earnings and strong balance sheets. Where...

Press Release: April 1, 2011 FAYETTEVILLE, Ark. (April 1, 2011) – An expected resurgence in private spending in 2011 means that diversified architecture, engineering, planning and environmental consulting firms will be better poised to benefit...

By Tracey D. Jeffers Cash and accrual methods each have their pluses and minuses. Editor’s note: This is the second of a two-part series. In her first article (The Zweig Letter, Feb. 21, issue 899)...

Press Release: February 16, 2011 Economists are pointing to a halting recovery in the nonresidential construction sector, holding back on their earlier predictions of a recovery this year. The Zweig Letter, ZweigWhite’s weekly management journal,...

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...

Getting new people productive sooner is something that everyone who owns an A/E/P or environmental firm should be concerned about. This is NOT a topic that only H.R. managers should worry about. Principals and line...

Working visibility is all about the public— and hopefully that includes some potential clients— seeing your firm at work and more importantly, recognizing it’s YOUR firm! To the extent they see you “doing” they will...

There’s a popular book out right now in the education field entitled The Global Achievement Gap written by a fellow named Tony Wagner, the co-director of the Change Leadership Group at Harvard University. I picked...

Frank Fickleheimer had to do something different. His firm, Fickleheimer Enginee-ring, did not have the operating capital it needed. Fifteen good years of solid growth and profits had left them with a lot of mouths...

I can’t believe the lack of creativity shown by creative companies with respect to their recruiting. Most firms place ads, post openings on job boards, and hire headhunter/recruiting firms. Some firms pay recruitment bonuses to...

When it comes to architecture, engineering, and environmental firms, or just about any business for that matter, weird can be good. How so? Being weird means being memorable. Being memorable translates into more calls from...

Brenda Potwater was quite proud of herself. She was going to be a principal in Hitesh, Springwald, and Fruttison, the oldest old-line planning and design firm in the San Francisco Bay area. She was already...

Now that we are fully working ourselves into a recession frenzy (whether we needed one or not), many A/E firms will be facing some tough choices IF they want to remain as profitable as they...

Most of us know that it isn’t really hard to start an A/E or environmental firm. You don’t need a lot of capital or other resources to hang a shingle and make a run for...

A recent article in The Zweig Letter where various A/E and environmental firm principals were asked about the best interview questions to ask prospective employees got me thinking. It got me thinking about what I...

I just got back from ZweigWhite’s 2007 A/E Marketing Now Summit in Las Vegas, Nevada. It was our biggest and best-attended marketing conference ever! My task was to open the show with a short talk...

There’s an interesting article in the latest issue of Inc Magazine on PR firms that get paid only when they get results for their clients— results being a press mention in the local paper, a...

If you watch reality TV at all, you’ve probably heard the new word. It’s “pop.” Everything is supposed to do it— and you, as the orchestrator of change— are supposed to make it happen. The...

After seeing their black and white VW New Beetles running around town all of the time, I just saw an ad the other night on TV for The Geek Squad (Richfield, MN). If you don’t...

A lot of design and environmental firm principals have been around a long time— they’re an average of 48 years old. That means that they have probably been doing this work for 20-25 years or...

When it comes to project management for A/E/P and environmental firms, there’s one thing we all agree on— it could be done better. I won’t even begin to attempt to postulate why that’s the case....

Thank God for technology! If we didn’t have the technology that we have today, there’s no way most of us who travel could keep up with the demands of work and life. For example, I...

For whatever reason— and I have seen it countless times— sometimes the work environment just goes bad. Like fruit that sits in the bowl too long, it rots, it molds, and it becomes intolerable. Just...

The fact of the matter is that design and environmental firms are not easy organizations to lead. Their cultures are fragmented. The people who work in them are all too smart, their egos too big,...

It’s real popular for A/E and environmental firms to proclaim that they are “client-centered.” Sounds good, right? Give the clients what they want…. But not many firms really do what is necessary to make this...

Mike Fruitwood, seven months into the job of COO of his firm, shook his head. “How are we ever going to build this company if we can’t get our act together on scheduling?” he wondered...

At the end of every year, Larz Picklefranz, managing partner of architecture and interiors firm Picklefranz, Lordosa, Fauna, and Schlossenberger, got the blues. Maybe it was just that the holidays reminded him of his long...

This week’s issue of The Zweig Letter is devoted to The Zweig Letter Hot Firm 2001 List. For me, this is what it’s all about— success. I love the Hot Firm focus and putting the...

Let’s face it. In business, as in life, things don’t always go the way you want. There will be problems that you can anticipate, and there will be problems that you never expected. Either way,...

“You can lead a horse to water, but first, you’ve got to have a horse,” is one of the homilies my old friend Mike Latas of ) used to use all the time. I don’t...

As periodically happens, I have a number of issues I want to share with our readers, none of which merits an entire article. Here they are: There will never be true equality of the sexes...

When you get to work with all of the different A/E/P and environmental firms that we do here at ZweigWhite & Associates, it is apparent that many firms are marching blindly ahead, doing things they...

Here are some quick thoughts on a few issues: Pay or don’t buy. There have been a number of articles in the business press recently dealing with ethics issues. One that I read involved a...

I just came back from a management retreat with a client we first worked for a couple of years back. They are what I would call a mid-sized firm in a large metro area. And...

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...

As an old car guy, I’ve learned that gauges are vastly superior to “idiot lights.” Idiot lights tell you when something has gone wrong, such as “engine hot” (it is now overheated). Gauges tell you...

At our new “Managing a Growing Firm” seminar series, which kicked off last week in Boston, a hard-driving CEO from a local area firm took exception to one of our recommendations on how to improve...

It’s hard to believe, but 1997 is almost over. It seems as if the year just started and now it’s nearly gone. I hope you had a great year, because very few companies ever make...

I am not proud of my five airline frequent flyer program gold cards. All that means is that I spend too darn much time in the air, when I’d much rather be someplace else. But...

Every owner in an A/E/P or environmental firm knows you can make all the paper profits you want, but unless you turn those profits into bank deposits, you have nothing. I’ve written so much about...

Call me any names you want. It won’t be the first time. But it doesn’t matter. I’m tough. I can take it. I have the power of my own convictions and conscience to get me...

One thing I have learned over the years is that how good something turns out depends on the sum total of many small decisions. Most of the time, as it relates to projects, it’s not...

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...

We went to Scottsdale, Arizona, on a family vacation last week. Of course, we did the usual tourist stuff. We visited Montezuma’s Castle near Sedona and rode the stagecoach at Rawhide, the quintessential tacky tourist...

Not much gets someone who works in an A/E/P or environmental firm more upset than unnecessary bureaucracy. I’m talking about stupid forms to fill out, channels to go through, or steps to take that don’t...

It seems that our readers in A/E/P and environmental firms can’t get enough on project management. No one out there appears content with how he or she is handling it. Although my treatise a few...

We work for the owners and top managers of a lot of different A/E/P and environmental firms. While all those companies and their managers are different, they share one thing— they’re not happy with project...

I get to see a lot of proposals and qualification documents from A/E/P and environmental consulting firms of all types and sizes. In most cases, there’s plenty of room for improvement. Consider the following: Length:...

One of the great things about the A/E/P and environmental consulting business is that it always provides you with a challenge. Right now, many firms are feeling particularly stressed— with a higher than normal workload,...

The long anticipated, talked about, and dreaded shortage of qualified people is here. Ask principals in most firms, and they will tell you that it’s very difficult right now to find staff— particularly engineers, geologists,...

“Leadership development” for our industry too often translates into another boring all-day seminar on liability reduction, or a weekend retreat with a soft-spoken consultant who walks us through “team building” exercises. We say we want...

It has been said that the only thing an A/E/P or environmental firm can do in a presentation is “not lose the job”— meaning that the selection decisions are made before presentation time, and can...

I have yet to see an A/E/P or environmental consulting firm with a utopian project management system— one where every single job goes exactly the way it’s supposed to in every way. One of my...

It is widely accepted that any well-managed A/E/P or environmental consulting firm should monitor and report on the profitability of the projects it undertakes. Pick up practically any management newsletter, or look in the practice...

If you are like a lot of our clients, 1994 was a really great year. For many firms, all indicators were up— including sales, backlog, revenues, and profitability. Our ZWEIG 100 index (based on 100...

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...

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...

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...

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...