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By Sarah Kinard | Economic shifts, regulatory change, technology, and evolving client expectations rarely arrive as disruption – they appear first as signals.

By Gina Rodriguez | In AEC, expertise builds credibility, but engagement is what creates trust, strengthens relationships, and drives better outcomes.

By Mark Zweig | Early career success comes from reliability, responsiveness, humility, and a willingness to work harder.

By Brandon Pinkerton | Your leadership impact is shaped by aligning your platform, message, and the audience you are intentionally trying to reach.

By Jeremy Clarke | Most governance problems are not execution failures but clarity failures around who owns decisions and who is accountable.

By Kraig Kern | AEC firms excel at solving known problems, but creativity is what reveals the opportunities and risks no one sees.

By Elizabeth Nilsen | Successful AEC firms treat succession planning as a strategic priority from the beginning, not a last-minute retirement decision.

By Matt Cooper | Most AEC firms stall at key growth stages where outdated people, processes, and technology can no longer support scale.

By Mark Zweig | Long-term firm owners stay motivated by evolving the business, mentoring emerging leaders, and staying close to the action.

By Scott Butcher | Despite capacity challenges, AEC firms still rely on seller-doers because complex projects reward expertise at the first client interaction.

By Kraig Kern | AEC's next competitive advantage isn't expertise; it's how fast you unlock it.

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

By Michael Sanderson | The future of professional services depends less on hours logged and more on trust, ownership, and meaningful results.

By Mark Zweig | Leaders shape outcomes through mindset, so choose optimism, act on opportunity, and set expectations that inspire rather than limit your team.

By Shelby Harvey | Encouraging curiosity at work turns tough questions into opportunities to build trust, share knowledge, and strengthen engagement.

By Mark Zweig | Winning big design projects requires strategy, preparation, credibility, and connecting authentically with decision-makers to secure long-term success.

By Morgan Stinson | Lessons from The Bear show AEC leaders the value of purpose, process, development, and treating every client like a VIP.

By Mark Zweig | Many AEC firms claim high quality, but without consistent action those promises quickly become hollow words.

By Lindsay Young | Every firm is unique, so focus on your differentiating factor to create a one-of-a-kind client experience.

By Matt Verderamo | Our future depends on bridging generational gaps through mentorship, field experience, and modern leadership development.

By Duncan Robertson | Shed the word “busy” from your vocabulary to focus on the priorities that will have the greatest positive impact on your firm.

By Hugh Smith | Community outreach and engagement are foundational to the success of any project.

By Mercedez Thompson | As our industry and client expectations evolve, so must our strategies for winning complex, high-stakes project pursuits.

By Kevin Norgaard | Together, younger and older employees create a dynamic and innovative workplace where every generation has something valuable to offer.

By Shelby Harvey | Ignoring the elephant in the room won’t make it go away, but it might be what pushes your top talent to leave.

By Mark Zweig | As a leader or manager, you are probably super busy and will get stuck if you cannot offload a lot of what you have to do.

By Greg Sepeda | Success comes from creating a space where people feel comfortable asking questions, helping each other out, and wearing different hats when needed.

By Matt Verderamo | Finding a mentor can provide direction, accelerate career growth, and offer valuable insights, but it requires commitment and openness.

By Duane Gaugler | It’s true that mentor relationships aren’t easy to find time for, however, the potential they offer is enormous.

By Mark Zweig | Non-responsiveness in professional settings can stem from various reasons but addressing it directly can improve communication.

By Morgan Stinson | AEC firms that focus on fostering genuine client relationships build trust, loyalty, and long-term success.

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

By Irina Rice | The evolving use of AI in AEC projects raises complex legal questions about authorship, copyright, and ethical responsibility.

By Mark Zweig | Flexible job descriptions with clear responsibilities, single reporting lines, and adaptable salary ranges foster employee satisfaction and avoid rigidity.

By Brandon Pinkerton | When the time comes, the best thing you can do for yourself, your legacy, and your organization is to end the journey well.

By Matt Verderamo | By controlling three key moments in every sales meeting, you can launch yourself from amateur to professional and close more work.

By Brad Thurman | Empathy, clear communication, and attentive listening are crucial in building trust and improving client relationships in the AEC industry.

By Eric Tuthill & Jordan Wilson | It’s become increasingly apparent that Section 174 may be around longer than anyone believed possible.

By Jeremy Clarke | Spot these devastating hires before they sabotage your team.

By Elizabeth Preston | Managers can unintentionally hinder their team’s writing by not providing clear standards, dedicated time, and constructive feedback.

By Mark Zweig | Firm owners should consider adding key employees to ownership for motivation, transition planning, and financial strength – before it’s too late.

By Lauren Aguilar, Ph.D. | How to make all employees feel safer at work and more willing to build authentic connections.

By Tom Godin | How the military’s mission command principles can improve leadership and management in AEC firms.

By Javier Suarez | We must hit the pause button at several junctions in our marketing and business processes to discuss the “why.”

By Luke Carothers | AEC industry experts shed light on key topics for firm leaders, from employee compensation, career growth, and AI integration.

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

By Lauren Martin | There has never been a downside to reporting circumstances to your professional liability insurance carrier, but there can be a huge downside for failing to report them.

By Leslie Jenkins | Instead of trying to impress potential clients, focus on emotional intelligence, really listening, and creating relationships built on common goals and trust.

By Linda Schulte | Subconsultants collaborate with diverse specialists to form the best possible team for successful project outcomes.

By Sara Karstetter | AI is a hot topic with numerous applications in AEC, though navigating the options can be overwhelming.

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 Mark Zweig | There are many factors that can create highly motivated people – some within your control as an employer and some not.

By Sara Karstetter | There are several questions a seller needs to be able to answer beyond just the financials.

By Mark Zweig | Becoming an owner in the firm you work for means you are making a total commitment – don’t make it carelessly.

By Ying Liu | Organizations must proactively develop strategies to identify and retain top talent.

By Janki DePalma | It’s hard to shake off the feeling of being lazy, but it’s critical that we redefine our work-rest balance to enhance well-being and productivity.

By Ezequiel Tovar | The four pillars of ownership transition strengthen your firm and provide a foundation for success.

By Conrey Guy | A standardized onboarding process is critical for the overall success of any organization, but especially in our industry.

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

By Jane Lawler Smith | For AEC marketers, crafting messaging that makes sense, resonates with your intended audience, and lodges in their minds is simply the job.

By Adrian De la Garza | Insights and considerations that can help you decide if you’re ready to buy another firm.

By Keyan Zandy | This tool can help you develop a deeper understanding of your client’s experience by exploring their emotions, motivations, and attitudes.

By Mark Zweig | Things are only going to get more competitive, so it’s time to raise the bar with your marketing.

By Keyan Zandy | It’s critical to take the time to develop your trust-building skills. You, your teams, and the projects you are all working on together will only benefit.

By Mark Zweig | None of these questions may seem profound, but they all merit asking and honestly answering.

By Ezequiel Tovar | These continuing education opportunities offers valuable insight into what makes successful AEC firms stand out from the rest.

By Stefanos Word | Investments of time and effort need to be made with younger engineers to effectively transfer technical and communication skills and establish robust future leaders.

By Janki DePalma | Pay attention to who apologizes and when, and work to create an environment of psychological safety within your firm.

By David Harvey | When well-trained staff are equipped with the skills needed to do their jobs well, everyone will reap the benefits.

By Mark | If your project managers did these six things consistently, your projects and your firm would be more successful.

By Mark Zweig | Improving this will not only help you attract and keep good people, but it will also bring in new clients.

By Lindsay Young | Knowing what people really think will help you grow your business and serve your clients even better than you already do.

By Leo MacLeod | Email is a great tool, but if it’s not managed efficiently, it can dominate our day and rob precious time from getting work done.

By Joseph Lauk | Firms often have the same “ingredients” for creating great places to work. Your success really boils down to how you choose and blend these elements together.

By Alan Lloyd | With all the discussion about the “great resignation,” why isn’t anyone talking about the employees that aren’t jumping ship?

By Jane Lawler Smith | Over time, evolving client needs and approaches could erode your marketing foundation. Take the time to shore up your foundation before it crumbles entirely.

By Justin Smith | Calling the ideal plays will only work for you if your team understands the role that they each play in executing.

By Ashley Heinnickel | A rebrand is an opportunity to elevate your firm’s identity and build excitement about where you’re going.

By Mark Zweig | Just because you hear other firm leaders are pushing for something, that doesn’t mean it’s right for your firm.

By Liisa Andreassen | Principal at Brenner Design (Indianapolis, IN), an award-winning, woman owned architectural firm that designs and constructs innovative buildings and interior spaces.

By Tangram Interiors | CEO of Tangram Interiors (Santa Fe Springs, CO), encourages leaders to be intentional about striking the right balance between remote and physical workspaces.

By Jane Lawler Smith | When it comes to our clients, employees, and brand, are we competing like AEC professionals or acting like Family Feud contestants, simply guessing at answers?

By Stephanie Warino | How employees answer a question about where they see themselves in two years, and what their responses really mean.

By Aya Shitanishi & Megan Chang | A good project meeting is like a dinner party: You’re the host and it’s your job to make sure your guests have a great experience.

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

By Brian Rice | Starting early with your ownership transition planning provides ample time to position your staff and firm to maximize your firm’s value.

By Julia DeFrances | It’s natural to want to go back to normal – but remember that employees are your firm’s most important asset, and their needs are critical to your continued success.

By Josh Rubero | This should reflect your core values, be your higher calling at work, and sustain your motivation to not only keep going, but to keep improving.

By Peter Atherton | Playing to win requires a real investment in organizational redesign, and the creation of both a vision and a culture that’s worth the work.

By Jane Lawler Smith | In the AEC industry, technical knowledge is important – but sometimes it’s equally important to step back, look around, and see what lessons can be learned outside the AEC realm.

Zweig Group is proud to share that two members of our Mergers & Acquisitions team, John Bray and Andrew Chavez, have recently passed the exams to become Certified Merger & Acquisition Advisor (CM&AA) through the...

By Jane Lawler Smith | Channel your inner toddler and question everything about your marketing plan to uncover what still does or doesn’t work for you, your firm, and your goals.

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 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.

Through collaboration, mentoring, and continued professional development, we can continue to grow and support each other, no matter what the pandemic throws at us.

Current world events are changing the way we value everything. This pandemic highlights the need for collaborative and equitable decision-making between leadership and staff.

To get the most return on your marketing investment dollars, leaders need to help build dynamic, collaborative relationships between principals and marketing teams.

By Mark Zweig | If we care about the success of our people and our businesses, we cannot keep ignoring the importance of people skills.

By Mark Zweig | Getting on the phone right now may be the single most important thing you can do to bring in new work.

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 Mark Zweig | “If there’s a silver lining in this crisis it is that we may each have a chance to reevaluate our priorities and improve the quality of our lives from here on.”

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.

“It will take everything we have as leaders to get our firms and ourselves through this.”

Many firms still cling to old-school attitudes and business practices that chase away top performing employees looking for a more future-friendly place to grow their careers.

Cross-marketing is the low-hanging fruit of business development. But will it work for your firm?

By checking in either monthly or quarterly, you can ensure that those responsible take the time necessary to follow through on your marketing plan.

If you want to be a great consultant, you have to step into the client’s shoes and see the world as they do.

Trust your judgement, speak up, and keep learning. Your efforts will pay dividends down the road.

President and CEO of Falcon Engineering, a woman-owned engineering firm in Cary, North Carolina.

“As hard as it is to believe – because it has been used as a business tool for so long – people in the AEC business still don’t understand basic email etiquette.”

Use these five strategies to maximize client relationships without leaving your desk.

Considering a design project in the fledgling cannabis industry? Make sure your professional liability coverage won’t go up in smoke.

If you figure out the big question, it’ll invigorate your culture, differentiate your company, and inform everything you do in your business.

Use this seven step process to focus on project management for year-over-year improvement.

A culture of employee empowerment will define innovative, leading organizations in the years to come.

“Are you missing out on this valuable knowledge in these or any other areas that it is needed? If so, amend your evil ways and make better use of your marketing talent!”

Add value, share work, respond quickly, and be open about your process to get more business and increase revenue without spending more.

Implementing a tailor-made set of processes for your tailor-made firm will increase your chances of success, regardless of the space in which you compete.

President and CEO of CME (Hot Firm #36 for 2018), an engineering firm headquartered in Connecticut that refuses to be affordable and mediocre. By Liisa Andreassen Correspondent “If we cannot grow fast enough to provide...

President, Choice One Engineering Corp. (Best Firm Civil #2 for 2018), a 45-person firm based in Dayton, Ohio. By Richard Massey Managing Editor “Work-life balance is a phrase thrown around a lot, but we believe...

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...

With the unequivocal success of this year’s Hot Firm & A/E Industry Awards Conference in Dallas, all eyes now turn to Las Vegas in 2019. By Richard Massey Editor Chad Clinehens, Zweig Group’s president and...

Giving your clients a say in the layout of their new healthcare space will improve that client’s processes, enhancing overall flow. Why is LEAN-based space planning so important in healthcare facilities? It’s a simple answer:...

By Edward Friedrichs | The things we need to do to be great leaders are right in front of us, but we must also be deliberately consistent.

Is your firm swamped with various platforms for invoicing, project management, payroll, field reports, and more? Maybe it’s time for a change. Editor’s note: ProjectBoss is a sponsor of the 2018 Hot Firm + A/E...

Editor’s note: Originally published 4/25/2005 Every A/E and environmental firm experiences those inevitable departures of key employees. After the notice is turned in and the hand-wringing, self-flagellation, and/or angry statements come out from management, the...

If you lead an AEC firm, you have a lot of tough questions to ask yourself, and the answers aren’t always pretty. But ask and answer you must. In a romanticized view of the business...

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...

‘Why in the hell should we hire you over all these other firms?’ It’s a simple question you’d better be ready to answer if you want the contract. If you watched any of the Olympics...

By Scott Johnston | Time is a luxury AEC teams do not have. And time spent on a losing effort drains resources, morale, and bandwidth on existing projects.

While clients want to be in the hands of an expert, they also want that expert to care deeply about the success of their project. A best practice in business development/project initiation that you can...

Social responsibility can be one of the biggest and most powerful marketing and recruiting tools at your disposal, but be careful. How much should your firm be concerned with social responsibility? And are charitable donations...

Clients have evolved, and if you want stay connected with them, you have to learn who they are, what they want, and where you fit. Change – a simple yet loaded word, particularly these days....

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,”...

Passing on years of experience to those who will rise behind us is the epitome of leadership. One of the most important things leaders can do is create more leaders. Yet, too few leaders take...

I'm concerned we have a quality issue at my company, but I don't know how to adress it. What's the best way to encourage people to do their best work? Mark Zweig, Founder & Chairman...

We all need a lengthy, unadulterated turning-off of our brains. How do you start? Try taking a break from the lifelong grind. Sabbatical – rooted in the Greek word sabbatikos – the word speaks to...

We’re seeing more and more multi-office A/E/P and environmental firms wrestle with this issue: should branch offices be profit centers or not? Or should some other organization units be the place where we measure profitts...

In a hot M&A market, the opportunity to sell is there, but staying put could also be a good path to take. The activity with mergers and acquisitions is quite high. There seem to be...

 The concept of a work family is nice. The problem is, you’re stuck with family, good or bad. With a team, you can pick and choose. On many occasions, we’ve heard office culture described as...

It’s always a hot topic, and particularly so today, with all of the buying and selling going on in the AEC industry – integration of an acquired firm. Let’s look at three common questions and...

Company culture is about much more than the fun you have, the events you sponsor, time off, and cushy health benefits. Our personal core values are developed from an early age. For me, they were...

There’s three big reasons why employees choose where they work, and a firm’s rationale for its very existence can tie them all together. The “why” of a company matters. I ask the question during strategic...

When you have an AEC or environmental firm – or any business, for that matter – there is always a question about how strict your policies can or should be. Generally speaking, I am not...

While the lure of them is understandable, there are probably better, more human ways of evaluating candidates before you hire them. Some people are enamored with personality tests. But despite their popularity in certain circles,...

What can you use in a proposal? As it turns out, if you are careful with how you include the information, quite a bit. I was recently asked about including a person’s experience with a...

Eroding profitability. Never good. Never fun. The result is less and less money to go around. I’m not going to talk about the obvious things such as labor costs that are too high, overly lavish...

Your firm’s reputation can be made, or broken, on the internet. Maintain a clean online image if you want to attract and keep top talent. I’m constantly fielding questions from clients and potential clients about...

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...

So you’re thinking about acquiring an A/E firm? You’ve got a lot of questions to ask yourself, and you need to have honest answers. In a recent article, I wrote about how important it was...

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...

If you make it that far in the interview process, don’t forget to show the potential client your best asset – your ability to make a human connection. A few weeks ago, your A/E team...

I’m about to make some generalizations that could get me in trouble with people I care about. If this includes you, please forgive me! Engineers have problems. You heard me. Engineers have PROBLEMS! I have...

While many of them might have flopped, you still have a chance to make the most important one a reality – ownership transition. Welcome to March! And congratulations on making it through all those resolutions!...

Should you buy a firm or sell yours? That’s the question, and regardless of the answer, there’s a lot that goes into a successful merger or acquisition. In the ever-evolving AEC industry, both large and...

Executives who delegate important decisions to the second tier, and not the principals, run the risk of curbing their firm’s potential. Since when is it okay for a firm’s senior executive to outsource leadership? Hopefully,...

From ex-girlfriends to meerkats, internet overload can put a serious dent in your productivity, even while it makes you feel good. I am a champion multitasker. I pride myself on my ability to write an...

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...

If you figure out the answer to that all-important question on the front end, you’ll have a great chance of closing on the right M&A deal. One of the key responsibilities of any business owner...

Did your interns live the dream? If so, great, but if not, it might be time to retool your program by taking these six simple steps. As a communications major with an interest in broadcast...

A good communication plan is vital when things don’t go your way, so put a little thought into who’s going to do the talking when people start asking questions. Not a day goes by that...

AIA’s new push for materials transparency might help the planet, but it could also put design firms up against the wall should cases go to court. On April 8, 2016, the American Institute of Architects...

A Q&A might be just what the doctor ordered if you want to shed new light on your career and the choices you’ve made along the way. A start-up company I’m mentoring here in Reno...

In a recent article, I wrote about how important it was to prepare your firm for sale even if you are not thinking about an external ownership transition. You can read that article here. This...

When positioning your firm for a potential sale, you should be prepared to talk about all facets of the organization, not just the C-suite. As an M&A consultant, I come into contact with sellers of...

Successful ownership transition is difficult to achieve, and for it to happen, the first tier has to embrace the transformation brought on by the second tier. Over the last two years, Zweig Group has supported...

Take a look at the strategic plan, the budget, and the checklist, before making the decision on whether or not to attend. Attending trade shows can be a very expensive proposition, ranging from whether your...

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...

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...

When seeking to define his or her position, a top leader should consider these 7 vital responsibilities. Because top firm leaders (CEOs, presidents, managing partners, etc.) probably have a better opportunity to define their own...

Training for Project Managers Zweig Group’s 2015 Project Management Survey found that a little more than half of firms provide either mandatory (23%) or voluntary (33%) training to project managers. That leaves 44% that don’t...

Taking the time to get these 8 items in order might make all the difference when seeking a buyer for your business. A lot of us don’t want to plan for it. We don’t even...

Great leaders know when to hold their tongues, take a step back, ask questions, and come to a better solution. Every day that goes by, the more convinced I am that our abilities to keep...

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...

Bad résumés, Skype, and doing favors Why flexibility is key when hiring your next top employee. By Randy Wilburn Recruiting Notes Image courtesy of Flanzingo https://www.flazingo.com/creativecommons One of the things that always stands out to...

Five things that differentiate entrepreneurs from the rest of the people in the world. I was watching a show on Netflix the other night with my eight-year-old daughter. It was all about humans with superhuman...

The manager-producer dilemma and how it can affect your course. I am reflecting on the month of January as I write this. I was in the office for one business day and on the road...

A test of your staff’s commitment to you so you know what to fix. Architects and engineers are seeing increased activity in the marketplace and firms are hiring. This is not news to most of...

Is personality a window to culture when interviewing candidates? It’s amazing how often the word “culture” is used in the recruiting process. More often than not, a candidate’s fit with, or should I say into,...

And since they are, follow these eight tips to improve their effectiveness. What is a job posting? C’mon, think about it. It’s simply an advertisement. Aren’t you advertising an opening that you want to fill?...

Make your company stronger by involving marketing folks in the sales process. I recently attended a SMPS “Spring Training” one day seminar in Oklahoma. The first speaker, Carolyn Ferguson, asked several probing questions about developing...

Go deeper on the statements you make to potential clients. Convincing them to hire you takes a customized approach every time. How many times have you used the “we’re local” crutch as one of your...

Eight suggestions from Mark Zweig to motivate staff, from office decor to proposal-making. I can’t stand it when my seven-year-old tells us how bored she is. Drives me absolutely insane! But I’m afraid that boredom...

Being crystal clear on intent and purpose allows you to build a powerful and consistent value proposition. Your organization has a culture and brand, whether by intention or happenstance. When asked about their brand, most...

It’s your employees; Mark Zweig offers five solutions to help deal with them better. I got a call from an old friend of mine from Boston the other day. He wanted to tell me how...

Are you able to charge the fees you think your services should command? The July issue of Interior Design magazine featured the “2013 Rising Giants 101-200” – in other words, the second group of 100...

Mark Zweig lists five questions you need to ask before tackling your next opportunity. Attention all readers in the A/E/P business – you have got to make some BIG changes to the way you’re marketing...

Several things happen when a new person joins your firm. Don’t scare them away. This term seems to have come into popular usage among HR folks lately, referring to how a firm brings a person...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 1002 Originally published 4/8/2013 There are many things you can’t control, but this one you can. Here are seven ways you can be...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 998 Originally published 3/11/2013 Three lessons the design industry can learn from a successful auto dealership. I feel fortunate to be a consultant...

By Ed Friedrichs Chairman, ZweigWhite When I was CEO of Gensler I was often asked how I kept track of it all. At the end of my tenure, we had 2,400 people in 25 offices...

By Christine Brack Principal, Business Planning Consulting ZweigWhite Our Best Firms To Work For Summit, held in San Diego in late September, celebrated the firms with the best work environments, commitment to strong values, dedication...

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: October 04, 2011 FAYETTEVILLE, Ark. (October 4, 2011) – Tired of jumbled, jargon-laden “mission statements” that are filled with platitudes and megawords? A firm’s motto should embody what it is about and encapsulate...

Press Release: July 22, 2011 FAYETTEVILLE, Ark. (July 22, 2011) –ZweigWhite has consolidated and branded its internal consulting team which manages mergers, acquisitions, valuations, and ownership transition under the new moniker, MAVALOT. Right now these...

Press Release: June 7, 2011 FAYETTEVILLE, Ark. (June 7, 2011) – Two can be better than one. From adding clients, expanding to new markets or locations, increasing services, or building staff numbers/skills, a merger or...

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...

By Christine Brack, PMP, ZweigWhite A CEC of Metropolitan Washington invited me to present a session on Effective Communication in February to their emerging leaders and other distinguished constituents. Good techniques and best practices are...

By Tracey D. Jeffers One component to a successful banking relationship is having a good understanding of your financial statements. Your ability to readily and intelligently answer questions posed by a banking professional gives loan...

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...

I hear the question all the time: “How can we make good project managers out of our people?” The answer— like it or not— is, “You may not be able to make good project managers...

Over the years of working with A/E and environmental firms, I have run into those who will try to tell you that some managers are “too intense.” It’s as if these people are saying there...

Selling is what everyone in the A/E or environmental business WANTS to do right now. I mean really— who doesn’t need more work? That said, selling is something that most firms don’t talk about much...

As the year starts to wrap up, most A/E and environmental firms begin to rethink their incentive compensation plans: “Is our plan right for our company?”; “Does it reward the behavior we want to reward?”;...

Any business— be that A/E/P or otherwise— survives and prospers to the extent it meets the needs of its clients. That is so incredibly fundamental it borders on the obvious— yet firms falter (and occasionally...

The year is winding up. Along with that, usually goes a little self-examination. One thing many firms are discovering as they go through this process is an alarming increase in old accounts receivable. By “old,”...

NOW, not later, is the time to take a hard look at your strategic plan for improved performance. The new year is just around the corner. The environment is volatile. It’s hard to see what’s...

Last Thursday night/Friday morning, I found myself in a tough situation. I went to bed and all was well until I woke at 2 a.m. feeling like I had to use the bathroom. Thursday was...

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...

Whether or not an A/E/P or environmental firm should have a formal, written dress code, and if so, what should it be, are a couple of age-old questions that firms have been wrestling with as...

  It seems like hardly a week goes by that I don’t hear from a reader with a question or two about organizational structure. I thought perhaps I should put together a list of some...

As the fall air turns crisp and cool here in Northwest Arkansas, many folks’ thoughts turn to football, leaf raking, and the upcoming holiday season. Owners and managers of A/E/P and environmental consulting firms, however,...

For years, we told principals of architecture, engineering, and planning firms that they should have a mission defining what their firms were all about. The question of “why are you in business?” is fundamental, we...

With this branch office special focus issue of The Zweig Letter, I thought I’d take the opportunity to answer some of the recurring questions I get on this topic. Tough questions and even tougher answers...

There’s an old expression frequently heard around these parts— “the squeaky wheel gets the grease.” My experience is this one really applies to the people who work in A/E/P and environmental firms. Those who ask...

Here’s something I have observed in many different A/E and environmental firms around the country— certain employees who act as if they don’t understand how critical it is for them to be responsive. This one...

I’m no fan of most of the performance appraisal systems I see used in A/E/P and environmental consulting firms. The simple fact of the matter is they don’t work. They don’t motivate anyone to do...

Every A/E and environmental firm experiences those inevitable departures of key employees. After the notice is turned in and the hand-wringing, self-flagellation, and/or angry statements come out from management, the next question is, “Now what?”...

The folks at Deltek Systems, Inc. (Herndon, VA) have always claimed their market for software and consulting services was “project-driven businesses.” The truth is, the first time I heard that, I was skeptical. I wasn’t...

Ask any expert and they will tell you that you should be doing succession planning at all levels in the organization. What is succession planning? It’s simply answering who is going to take over when...

When we remade our Revolutionary Marketing newsletter into The Zweig A/E Marketing Letter, we had a simple idea. Cut the theory and direct the focus of our efforts to implementation. What can firms DO differently...

It’s one of those certainties, like death and taxes. Managers are supposed to hold those who work for them accountable to reaching certain goals or achieving certain performance metrics. It sounds good to say, “I...

It’s kind of funny. I was out visiting a firm the other day— a rapidly growing, multi-office, multi-service firm— that is apparently beating the pants off of its larger, more established competitors. I’ve seen it...

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...

When you do what I do you see a lot of smart people. Architects, engineers, planners, scientists … who own and run firms. Many of these smart people started their companies; others were strong enough...

What a difference one year makes, huh? Things have gone from an employee-driven job market to an employer-driven one. Nevertheless, if you get out there and talk with the folks in the trenches, you may...

Every month or two, I end up in an office where the owners or managers of the firm are telling me that their most critical need is to have formal job descriptions for each of...

Start talking about marketing these days, and eventually the conversation will get around to positioning. We use that term— positioning— constantly ourselves here at ZweigWhite. In simple terms, it means making your firm the expert...

September 11, 2001— I was talking on the phone when I looked through the glass interior wall of my office out into the rest of our space and noticed people standing around a TV monitor....

What is it with some people? We have all had the opportunity (or misfortune) to work with a man or woman who finds fault with everything and pours cold water on every hot idea. These...

I just heard a story the other day about one of our clients from another clients (both large A/E firms). Evidently, the first firm had been called by a big client for help on a...

“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...

I just got back from a College of Business Advisory Board meeting at my alma mater, Southern Illinois University in Carbondale, Illinois. Thanks to the State of Illinois, I got my BS and MBA degrees...

At 11:01 a.m. a few weeks back, I got an e-mail message from our switchboard operator that said Ms. So-and-so, “a principal with local architectural firm X” called. She did not want to speak to...

I would say that most readers of The Zweig Letter work in firms that export themselves beyond their immediate local area. Although not everyone gets on a plane every week, some travel is required to...

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...

Most intelligent, ambitious people working in A/E/P and environmental consulting firms aspire to be a leader some day. Whether it’s the CEO, managing partner, director of operations, or office manager job they covet varies from...

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...

I have said before that I think most project management training is ineffective. But that doesn’t help the majority of our readers— owners and managers of firms who depend on having good enough project management...

From my experience, I’d say that most owners and managers of A/E/P and environmental firms have forgotten that recruiting is selling. Instead of trying to create the best impression they can on every person who...

I CAN ADMIT IT. I haven’t always been entirely charitable to business development people in A/E/P and environmental firms. I’ve met too many of them who were too good on the golf course, too quick...

I have long advocated the use of questionnaires as a marketing technique for A/E and environmental firms when they want to establish themselves as experts serving a particular client group. There really is something to...

You spend all kinds of money to get the phone to ring and to get on qualified bidders lists. Your best technical seller-doer-closers beat the bushes for new opportunities. Your glossy quarterly newsletters are mailed...

This week, I thought I’d dedicate my column to answering some of the recurring questions we are asked about the A/E/P and environmental consulting industry. Here goes: Should salaried people be paid for overtime? I...

We’re seeing more and more multi-office A/E/P and environmental firms wrestle with this issue: should branch offices be profit centers or not? Or should some other organization units be the place where we measure profits...

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:...

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...

Now is the time of year that many A/E/P and environmental firms are taking a look at what’s to come and what needs to be done in the year ahead. Budgets are being set, goals...

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...

We constantly get asked by principals in A/E and environmental consulting firms about what or where the next “hot markets” will be. It seems that these people have read about market life cycles in the...