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By Greg Sepeda | The best leaders resist false choices and build the capacity to operate within tension while maintaining clarity, discipline, and forward momentum.

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

By Tristan Harper | Construction contracts are not professional services contracts, and confusing the two creates uninsured risk for AEC firms.

By Mark Zweig | Strong leaders address underperformance directly, clearly, and quickly before it damages culture, client relationships, and team morale.

By Rachel Gresham | Culture erodes when organizations ask people to behave one way while systems, incentives, and authority structures reward another.

By Ricardo Jesús Maga Rojas | The middle is where emerging talent either grow into leaders or quietly disengage.

By Mark Zweig | Succession fails when managers cling to control instead of building leaders behind them.

By GinaRenee Autrey | AEC marketing doesn’t fail from lack of expertise – it fails when firms keep telling safe stories in increasingly noisy markets.

By Mark Zweig | Great planning forces hard choices, clear accountability, and alignment across the entire firm.

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

By Ezequiel Tovar | Strategic planning transforms vision into execution by aligning leaders, empowering employees, and funding growth with intention.

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 Matt Cooper | Repeat clients keep AEC firms stable, but winning new work is what determines long-term growth and resilience.

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

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

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

By Janki DePalma | A manager’s guide to building a culture where recovery is respected, contribution is sustainable, and being seen doesn’t require shattering.

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 Jon Hanlon | AEC careers are built on continual learning, where mistakes, questions, and collaboration shape lasting skills and professional growth.

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

By Kristi Weierbach | Incentive plans for employees should align unique performance measures with organizational success to drive retention, engagement, and results.

By Mark Zweig | Leaders should set clear expectations around vacation planning, approval, and communication to avoid disruption and disengagement.

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

By Morgan Stinson | Leading with purpose helps firms navigate uncertainty by reinforcing values, fostering trust, taking ownership, and turning challenges into opportunities.

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 Liisa Andreassen | President of Neumann Monson Architects (Iowa City, IA), a firm that creates exceptional spaces for living, working, learning, and playing.

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

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

By Mark Zweig | Learn to be open with what your clients and insiders are telling you versus defensive about maintaining the status quo.

By Janki DePalma | Extroverts can create meaningful connections by observing cues, balancing conversation, and actively listening.

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

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 Travis White | The rise of nearshoring can reduce costs, address talent shortages, and enhance growth opportunities for AEC firms.

By Greg Sepeda | Seizing opportunities fosters a mindset of continuous improvement, enabling us to refine our skills and expand our horizons.

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 Jane Lawler Smith | Focusing on creating fans of your brand, rather than just clients, can drive deeper engagement, brand loyalty, and word-of-mouth marketing.

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

By Greg Sepeda | Mastering the art of managing upward is crucial for career growth, involving understanding, aligning with, and proactively supporting superiors.

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

By Leisbel Lam | To integrate effective change management, identify needs, understand deeply, honor the past, mandate change, and provide a precise, optimistic roadmap forward.

By Mark Zweig | You don’t have to be a genius to figure out what you are doing to demotivate people; you just have to stop doing whatever it is now!

By Mark Zweig | Single-person management may be one of the single most limiting factors to any AEC firm’s growth.

By Mark Zweig | Take these steps to reduce resistance and increase the likelihood of success for any change initiative.

By Matt Verderamo | The way you handle yourself as an employee directly correlates to the level of success you can reach in your organization.

By Danielle Eisenstock | Three questions managers should begin asking themselves and their team to ensure employees are growing and enjoying the work they do.

By Jane Lawler Smith | Elevate your marketing services by asking yourself what your firm’s request for marketing services would include and how your team would respond.

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

By Tyler Suomala | If you ask great questions, you can guide yourself and your clients through a powerful process of discovery.

By Ashley Heinnickel | Dedicate time and energy to your rollout to ensure the best possible outcome when launching a new strategic initiative.

By Lindsay Young | Investing in marketing helps you grow, recruit employees, and gets you the projects you want to work on.

By Mark Zweig | Companies in this industry could be more successful if they spent more time on writing better fee proposals.

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 Megan Chang | Delegating is one of the best ways for senior staff to train and transition responsibility to junior staff, but many leaders find it challenging. There’s a better way.

By Kraig Kern | Identifying and fixing crucial problems is the job of leadership, but sometimes the most debilitating problems are with the leaders themselves.

By John Shaw | Communication and relationships are the greatest driving forces in success or failure during a change journey.

By Ezequiel Tovar | Principals must plan for the future, mentor younger staff, and genuinely care for their people to be good stewards of their firms.

By Joseph Lauk | No one is “above” the work of others, and developing staff this way ensures succession within the firm will carry the values of the firm for years to come.

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

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

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

By Danielle Eisenstock | Highlighting your commitment to career growth, flexible work options, and open communication will show staff your firm has an employee-first approach.

By Christina Zweig Niehues | AEC professionals have a choice about where they live and work, so what makes them choose their workplace?

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 Alexis Eades | You can work to improve retention by promoting a positive culture, giving employees autonomy and empowerment, and actively showing appreciation.

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

By Liisa Andreassen | Founder, design principal, and CEO at Snow Kreilich Architects (Minneapolis, MN), a nationally recognized, award winning architectural studio.

By Henry Liang | Mr. Miyagi was right: Balance is key. So, make sure both sides of your work-life scale are balanced.

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 Russell Moorehead | Tips to help you get more comfortable with meeting people, building relationships, and winning work.

By Joseph Losaria | To succeed in building a new business line, you need to set your ego aside, believe in yourself, and trust your team with your vision.

By Lindsay Young | With a little effort, you can put a plan in place that will empower your firm to work with the types of clients you want on the types of projects you...

By Mark Zweig | Seven good reasons to look at implementing a market sector-based organization structure in your firm.

By Mark Zweig | These five points will get you thinking differently about how you interact with potential clients in the future.

By Matt Hoying | Young (or less experienced) engineers and designers may lack construction experience. Fast track their learning with these approaches.

By Kevin Token | Anyone who touches other people’s lives, whether personally, professionally, or in their communities, can choose to make a positive impact.

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 Brian Rice | These three core strategic planning areas have unique opportunities for value depending largely on the culture of your organization.

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

By Wendy Culver | ERGs to get your people involved to make changes from the heart of your organization, rather than being imposed from the top down.

By John Bray | Bringing work to your firm right now could be the difference between coming out of the pandemic stronger on the other side or getting left behind.

By Jamie Claire Kiser | Takeaways from a truly exceptional virtual discussion experience.

Lean methodologies can truly move the needle in an industry beleaguered by workforce shortages and increasingly pressed for our most valuable commodity – time.

By Jamie Claire Kiser | We’re using videoconferencing more than ever, but constant communication isn’t the same as effective communication.

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

Don’t be afraid to charge what you’re worth. You want clients who value your relationship and appreciate your talent.

Examine your processes to determine why they’re in place and whether or not they’re worth your valuable time. If they’re not, they may need to be changed or abandoned.

By Phil Keil | If you’re struggling to build a productive team, it might be time to take a long look in the mirror.

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

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

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

Effecting a real-life leadership transition takes years of planning, and the ability to dismiss entrenched perceptions and past assumptions.

Learn from attorneys, business advisors, and other professional service providers on how to avoid commoditization in the AEC industry.

President of PDC Engineers (Best Firm Multidiscipline #45 for 2018), a 100-person firm headquartered in Fairbanks, Alaska.

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

Most AEC leaders are aware of the common causes of scope creep, but there are also some subtler internal causes to consider.

In terms of feedback, there’s a big difference between what millennials want and what you’ve been told they want.

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

A good attitude and honest effort are central to California engineer’s mission to build a meaningful career.

We might not pitch and catch over nine innings for a living, but we can learn a lot from what happens out on the diamond.

A lot of people leave their jobs because they hate their bosses. They stay because the C-suite listens to what they have to say. The results of the Best Small and Medium Workplaces 2018 present...

Why be a Best Firm To Work For? The Best Firms to Work For (BFTWF) award recognizes top AEC firms in the US and Canada based on their workplace practices, employee benefits, employee retention rates,...

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

  The AEC industry is known for its inward-looking professionals. When it comes to marketing your firm to the outside world, that’s not a good thing. I’m sure everyone has heard the old joke: How...

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)...

In yesteryear, leadership could get away with glaring inconsistencies, but these days, young professionals aren’t having it. In my last article, “Prove It,” I explained why organizational trust, employee choice, in addition to path 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:...

If you want to empower your millennial team members, you have to offer them choice, provide purpose, and safeguard the organizational trust. Millennials are part of the “prove it” generation, and their trust is made...

It’s time to build a list that matters to you, and as you do, don’t let anything stand in your way, including skeptical friends and colleagues. With so many day-to-day responsibilities, it’s easy to postpone...

Tribes provide compelling places for support, validation, and direction, but tribalism cannot be allowed to thwart a firm’s success. I chose psychology as a major in college because I thought it would help me understand...

‘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...

Ditch the sleazy misconceptions. When you’re talking about how much enjoyment and pride you take in your work, and making connections, you’re selling. What sets you apart? That question is asked of all of us...

Randy Wilburn sits down with Mark Zweig, founder and chairman of Zweig Group, to talk about what it takes to pull together a winning presentation. Mark has worked on many presentations over the last 38...

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...

Do you have a job interview on the near horizon? If so, do your research, stay on topic, and don’t forget to wear a nice pair of shoes. A close architect friend of mine recently...

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...

A successful marketing campaign is difficult to measure using hard metrics, so don’t get caught in the quicksand of trying to quantify nebulous numbers. It’s Monday, 9 a.m., and as you get comfortable in an...

All of us have a story to tell, so don’t shy away from it in your professional life. It could be the key ingredient for your firm’s success. Everyone loves a good story. That’s why...

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...

Can strategic thinking be learned? Sure, if you know where to start and are mindful of the mileposts along the way. Halfway through a two-day strategic planning retreat, a senior leadership team member nervously pulled...

Assignments, attitudes, and acknowledgment – if you take care of the Big Three, your marketing people will do great things. I have been an A/E industry marketer since the early 1980s. In those 30-plus years,...

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...

In an environment where innovation is the driving force, you need a space that allows for inspiration, ideation, and implementation. We are quickly entering a new era. And it comes with new problems. A small...

There’s no silver bullet for hiring the right people, but that shouldn’t stop you from at least building a baseline for your talent expectation. I’ve been back at Zweig Group for a little over two...

Clients want to learn about your firm’s capabilities, resources, and experience, but only as it relates to them and their projects. One of the best-known songs in the Pink Floyd catalogue includes a voiceover that...

It dawned on me the other day when we had to order new business cards and were reviewing job titles for our people in my design/build/contracting/development company that we have a big problem. It seems...

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...

The workplace is at its best when teams are as close as tribes, but the only way to get there is to retain your talent. Retention is a growing concern, fueled by lower unemployment rates...

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...

AEC firms have a big problem. We wait for clients to tell us what THEY want or need and then we give them a proposal. That may seem perfectly normal to you. What’s wrong with...

Georgia firm grew by nearly 38 percent last year and is poised to start working nationally, and even internationally. By Liisa Andreassen Correspondent Before founding the Foresite Group (Best Firm #18 Multidiscipline for 2016) in...

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,...

While it is widely acknowledged that hiring people is probably the single greatest challenge faced by AEC firms today – and the problem WILL get worse and worse over the next 20 years – we...

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...

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...

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...

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,...

You should if you want more business and enhanced services for your clients, and besides, the new generation of engineers has to have it. In 1971 the founders of our firm went to their local...

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...

The marketing of ‘quality’ is ubiquitous in the A/E industry, but oftentimes, the difference between perception and reality can undermine a firm’s brand equity. Many firms are dealing with record high workloads. That translates into...

If you are you stuck in neutral, break out of the rut by asking questions, altering your approach, and accepting the possibility that there may be a problem. Some of us have a hard time...

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...

Those of us in the A/E/P industry have a choice to make. Should we be adversaries or colleagues? Colleagues is the right answer. I’ve been thinking a lot lately about the place of “trust” and...

Understanding the nuances of a Happily Employed Job Candidate can boost your ability to hire the best people. I recently received an email from a client who was in the middle of arranging an interview...

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...

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...

Here are a few tips on ensuring that potential employees accept your job offer, and have a back-up in case they don’t. It’s a big problem today. You go through a long search process, interviewing...

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...

Having fun and encouraging creativity can lead to the generation of fresh, new business ideas. I have long felt one of the problems with the A/E/P and environmental consulting business is that we have so...

Even proponents of ‘never say never’ will likely agree that these gaffes should never be committed. Though one of my favorite sayings is “never say never,” the fact is, if you work in an A/E...

Some insights for those planning to relocate or revamp their digs, because we just went through the process. We just moved into a new office space a couple weeks ago. It’s a big step up...

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...

Technical professionals should appreciate the importance of timely and accurate time-sheets for determining appropriate project billing and more. For most A/E/P firms, it is the talent, technical expertise, and experience that are sold to clients...

Inspiration is necessary for technical/design professionals and those who manage projects to be successful. I watched an outstanding documentary recently on the life of Henry Ford. I learned a lot about him – and heard...

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...

Highly profitable firms differ from others in 5 main areas; how does your organization stack up? When you see some A/E and environmental firms making record profits right now – and others still barely breaking...

Four items of political savviness can help ensure organizational newcomers are accepted and successful. A/E/P and environmental firms are in hiring-mode nationwide. This industry is booming, and we’re bringing on new people – some of...

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...

Have a conversation about project details and fees so you can staff them right and finish work on time, preferably below the allocated fee. On the architecture and engineering professions, we measure everything by time....

As hiring picks up in 2015, make sure you are taking all factors into consideration, Mark Zweig writes. Some years ago, I got a call from a good client and friend of mine. He ran...

We recently got an anonymous blog comment, that got me thinking. "Why is no one talking about the white collar sweatshops of the marketing departments and marketing staff within most A/E firms?" the person asked....

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,...

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...

Having it is one thing; using it is another. Over the years we’ve received several inquiries for off the shelf QA/QC (quality assurance and quality control) plans and manuals – typically prompted by requirements in...

Mark Zweig offers 13 lucky suggestions on how to be closer to your clients. How you manage your clients is a big part of success in the A/E or environmental consulting business. And these skills...

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 # 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 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 Mark C. Zweig Founder & CEO, ZweigWhite We are talking more and more about the importance of good project management in boardrooms these days. There isn’t much more you can do to increase your...

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...

By Debbie Frederiksen Director of Marketing Consulting, ZweigWhite During my junior year of college I took an elective business course in market research. I don’t recall exactly why I chose this class, but more than...

By Ed Friedrichs What, you may ask, is this all about? A few days ago I began a blog dialogue (I feel like I’m finally entering the 21st century when I participate in a blog...

A “gloom and doom” economic outlook is still seen by many in the A/E and environmental business, even after the recent pronouncement that the recession officially ended in June 2009. This offers opportunities— as well...

You can talk about training all day long but when it comes to management training, there is no substitute for having your managers train by example. Let’s look at some common problem areas in A/E/P...

It’s commonly said that a design or environmental firm is only as good as its staff. That’s why I always felt recruiting was so critical and one of the MOST important functions of any firm...

One of the keys to success in business— all types of business, not just the A/E/P and environmental business— is practicing common courtesies (or perhaps they should be called not-so-common courtesies?). Architects, engineers, and scientists...

With clients not in any hurry to pay their bills and banks clamping down on firms that are non-compliant with their loan covenants, now more than ever is the time to do what it takes...

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?”;...

Everyone thinks they know why clients hire their A/E/P or environmental firm. Sometimes you DO know— but sometimes people make bad assumptions. Those bad assumptions will HURT your future selling efforts because you will be...

Probably no one warned you before you started your A/E/P or environmental consulting firm about the slipperiest of slippery slopes— one you don’t want to go down— that of not paying your bills on time....

No movie was better than “Wall Street” at capturing the spirit of the go-go 80s. Michael Douglas played the role of Gordon Gekko, a charismatic “rock star” investment banker who gave a speech on the...

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...

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...

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...

I was at Lowe’s the other day buying a Jacuzzi tub for a 1925 bungalow we are redoing from top to bottom to resell. While the plumbing guy ran off to get my tub, I...

When it comes to A/E/P and environmental consulting firms, the difference in profitability and growth vs. marginal performance and no growth is very little. But that “little” difference may just be how your people feel...

Like it or not, most firms in this business of any size have to borrow money. Whether the firm needs the money to provide operating capital while waiting to collect accounts receivable, to finance business...

The other day, I was standing in the front yard of a house I am redoing in Fayetteville. A woman from down the street came walking up to me, saying, “Mark, Mark— I have a...

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...

As 2006 winds down and planning gets underway for 2007, I frequently find myself being asked about what the top trends are for our industry that future-oriented leaders need to be aware of. Where do...

Even though he’d only worked at Associated Consultants for about three weeks, Bob Smearhoff was sick and tired of his co-worker, Bruce McJerquartd. “That guy is an idiot,” Smearhoff found himself thinking at least a...

As a founder of a twice-named Inc. 500 fastest-growing, privately-held firm and researcher and consultant to the A/E/P and environmental industry for many years, I learned long ago that one path to being more successful...

Somewhere in the journalistic masterpiece known as USA Today during the week of July 17 is a small blurb about business ethics. It was one of their polls that they regularly take. Forgive me for...

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...

Just about everyone in the A/E or environmental business thinks that they have strategies. I don’t think many really do because most people don’t even know what strategies are. “Strategies” are philosophies— your core philosophies...

Before sitting down last week for a meeting with one of our PhD students— a German fellow named Sven— we both agreed that we’d like some coffee first. I asked Sven if he wanted to...

No doubt about it— A/E and environmental firms do waste money on useless research. Finding out, for example, how large the land development market is nationally, when you have a need to create work for...

The longer I’ve worked with A/E/P and environmental firms, the more clear it has become to me: Most firms are working on the wrong side of the equation when it comes to boosting effective multipliers...

It’s been said before that “cash is king.” It’s also been said that you can be profitable and still go out of business if you run out of cash. That said, our industry— that of...

There’s something about the entire design and construction industry when it comes to doing projects— we just don’t spend enough time on communication. I think there are a number of reasons for this persistent state....

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....

For each of the past five years since we created The Zweig Letter Hot Firm List, there have always been readers out there who write in to ask why we are so obsessed with growth...

I was talking with a client of ours the other day— a very successful founder and CEO of a mid-sized engineering, planning, and surveying firm. I asked him the typical pleasantries such as, “How are...

Human resources people are big on job descriptions. I was never that fond of them because it seems that they can always be used against you somehow. Here are some examples: “I meet the requirements...

Years ago, I maintained that I would never go to a party for an employee who’s leaving the firm. Sure, there could be exceptions. Someone’s spouse gets transferred, the employee retires, or the employee is...

It seems to me that I am running into a greater number of pissed off people working in client organizations as of late. Maybe it’s the winter blues. Or maybe it’s war threat induced economic...

From time to time, we’ll hear from a reader who wants us to give more management advice specifically aimed at small firms. These people seem to think their small firm is different from a larger...

Doug Pocketprotectus sat in the high-backed leather chair in the executive conference room and desperately tried to stay awake. It was hard to do. The meeting was so boring, and he was sleep deprived as...

It’s what we’re all looking for: young people that we can move up. And if we aren’t, we’re fools. Why would we hire someone, especially a younger person, who we don’t think has any potential...

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,...

Do you know how many times a day I think this? I can’t count that high! Some of what we see and hear in our work with A/E/P and environmental consulting firms is truly amazing....

Most people would agree: Much in life works out like you expect it will. So why, if this is the case, do so many of the people running A/E/P and environmental consulting firms have such...

You start your A/E/P or environmental firm with a great business plan. Your marketing strategy pays off and you get lots of projects. Your recruitment approach works and qualified employees are lined up at your...

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...

I have found myself saying more than once recently that just about every firm (would you believe 80-90%+?) is looking for someone to work in their marketing area. Whether it’s a marketing manager, marketing director,...

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...

Every single firm we deal with at Zweig White & Associates, Inc. could benefit from working on their hiring process. Everyone in the A/E/P and environmental business agrees that it’s hard to hire. Well here...

I just got back from a business planning retreat one of our Atlanta-based clients held at The Highlands Inn in Highlands, North Carolina. Highlands is an absolutely idyllic small-town setting. It’s like something from another...

This week, you get three topics for the price of one. What makes for value? An article in the February 21 edition of The Boston Globe under the headline “Internet ad company stock gains 57%...

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...

Just ask anyone in this business— it’s damn difficult to hire good people today. And the situation doesn’t appear to be easing up. As long as this building boom continues, the competition for talent is...

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...

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...

In spite of my repeated attempts to educate our readers about some of the crazy things they are doing, it takes some people a long time to catch on. Here are few examples of what...

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...

There are a few firms out there that really have their act together when it comes to the finance and accounting function. But by and large, A/E/P and environmental consulting firms struggle with what should...

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...

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:...

We’ve all experienced the joy of doing business with a company that acts as if their people like serving you. It really is a great feeling. Most of the time, it happens with businesses like...

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...

For most A/E/P and environmental consulting firms, working with a bank is a necessary part of being in business. Very few companies can get by without some sort of credit line to finance receivables or...

Not a week goes by that someone doesn’t ask us for help with project management training. There is a huge demand for it. Nobody seems happy with the effectiveness of their project managers. But is...

I called a friend the other day, the CFO of a 400-plus person engineering, planning, and environmental firm, and the receptionist answered the phone, “ABC Associates.” I asked to speak with “Bob Smith.” The next...

You would think that architects and engineers would pay better attention to the location of their own office space. For many firms, location analysis and site selection for office facilities is part of the work...

Every firm in this industry must do four things to survive— sell work, do work, bill for work, and get paid for work. That’s it. If you ask me, architects, engineers, and environmental consultants (along...

A solid majority of firms who use direct mail are less than thrilled with the results. In fact, according to our newly published Marketing Survey For A/E/P and Environmental Consulting Firms, 12.5% consider this the...

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...

Throughout my working career, I never asked for a raise. I never asked for a bigger bonus. I figured if my employers weren’t smart enough to pay me what I was worth, I’d go somewhere...