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

By Greg Sepeda | The Marvel universe delivers 10 powerful lessons in leadership, proving that purpose, humility, and teamwork save the day.

By Mark Zweig | Practical career advice for new AEC graduates on landing a great job and accelerating early career success.

By Mailena Urso | The path toward success is shaped by your courage, curiosity, and resilience.

By Mark Zweig | Success in AEC hinges on guiding clients toward actions that align with their best interests.

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 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 Mark Zweig | Those who read your emails, letters, reports, social media posts, and resumes are all deciding how intelligent you are in large part from your writing.

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

By Joseph Losaria | A happy team is more productive and engaged, so make sure happiness isn’t just a personal goal but a business goal, as well.

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

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 Raoul Rañoa | There are various techniques and tools you can use distill complex data into digestible and actionable insights.

By Mark Zweig | There are some things AEC professionals must learn about business in order to be successful.

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

By Matt Hoying | When mistakes happen, it can be difficult to look for the silver lining, but doing so and making the most of it will help your business now and in the future.

By Reid Poling | As much as school can and does teach you, there are some lessons that can only be  learned “on the job.”

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

By Tom Godin | If you have goals you want to achieve in the new year, start taking action and building habits today.

By Liisa Andreassen | Vice president of corporate development at J.S. Held, a global consulting firm providing technical, scientific, and financial expertise across all assets and value at risk.

By Jamie Claire Kiser | Key points from this year’s ElevateHER Symposium and ElevateAEC Conference & Awards Gala.

By Scott McNally | If you swing for the fence, remember the fans, watch for curveballs, and rally your team, your firm will be successful.

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

By Keyan Zandy | The disruptions we’re facing today are forcing us to get creative and evolve the ways we think and work. New opportunities are in reach if we stretch for them together.

By Mark Zweig | Most firms in this business still struggle to get their people to do their timesheets and turn them in – but there could be a simpler way.

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

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

By Tom Godin | A look back at 2021 – and ahead to 2022 – through the lyrics of Billy Joel.

By Dave Martin | To be an effective leader, you have to be authentic, acknowledge what you don’t know, and be willing to make mistakes.

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

By Mark Zweig | The leadership abilities of you firm’s principals and managers will determine your collective success this year.

By Mark Zweig | Things are real messy right now, but we can all get safely to our destinations if we keep our cool.

By Mark Zweig | Entrepreneurs and small business owners have fundamentally different views on the opportunity each has in front of them.

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

Partner at LERA Consulting Structural Engineers (New York, NY), a firm that has created innovative, yet constructible and economical structural designs since 1923.

By Mark Zweig | What your firm becomes should be the result of a plan, of deliberate efforts. You can and should “design” your design firm.

By Mark Zweig | When people are demotivated they become negative and cynical, and can pollute the attitudes of their co-workers. And if they’re really demotivated, they may quit.

As an accomplished speaker, consultant, trainer, and business coach, Wilburn helps professionals become better leaders, better communicators, and better people.

President and CEO of Integrated CM Solutions (San Antonio, TX), a program/construction management firm that’s had more than $800 million worth of projects since 2015.

In these uncharted times, we run the risk of only thinking about the immediate and not about where we are going to be three months, six months, or a year from now.

By Jamie Claire Kiser | What differentiates us now as leaders is our ability to roll with the punches and make sharp, sober decisions.

“You would be surprised how quickly your employees get in the bandwagon when they can be part of the solution.”

“There’s no magic in these six steps. But there will be ‘magic’ in your results if you can consistently apply them!”

Believing in your value is the first step to success in winning on value. The next step is to walk away when clients don’t fit your new standards.

Women must stop apologizing, speak up, and stand tall if they want to be successful leaders.

“There is no question that after working as long as I have in the A/E industry with so many firms throughout the land, certain common undeniable truths present themselves.”

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

“Social media is a virtual world. It’s a false world. Spend more time in the real world and less time on your individual PR program, and encourage your staff to do the same.”

“People who show any signs of a lack of character must be confronted and dealt with immediately.”

“Being a leader means you have to keep growing and learning. We can all change. This includes you!”

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

It’s not easy to do, but if you want lifelong clients who are also friends, you have to commit yourself to the long haul.

“When directly confronted with a difficult or painful question and you aren’t honest with people – they’ll figure that out. And you can forget them ever trusting you again.”

“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...

“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!”

“If any of these situations sounds familiar – and you have tried to correct the situation by directly confronting it – it may be time to let that person go.”

“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.”

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...

AEC firms struggle with it, but if a firm is to thrive in the good times and the bad, a quantifiable plan of attack is essential. Marketing, business development, and sales aren’t usually the top...

“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...

“So many firms in the AEC business are making transitions right now. Aging boomers in their 60s and 70s are selling down, and their chosen successors are taking the reins.” So many firms in the...

President of LandDesign (Best Firm Multi-discipline #30 for 2017), a 165-person landscape architecture, civil engineering, and planning firm based in Charlotte, NC. By Liisa Andreassen Correspondent “From the day LandDesign was founded, it was intended...

“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...

President of Gale Associates Inc. (Best Firm #18 Multi-discipline for 2018), a 115-person consulting firm based in Weymouth, Massachusetts. By Liisa Andreassen Correspondent “Gale has been involved with a number of design-build procurements, primarily for...

COO of Aguirre & Fields, LP (Best Firm Multi-discipline #27 for 2018), a 120-person engineering firm based in Houston. By Liisa Andreassen Correspondent “If you haven’t started planning for ownership transition, you’re behind and you...

President and CEO of Morrison-Maierle (Best Firm #27 Multi-discipline for 2017), a 280-person firm based in Helena, Montana. By Liisa Andreassen Correspondent “It’s vital to our success,” Murphy says, referring to entrepreneurship in the firm....

CEO and founder of Sam Schwartz Consulting, LLC (Hot Firm #67 and Best Firm #49 Multidiscipline for 2018), a 130-person transportation planning firm based in New York City. By Liisa Andreassen Correspondent “Ownership transitions, especially...

President and CEO of Chen Moore & Associates (Best Firm Multidiscipline #26 and Hot Firm #88 for 2018), a 70-person firm based in Ft. Lauderdale, Florida. By Liisa Andreassen Correspondent “Even more important than a...

CEO of Huckabee (Hot Firm #7 and Best Firm Architecture #3 for 2018), a 300-person architecture firm based in Fort Worth, Texas. By Liisa Andreassen Correspondent “For us, diversifying is a bad thing,” Huckabee says....

President and CEO of Larson Design Group (Best Firm #5 Geotechnical and Best Firm # 29 Multi-discipline for 2017), a 300-person firm based in Williamsport, PA. By Liisa Andreassen Correspondent “One person alone can’t make...

President and CEO of Tectonic Engineering & Surveying Consultants P.C. (Hot Firm #89 for 2018), a 500-person multifaceted engineering firm based in Mountainville, NY. By Liisa Andreassen Correspondent “Years ago we tried the sales force...

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...

CEO of SidePlate (Best Firm Structural #4 for 2018), a civil engineering firm based in Mission Viejo, California. By Liisa Andreassen Correspondent “There is no question that organic growth is the way to go,” Gallart...

Co-founder, president, and CEO of WSB (Hot Firm #34 for 2018), a 475-person full-service consulting and design firm based in Minneapolis. By Liisa Andreassen Correspondent “The best PMs create their own brand, supporters, and clients,”...

Let’s face it. While there certainly has been an increase over the years in the number of architects, engineers, and other design professionals who have had formal business education, the solid majority of firm owners...

President and founder of Brudis & Associates, Inc. (Hot Firm #36 and Best Firm Multi-discipline # 51 for 2016), a 90-person firm based in Baltimore. By Liisa Andreassen Correspondent “While I like to say we’re...

CEO of Ware Malcomb (Hot Firm # 21 for 2017), a 440-person international design firm based in Irvine, California. By Liisa Andreassen Correspondent “Succession planning has been an important part of our culture for more...

CEO of FRCH, a Nelson Company (Hot Firm #41 for 2016), a global design firm based in Cincinnati. By Liisa Andreassen Correspondent “Everyone has access to the company’s financial information,” Tippmann says. “I believe this...

I’ve written about it before but apparently not everyone got the message. In business today, speed is everything. Whoever is faster will be the winner. Good leaders realize this is true and act accordingly. Here...

President and CEO of SEPI Engineering & Construction, Inc. (Hot Firm #74 for 2017), a 350-person firm based in Raleigh, North Carolina. By Liisa Andreassen Correspondent “People need to feel like their work life is...

President of Long Engineering, Inc. (Hot Firm # 24 for 2017), a 90-person land surveying and civil engineering firm based in Atlanta, Georgia. By Liisa Andreassen Correspondent “Begin to identify internally if you have potential...

Founder and CEO of GATE (Hot Firm #35 for 2017), a 300-plus person oil and gas engineering consulting company based in Houston. By Liisa Andreassen Correspondent “When clients/friends see what we post and comment to...

Co-founder and president of BHC Rhodes (Hot Firm # 15 for 2017), a 130-person civil engineering firm based in Overland Park, Kansas. By Liisa Andreassen Correspondent “Profit centers go against the dynamic of a team...

Principal at G2 Consulting (Hot Firm #67 for 2016), a 75-person geotechnical, geo-environmental, and construction engineering firm based in Troy, Michigan. By Liisa Andreassen Correspondent “As long as the clients are pleased and the revenues...

President, CEO, and chairman of the board for T&M Associates (Hot Firm #73 for 2016), a 350-person engineering firm based in Middletown, New Jersey. By Liisa Andreassen Correspondent Gary Dahms, PE, PP, CME, has been...

Founder and president of Gunda Corporation (#32 Hot Firm for 2017), a 60-person engineering consulting firm based in Houston. By Liisa Andreassen Correspondent “I’m not a big fan of utilization rates,” Gunda says. “I believe...

President of OHM Advisors (Hot Firm #25 for 2017), a 440-person engineering and architecture firm based in Michigan. By Liisa Andreassen Correspondent “Many firms tried to cut their way to success,” says Hiltz, looking back...

Managing principal and president of HED, Inc. (Hot Firm #34 for 2017), a 350-person design firm with offices in Illinois, Michigan, and California. By Liisa Andreassen Correspondent “Small changes often lead to significant results,” says...

A principal currently serving as president with W&M Environmental Group, LLC (Hot Firm #81 for 2016), a 50-person environmental services consulting firm based in Texas. By Liisa Andreassen Correspondent “One thing we didn’t expect is...

Comprehensive Environmental, Inc. (Best Firm #1 Geotechnical, #3 Environmental, and #13 Civil for 2017), a Miami Lakes, FL, based 80-person engineering and contracting firm. By Liisa Andreassen Correspondent “I’ve never termed any event in my...

President and CEO of HRP Associates, Inc. (Hot Firm #76 for 2016), a 120-person engineering consulting firm based in Farmington, Connecticut. “Big, bold, rapid changes are exciting and sometimes needed, but well planned, steady change...

All of us in the A/E/P business are consultants. Sure, we are either engineers or architects or planners or surveyors or designers – but we are also consultants. I have been studying consulting firms and...

CEO of The Thrasher Group (Hot Firm #77 for 2016), a 350-person architecture, engineering, and survey consulting firm based in Bridgeport, West Virginia. “By definition, a good project manager is someone who delivers. Period,” says...

President and COO of DCI Engineers (Hot Firm #62 for 2017), a 320-person Seattle firm with offices in seven states. By Liisa Andreassen Correspondent “Start early,” Heeringa says of ownership transition. “Make it a standard...

“Quality” is an elusive thing. It’s like a moving target. One person’s definition of high quality could be completely different from another’s. For firms providing architecture, engineering, planning, or related services, it is really all...

CEO of Sullivan Engineering (Hot Firm #89 for 2017), a 20-person building envelope consulting firm based in New York, New York. By Liisa Andreassen Correspondent “We strongly reward autonomy and encourage each other to make...

President and CEO of Wade Trim (Hot Firm #76 for 2017), a 500-person multidisciplinary engineering and consulting firm based in Detroit. By Liisa Andreassen Correspondent “Organic growth is going to become more difficult as recruiting...

President and chairman of Garver (Best Firm Multi-discipline #2 and Hot Firm #43 for 2017), a 500-person consulting and professional services firm in North Little Rock, Arkansas. By Liisa Andreassen Correspondent “We give our employees...

President and CEO of BSB Design (#87 Hot Firm for 2017), a 180-person architectural design and development firm based in Des Moines, Iowa. By Liisa Andreassen Correspondent “My advice is to get on it!” says...

Besides the fact that an external sale will typically provide the greatest financial return for A/E owners who want to transition out of their firms, a solid majority of principals still prefer internal ownership transition....

Architects and engineers – well, anyone for that matter – who own their own business are bound to get unsolicited (or requested!) advice from time-to-time. While some of that advice may be good, a lot...

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

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

Learning from external sources can be highly beneficial, but you must also master the art of blocking out the noise and staying the course. I have to admit it: I often feel like a fraud...

Keeping a good team together requires lots of maintenance, great perks and benefits, and the willingness to toss out the bad apples. I get asked the same question all the time – how do I...

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....

Marketing is the backbone of sales and business development, so be proactive and stop thinking of it as just an overhead function. I am passionate about marketing. Everyone who works with me knows it. I...

Did you ever hire someone who didn’t work out? Someone who effectively “fired themselves” by either refusing to accept your coaching and input or recognize the signs that they were in trouble and change their...

They wreck the recruiting process, and a lot of them want a great offer to use as leverage for a raise where they already work. Remember how recruiters used to sneak up and wow candidates...

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...

HELIX CEO Michael Schwerin headed into the New Year with double-digit profits and a strong book-to-bill ratio. By Liisa Andreassen Correspondent In 2001, Michael Schwerin started as an assistant environmental planning group manager with HELIX...

Automation can be helpful, save a ton of money, and even cut down on errors, but you have to know how to push the ‘stop’ button. Not long ago someone at Zweig Group was scheduling...

If firms employ these operational and financial strategies, their chances of weathering a downturn, regardless of how bad it is, will increase. Last week, June Jewell outlined five ways to insulate your firm from the...

In addition to it being time to renew your Amazon Prime account so you can buy presents for people who don’t actually need a thing, it is also business planning time! One of my favorite...

If you want to groom the next generation of leaders, you’ll have to make sure your firm is changing with the times. I’m a millennial. Gasp! There, I said it. A lot has been made...

Working with millennials was a hot topic at the recent Hot Firm and A/E Industry Awards Conference. Most researchers define the millennial generation as those born anywhere between 1982 and 2004 (although some sources end...

It seems like we have more of them ever to contend with. I’m talking about brain drains. The things that literally suck the life force out of you. When you get to be my age...

We are all a part of a very mature AEC industry. That means the market is huge but supply has long caught up with demand. When that happens, certain other things happen. These include: Clients...

If you want to drive traffic to your website and your brand, it helps – a lot – to be an expert in your given field. It’s true. The origin of your web traffic is...

Sure – it’s hard to hire good people. There are lots of reasons for it. One of them is that we aren’t keying into the talent pool all around us. People in our network. People...

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...

Your entire staff can sell the firm, and don’t forget, there’s no such thing as a completely internal role that doesn’t affect the brand. When it comes to business development, professional service firms typically have...

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...

Ireland-raised David Spillane likes both the past and the future, kayaking in the sea, and doing whatever it takes to keep his firm nimble. By Liisa Andreassen Correspondent Like many of his colleagues, David Spillane,...

I love human resources people. Believe it or not, I was one of them once. I even authored the only hardcover book published on the topic for the A/E industry, Human Resources Management: The Complete...

The subject never gets old and you can't talk about it enough. Collecting money. Architects and engineers are horrible at it! There are several reasons for this problem, including: ‎Poor self-image. If you don't think...

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...

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

Independent environmental firms are increasingly rare, but out on the East Coast, CEO Eileen Pannetier has succeeded by sticking to her small-firm roots. By Liisa Andreassen Correspondent Prior to founding Comprehensive Environmental Inc. (Best Firm...

It happens to all of us at some point. Maybe we have even done it ourselves. What I am talking about‎ is when a key person quits unexpectedly – they jump ship. It could be...

As the bumper sticker says, "Shit Happens." Unfortunately, it rarely occurs at the ideal time. Problems crop up that you didn't anticipate – health problems, a parent dies, a key employee quits, divorce, IRS audits...

We have all heard the adage, "Hire for character and train for skills." A/E/P firms really need to "get" this idea. Most don't do it. They're focused on PE registrations and degrees and knowledge of...

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 you’re one of those people who still thinks “word of mouth” is the way to go when it comes to marketing, my guess is you have a very small firm that will remain a...

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...

If you are planning an event, pay attention to the details so that your firm can reap the full benefits of publicity, business development, and old-fashioned fun. Holding an event is not something just for...

In a good economy, it’s easy to take on a lot of work and fill the pipeline, but some of that work can be bad for your firm. In a robust economy like the one...

Mistakes happen, and to minimize them without demotivating your people, a measured response is critical. We had a situation this week – a headline had been added to my recent article on millennials in the...

I got a text the other day from an old client and reader who said it had been a while since I addressed the topic of how to dress around clients. Apparently he is still...

New Recruitment and Retention Survey sheds light on key issues in finding, hiring, and keeping the best talent in the design industry. One thing I enjoy about working here at Zweig Group is that we...

End-of-year bonuses and evaluations are obsolete. Try monthly or quarterly perks for your staff. It's clear to me that A/E firms are all in a huge rut when it comes to how they pay their...

Troublemakers within a firm can do a lot of damage, especially if they are tolerated. Every firm has these people to some degree. The naysayers, the skeptics, and the gossips. These people are holding back...

You may have long-term “relationships” because of your company’s reputation with people you don’t even know. I've always been a long-term relationship kind of guy. I still have friends that I went to grade school...

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...

Think your small firm should stay small? Think again. Here’s why you should strive for growth in your firm. Without a doubt, there are some entrepreneurial firms in the A/E/P and environmental consulting business today....

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...

Though harder to apply and evaluate, assessments of interpersonal skills can promote team performance and increase morale. I have had a number of discussions lately about how to measure performance. The people I’ve spoken with,...

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...

Press Release: July 18, 2011 FAYETTEVILLE, Ark. (July 18, 2011) – The A/E industry has seen some of the most challenging times ever on record for the post-WWII generation. One A/E revenue bright spot continues...

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 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...

While I have probably written about business planning in the pages of The Zweig Letter a dozen or more times over the years, it seems necessary to do so again. As you read this, A/E/P...

Architects, engineers, planners, and allied professionals by and large have a really hard time defining exactly who they want to sell their services to. The unfortunate truth is that most will sell their services to...

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 design and construction industries have enjoyed an unprecedented period of growth and prosperity. We have had a few hiccups along the way, but for the most part, the last 15 years or so have...

How many times have you heard it? Someone turns in their notice to leave and the response of his or her immediate supervisor is: “We didn’t need Bob (or Sue), anyway,” or, “We were going...

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...

Like it or not, the world is rapidly becoming one. It won’t happen overnight, but it will happen. And the implications for architects, engineers, planners, and allied professions are significant. What it means, quite simply,...

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...

With my work as a board member for the College of Business at Southern Illinois University, and the teaching I’m doing at the University of Arkansas this semester, I have found myself giving a lot...

I’ve written before in The Zweig Letter about the need for passion. Anyone who is going to be truly successful in an A/E or environmental firm has to have it. You have to LOVE what...

Air travel is at an all-time high for me. It’s always frustrating... so I couldn’t resist the opportunity to share some of my recent thoughts and observations: E-tickets. It always amazes me when I see...

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,...

Fred White, Claire Keerl, and I just got back from the 21st annual Inc 500 Conference at the Westin Rancho Mirage Resort in beautiful Palm Springs, California, held March 27th-29th. It has been a few...

Right now may be the best time ever to go out and buy another firm. People are depressed, their sense of optimism is considerably dimmer, and many A/E/P and environmental firms are performing accordingly. That...

Everyone in our country seems to be worried about terrorists. Undoubtedly, there are some good reasons to be concerned. But maybe the trouble is even closer to home— like in your own firm. We find...

It is a sad day as I write this. I am at Boston’s Logan International Airport waiting for a flight to Dallas-Fort Worth so I can attend the funeral of my long-time friend and mentor,...

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...

If you ask me, one of the biggest factors contributing to poor financial performance, bad morale, and confusion about direction and purpose in A/E/P and environmental firms today is inaction from the company’s management. I’m...

In the nineties, executive coaching became a popular management fad, particularly outside of the A/E/P and environmental industry. So while budget cutbacks in Fortune 500 and high-tech companies have eliminated a lot of these expenditures,...

One of the best benefits of working at ZweigWhite is the free food and drink we get. We give everyone whatever they want as long as you can store it in a cabinet or a...

It just doesn’t take that much to be so much better at serving clients than the rest of the firms that do what you do. And it’s so important! Do a lousy job (or just...

Remember the story about the emperor who had no clothes? Everyone was afraid to tell him, though, so he paraded around in the buff and made a complete fool of himself. I see the same...

It’s becoming more apparent to me every day that human resources management as we know it needs a total overhaul. Many human resources experts (staff and consultants) are perpetuating bad advice, and the typical A/E/P...

Now lie in it. I’ve been a believer in the adage that you make your own luck. But that’s not just good luck, it’s bad luck, too. Make bad decisions, do the wrong thing, and...

Set to music from The Beverly Hillbillies: Let me tell a little story about a man named Jed, a poor engineer, barely kept his family fed. And then one day when designing to buy food,...

Everything I need to know was not taught in kindergarten! In growing our own business and working with hundreds of firms over the years to help them grow theirs, I feel like I have learned...

There’s a lot out there on management: books, articles, videotapes, newsletters, seminars, and more. Ditto for marketing. And negotiating. And project management. And leadership. There’s even a lot of stuff aimed exclusively at our audience—...

At one of my “Managing a Growing Firm” seminars a few weeks ago, I had an attendee tell me how another attendee was handling his ownership transition program. When I asked him who was offering...

At the car wash this past weekend I saw a 1969 Barracuda with a 440-cubic engine. It was hot pink (a factory color) with what Chrysler used to refer to as a “six-pack” (that’s three,...

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...

Here’s a collection of practical advice I think anyone in the A/E/P or environmental consulting business can use in response to questions that seem come up over and over again: Where can I find someone...

Why do some firms grow, have happy employees, keep satisfied clients, and make their owners rich, while others start up, muddle along, and then either continue to muddle along or fizzle out completely? If you...

Although conventional wisdom says that an A/E/P or environmental firm’s greatest asset is its staff, that may not always be so. I don’t want to diminish or underestimate the importance of the workers to a...

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

If you’re anything like me, you hate to fire people. It’s at the top of my “least desirable activities” list, above even performance appraisals, collection calls, cold calls, and dental extractions. Most halfway-decent folks feel...

This is the time of year that many A/E/P and environmental consulting firms hold an annual management retreat. The larger a firm is, the more likely it is to have a retreat. Typically at these...

Anyone who knows me will tell you that I’m not the sentimental type. But I must say— I love the people who work here. I love them because they work so hard, they never complain,...

Practically any firm that makes money in the A/E/P or environmental business does so by getting a superhuman effort out of its staff. You just can’t do it with everyone working only 40 hours a...

I am continually reminded of the bizarre sense of risk some principals in A/E/P and environmental firms have. I am talking about the obsession so many principals seem to have about extracting as much as...

If you listen to the “experts,” you could easily be convinced that it’s darn near impossible to successfully acquire a firm. By “successful,” I’m not just referring to getting the deal done. I’m talking about...

Management people are usually critical of technical people for their lack of business knowledge. But having a business degree is no assurance you know any more than the average design or environmental consultant about how...

Twenty contacts per month! To know why we have a problem selling services in the A/E/P and environmental consulting business, look no further than the goals we lay out for our marketing and business development...