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By Mark Zweig | AEC firms that want better marketing need to sound more human, move faster, and stop hiding behind safe, forgettable messaging.

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

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

The leading source of business management insights, research, and strategies tailored specifically for leaders of AEC firms.

By Matt Verderamo | Turn your team into talent scouts and build your own recruiting ecosystem from the inside out.

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

By Mark Zweig | Better project management isn’t about new systems, it’s about disciplined leadership, clear decisions, and relentless execution of fundamentals.

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

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 Mark Zweig | There are nine reasons why selling your firm to the right buyer can strengthen opportunities, stability, and growth for your people.

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

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

By Mark Zweig | Show everyone it’s not business as usual and your firm is in a new era – you may find it a helpful tool to reinforce your change program.

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

By Mark Zweig | If you want the best people, you have to sell – the company, the role, and the location – and move fast when you get a good one!

By Todd Hay | Adapting to smaller AEC markets requires leveraging networks, building staff-client trust, and scaling operations for sustained success.

By Mark Zweig | Having little understanding of banking could result in missed opportunities for growth or thorny problems that could put your firm out of business.

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 | This person is at the core of what makes your business successful, however not all financial managers are competent.

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

By 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 David Doxtad & Andy Brandel | As your firm grows, this person ensures you will maintain your core competencies, values, and environment with your newly added team members.

By Mark Zweig | Entrepreneurial firms adapt better to a changing environment, are better places to work, and build significant value over time that can be harvested.

By Matt Johnson | Client managers face new challenges post-pandemic, requiring increased client contact, realistic budgeting, and managing expectations for success.

By Todd Perry | Be wary of spreading yourself and your services too thin; your team’s productivity and your firm's profits could begin to suffer.

By Mark Hodges | Don’t be a victim of continuation bias; it’s time to completely change your IT strategy in the face of the ongoing cyber threat.

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

By Mark Zweig | There’s still time to get your head on straight and do a few things to make the most of the new year.

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 | Try to keep calm, be positive, and don’t listen to pundits’ predictions about the economy.

By Mark Zweig | A few of the reasons a great, successful firm can falter and experience a fall from grace.

By Mark Zweig | We’ve all heard about the attributes of highly effective people, but what about the habits of highly ineffective people?

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

By Mark Zweig | If you are a leader in an AEC firm, it’s crucial that you stay positive in spite of all the bad news we’re seeing these days.

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

By Liisa Andreassen | Chairman and CEO of Landry/French (Scarborough, ME), a 100 percent employee-owned commercial construction company.

By Christina Zweig Niehues | Firms need to devote resources toward business development and ensuring a steady stream of work for the future.

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

By Keyan Zandy | The positive changes we’ve made will stay with us long after the days of the pandemic are over.

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 Christina Zweig Niehues | If you don’t have a social media and online marketing strategy for your AEC firm, now is the time to get started.

By Mark Zweig | Firms seem to be doing better than most anyone would have predicted when everything had to shut down in March. Why is that?

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 Will Swearingen | When considering a deferred compensation strategy for your ownership transition, keep these pros and cons in mind.

By Phil Keil | Recommendations for how your firm can adjust budgets and make smart investments of your money, your time, and your energy.

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

By putting energy into the power of habit, deep work, productivity tools, and daily scheduling, you will see immediate and lasting productivity gains.

“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.

“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.”

“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.”

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

“What causes AEC firms to fail? I have been a student of this business for 39 years now. Here’s what I have seen.”

Should the US Women’s National Team have let up on Thailand during the World Cup? Of course not, and let that be a lesson to you.

“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.”

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

By John Bray | With a low unemployment rate, more firms are relying on a national approach for recruiting.

President of JBCI, a small, but venerable, repair and restoration firm based in Philadelphia.

Unless you put yourself out there as perfect, courts will typically hold you to the standard of reasonable care if you make a mistake.

When your best junior associate ‘unexpectedly’ leaves, the decision was probably in the works for a long time, you just never saw it coming.

Founder and CEO of Wright Engineers (Best Firm #1 Structural for 2018), a Vegas-headquartered firm where perfection is the goal but excellence is tolerated.

“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.”

Undisciplined growth, poor people focus, low financial performance, and a weak capital structure can sink a firm – even big ones with brand names. I’ve been working with several colleagues for the past four years...

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...

“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...

It’s a daunting task, but can result in an energized, unified organization that can withstand setbacks while gaining strength. Companies with a highly engaged workforce have seen a 19.2 percent increase in operating income; highly...

“After devoting my entire career – since getting out of grad school at the ripe old age of 22 – to the AEC industry, I have had plenty of time to reflect on where we’ve...

“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...

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....

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

If you haven’t created a culture of cyber security, you’re asking for big trouble, like long-term damage to your firm’s reputation. Protection from cyberattacks involves much more than firewalls and encrypted passwords. Of course, these...

They are everywhere, but they don’t have to win. Identify their behavior and rectify it, or risk losing your staff. Regrettably, we have all been there, regardless of the profession. Whether it’s real estate, marketing,...

Even with the long lead times, the proposal process can be stressful. Marketers have to own the process and enforce the schedule. Some people describe the proposal process as a marathon while others consider it...

Things have gotten better in the last 10 years – probably due to the popularity of texting and emailing – but architects and engineers still have a big problem with bad writing. An old friend...

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...

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

If you’ve ever actually done a litmus test you know that one of the best things about it is that it’s fast. Dip the paper in the solution or put a drop of solution on...

As great as business is right now for most AEC firms, believe it or not, there are still some out there struggling. Struggling to grow, struggling to make a profit, struggling to be successful. If...

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

We’ve all been there. Right in the middle of a crucial project, the project manager quits to go to work with a competitor, or somewhere else, and the proverbial bag of you-know-what lands in your...

Do you want to make 2018 a great year of growth and prosperity? Pay attention to, and act upon, a four-point plan to get the best out of your firm. To prepare for a successful...

Talent and skill are essential, but keep a close eye on cultural fit if you want to avoid the mistake of bringing the wrong person on board. I was recently talking with a client who...

If there’s gossip in the workplace, your firm will pay the price with warring teams and stalled dynamism. But there’s a three-point antidote to the problem. Work gossip. Some of us participate in it, and...

While I am a big believer in promoting from within – it’s essential, really, if you want to have any kind of cultural consistency over time, not to mention that it’s more economical – it’s...

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

With the environment we are living in – crazy political stuff – potential nuclear war – mass shootings by maniacs – it would be easy to let it all get to you. But you can’t....

Can project owners be the judge of disputes? Of course they can, especially if the contract clause allows for judicial review. We’ve heard children ask parents to explain their decisions, only to get this response:...

It’s hard to find outstanding people to work in your AEC firm. It’s also hard to keep them working for you these days when they have so many other options. What are some things you...

Generational ownership and leadership transitions pose unique challenges. Anyone you promote to the highest level must be cut from the right cloth. The statistics bear repeating: Most professional services firms are aging at the top....

After 37 years of working in one industry, you eventually become aware of just about every bit of what passes for “conventional wisdom” in this business. Some of it may seem logical on the surface...

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

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...

They count, and they need to be made across numerous fronts if you want to get your foot in the door with a new client. As the saying goes, first impressions count. Although much of...

Donald Trump has single handedly breathed life back into the “other social media app” – Twitter. The platform had gone stale. It loses money every year and had a declining user base. Cue the late-night...

The transition from boomers to millennials is going to happen anyway, so put in a good-faith effort and make it a positive experience. By 2020, 50 percent of the U.S. workforce will be millennials. In...

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...

Business planning in an AEC firm is such a critical function. It really is one of the key roles of the CEO. Yet we seem to struggle with it. Here are some of the ways...

Too many owners/managers/leaders in AEC firms are obsessed with looking in their rearview mirrors when instead, they should be looking far down the road. Doing that – as I was taught at Freddie Spencer’s Superbike...

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...

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...

In our brand new podcast format, we interview Mark Zweig, CEO of Zweig Group about an article he recently wrote in The Zweig Letter about the role of HR in the Recruitment process ( "The...

In our brand new podcast format, we interview Mark Zweig, CEO of Zweig Group about an article he recently wrote in The Zweig Letter about dealing with the unexpected departure of an employee. ( "When...

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...

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...

In decline since 1950, the city is finally reversing its downward trend, and architects and engineers are taking part in the recovery. By Richard Massey Managing Editor When architect Michael Tunkey graduated from his hometown...

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...

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

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

As good as business is in the AEC world – and believe me, it’s really good for most everyone right now – we are seeing a lot of companies developing profitability problems. It’s pretty simple:...

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 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...

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...

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

Rapid hiring during the recovery has changed the complexion of many firms The rapid recovery in the A/E industry has led to unprecedented growth for many firms. Most firms have rebounded, surpassing their pre-recession revenue...

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

M&A really isn’t all about the valuation and the payout terms. For sellers, there is usually a strong emotional attachment to the company that they’ve devoted years, resources, and their career to growing. A concern...

In a recent poll of project managers and firm leaders in the A/E industry, training/mentoring was ranked as the most important thing A/E firms could do to improve project management. The poll also indicated that...

Take an honest look at your client relationship and ask yourself if it’s still mutually beneficial; if it’s not, it is time to do the hard thing. In addition to working at Zweig Group, I...

In an industry with constant news and needs, following a few simple tips can keep your messages efficient and effective. In today’s world, there’s an endless array of marketing that could or should be developed...

Four suggestions from Mark Zweig that will result in more work than you can handle. It’s interesting to me to see how many architects, engineers, planners and environmental consultants really don’t understand marketing. Many either...

Despite what the pundits say, Mark Zweig believes that magnetic leaders aren’t such a bad thing. "Charisma” – some people have it and some don’t. It has been defined as a special charm or appeal...

Mark Zweig reflects on the passing of a friend and employee, and offers six tips about forming a winning team. A week ago Sunday, one of my best friends, and also the lead carpenter for...

Mark Zweig offers five suggestions on how to stay out of trouble and in the black. One of the greatest challenges is keeping your business profitable. It’s easiest when you’re growing. Revenue is going up...

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...

Four additional suggestions from Mark Zweig because the time is now. It’s here – the New Year. They keep coming faster and faster. It’s kind of funny to see the past futurists’ ideas about what...

Mark Zweig offers three simple tips: specialize, coach and choose your team well. I went to what some of us refer to as “Hillbilly Paradise” for a couple days with my family last week –...

Mark Zweig contrasts five examples of individuals best avoided. It has been said before that you “can tell a lot about someone by the company they keep.” It is such a true statement! Successful people...

Technical professionals are affected by failure too. Mark Zweig offers four examples. Many people think engineers and architects don’t really care about whether or not the company they work for is profitable. “They just want...

While the loss of a beloved BlackBerry device is a traumatic experience for Mark Zweig, change is inevitable. The last week brought a lot of change into my world. That included moving to a new...

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

In 2013, use the lessons learned in 2012 to have a better year – propelled by a slight breeze. Like many readers of The Zweig Letter, I’ve been working to refine the ZweigWhite business plan...

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...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 985` Originally published 12/3/2012 Mark Zweig enumerates a series of actions and credos that will help you maximize your potential. Think whatever you...

ZweigWhite knows… and can help you learn them. Architecture, engineering, planning and environmental firms often lament the amount of money spent on training. According to the ZweigWhite 2011 Proceedures, Policies and Benefits Survey, employee training...

Press Release: August 9, 2011 FAYETTEVILLE, AR (August 9, 2011) --Despite recent news about slow economic turnaround, a surprising number of A/E/P and environmental consulting firms report an acceptable or increasing backlog of work. An...

Press Release: July 26, 2011 FAYETTEVILLE, Ark. (July 26, 2011) – For many leaders in architecture, engineering, planning and environmental firms, a finance chief’s job goes beyond managing finances. When editors of The Zweig Letter...

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...

Press Release: June 22, 2011 FAYETTEVILLE, Ark. (June 22, 2011) – The other side of the world really isn’t that far away anymore. As work dried up in the U.S. during the recession, many firms...

Press Release: May 11, 2011 FAYETTEVILLE, AR (May 11, 2011) — Design firms have been among the most affected by the recent recession, but new data shows that the carnage may soon be over. While...

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 Mark C. Zweig So many people today in this business are just getting tired of the grind. The last three years haven’t been fun— with more competition, reduced profitability, delayed or cancelled projects, stalled...

By Mark C. Zweig I thought it might be fun to reflect back on my 30-plus years of working in this business and assemble a list of fundamental laws none of us can get around....

If you aren’t worried about your banking relationship right now, you are deluding yourself. Besides the fact that we have already had firms in our business— large firms— put out of business by their banks,...

Marketing in our industry is a-changing, Folks! It is not business as usual for A/E/P and environmental firms. The tough economy and the increasing power of the Internet and electronic communications are changing everything marketing-wise....

The bad economy of the last couple years, with the A/E/P professions being particularly hard-hit, has created a serious problem for many firms today— that being disillusioned workers. It is not easy to pin down...

2010 is here. And, it’s going to be a year like none before. If you aren’t particularly happy with your firm’s performance these last couple years, it’s a great time for change— radical change. Out...

As I begin to write this article I am sitting at “The Tournament of Kings” show at The Excalibur in Las Vegas with my two oldest daughters. Earlier today we finished off the 10th annual...

Project management training tends to emphasize the legal and liability aspects of what we do, along with scheduling and budgeting techniques. But, there is so much more to it beyond the science of project management....

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...

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...

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

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

This week’s focus is all about the new industry buzz term, “IPD.” For those who don’t know, IPD stands for “integrated project delivery.” You might wonder what that means (as I did the first time...

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

With so much negative information coming in— project cancellations, Warren Buffet stating in an interview that “the economy has fallen off a cliff,” and amazing stock market declines— along with layoffs and, for those who...

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...

Yes— tough times are upon us. But that doesn’t mean any one firm can’t fight back and do well in spite of a weaker market. Marketing is a big factor in how well any one...

As the economy gets worse, and panic sets in amongst the management of too many A/E/P and environmental firms, mistakes will be made that are difficult to recover from. I’m referring to decisions such as...

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

Stereotypes exist for a reason. Sometimes there’s a lot of truth in them. Good examples of this can be found in how bosses are portrayed in pop culture. The problem is if any of these...

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

If you have a firm of any size and have been in business for any length of time, you will at some point discover one of your key people is interviewing with a competitor. You...

The Zweig Letter Hot Firm List for 2008 is chock-full of success stories. Many are incredibly inspirational and serve as great examples of planning, execution, and character. Some Hot Firms have even been on the...

Things aren’t looking real great out there for a lot of firms in this business. The stock market is in a free-fall, we’re in the midst of pre-election paralysis, banks are failing, housing is in...

As someone who has worked, studied, and written about this business for 28 years now, I thought today is as good as any day to share some of what I’ve learned. Here it goes: What...

It is not easy— finding enough leaders to fill all of the leadership needs inside your company. Some (many firm founders) might think one factor could be that most everyone in your firm probably did...

With this week’s special focus on information technology, I thought I would take the time to sound off on a number of different technology-related topics. BlackBerries: I still think they are the greatest. I am...

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

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

For my kickoff presentation at our eighth annual The Zweig Letter Hot Firm Conference and Awards Celebration in Boston last month, I decided to talk about the differences in entrepreneurial A/E/P firms from those that...

We have a terrible problem with accounts receivable in this business. The average A/E or environmental firm waits 80 days or so to get paid for their services whereas attorneys and accountants often get their...

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...

It’s no wonder that contractors are getting more and more control over the building process. Contractor-led design-build’s popularity compared to designer-led design-build is just one example. There are many reasons for the decline of the...

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,...

After 26 years of immersion in A/E/P and environmental firms, it has come to my attention that one thing probably holds more firms back from achieving their potential more than anything else: the owners’ fear....

I know it sounds corny, but the fact is, a client is precious. They are hard to get and harder to keep happy. We need to treat them as if they are as valuable as...

Though I’ve always known it, I don’t think I’ve ever written about it— running an ethical business that is socially responsible can pay big dividends. The fact is that the more educated your clients are,...

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...

Architects, engineers, and planners are always talking about what they will do to keep their clients happy. In marketing meetings, repeat business statistics of 80% or better are bandied about with pride, and chests are...

Every year, after we announce the winners of The Zweig Letter Hot Firm List, we get contacted by other firms wondering why they are not on the list. It’s always one of two reasons: Either...

I’ve said it before. The standards— what we expect— from people who are supposed to sell the work to keep our staffs busy in our A/E and environmental firms— are woefully low. Forty calls a...

They’re making their lists. Nope— I am not talking about the Santa Clauses of the world. I am talking about your employees, and more specifically, your key employees. And the lists they are making don’t...

I’m getting ready to start teaching a course at The Sam M. Walton College of Business at the University of Arkansas in Fayetteville this spring semester. It will be a class on entrepreneurship— more specifically,...

Hiring enough people— and the right ones— is where it’s at today. How well an A/E/P or environmental firm does this really is either an impediment (or stimulus) to growth. It impacts every area of...

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...

Every so often, I have to remind our readers of the importance of their office environments. Our own recent office rehab here in Natick, along with a trip to New York and seeing some not-so-great...

“Take this job and shove it” was a phrase popularized by country singer Johnny Paycheck back in the 1970s. The song told a story about a hard-working factory man whose wife left him, so he...

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...

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...

Let’s face it, the motivation of any A/E or environmental firm’s leaders is, in many ways, more important than the motivation of the staff. Because if the leaders aren’t fired up, how can anyone else...

I was at a management seminar recently where I am convinced that fully 15 or 20% of the attendees were there only because their firms told them to go. And my guess is that a...

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

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...

Davis Grey was the new man at the top of Frinklemore-Datuna Associates. He had been hired by Charlie Datuna a couple years ago with an understanding that at some point, Davis would be in Charlie’s...

I think a lot of smart, motivated, capable people working in A/E and environmental firms often get the idea that if they don’t start their own companies they have somehow sold themselves short. This is...

As management consultants to the A/E/P and environmental industry for many years, we get up close and personal with literally hundreds of firms each and every year. Many of these are very successful companies that...

You know what? Turnover is not always so bad. Sometimes people just don’t keep up with the firm. There are all kinds of reasons for it. Maybe they got tired. Maybe they got turned off....

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...

Cultural alignment, i.e., getting everyone in the firm— especially those at the top—on the same page, is something everyone in our business can tell you is critical. Without it, decisions don’t get made, opportunities come...

Last week I was on the phone ordering a part for an old British motorcycle. It vibrates so much that every time I ride it something either breaks off or falls off. In any event,...

I’m seeing a lot of firms following a program of short-term profit-maximization right now. It’s easy to understand. Industry profits are down as the results from our 2002 Financial Performance Survey of A/E/P & Environmental...

George Alexandra was fed up. He was tired of always having to take a back seat to his partner, Mick Flashyman. “Just because Flashyman started the company (Godlike Architects, Inc.) didn’t mean it wouldn’t be...

Terry Mitchell, senior vice president and transportation division head for MonsterFirm, Inc., knew one thing: If the firm was going to make any real money, it was going to take a new level of top...

If you look at the effect the events of September 11 had on everyone in this country, it’s really pretty amazing. The collective funk that ensued hurt businesses of all types in an unprecedented way....

Irving “Tuck” Schlockmeir walked into the Schlockmeir Associates board meeting in a bad mood. Tuck was frequently in a bad mood, and if he wasn’t, the fear that he might go into one scared everyone...

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...

Both of my daughters are into horses. I mean they are into horses and have been for the last five years. We have three of ‘em right now. They ride every day. Then we have...

Schweitzer, Rosenblatt, Tunick, and McBlarsky had just ended one heck of a run. The 250-person E/A firm had grown from 40 people to 250 over the past five years. And while it was undeniably exciting,...

There’s an interesting article elsewhere in this issue of The Zweig Letter about the workplace of the future. It sounds like a fantastic design that the architects, engineers, planners, and designers have cooked up to...

No! I refuse to let pop culture permeate this temple of good management! It doesn’t matter to me whether it’s Jerri, Mad Dog, Kel, or Edna who gets booted off of the island. What I...

I have never been big on “business is a game” analogies. The people I have met over the years who’ve used this analogy never seemed to exemplify the kind of values that I think you...

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...

Everyone says they’re interested in it, and there are all kinds of articles out there on the subject. How to attract and keep an outstanding workforce is clearly on the minds of many principals and...

When it comes to staffing your A/E/P or environmental consulting firm, it’s one thing to have all of your seats filled. It’s another thing to have those seats filled with people who are motivated— motivated...

“What goes around comes around.” “The harder I work, the luckier I get.” “You reap what you sow.” “To get love, you need to give love.” These adages (and many more) all reinforce the thinking...

Like the dinosaurs, some A/E/P and environmental firms are destined for extinction. These companies seem to be blindly stumbling down a path of self-destruction. But in this hot economy, their owners may be too content...

Let’s all hope it never happens. But as anyone with a few gray hairs can tell you, another recession can, and probably will, occur. So what are you going to do about it? Here are...

Having a hard time keeping your staff? Are your new graduates working a year or two and then moving on? Are your mid-level folks, just below principal, moving on before you move them up? If...

Leadership is one of those subjects that, if you really want to be good at it, tends to lead to a more philosophical approach toward work and life. It’s conventional wisdom in our business that...

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

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...

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...

In my travels around the country working with A/E/P and environmental firms large and small I have come to the awareness of just how important it is to have a positive employee culture. It may...

I like the fact that The Zweig Letter has an editorial point of view. So many newsletters for this industry and others are just compilations of other, previously published articles. Or, they are so white...

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

The longer I am involved with this industry the more aware I am of how critical the collective and individual morale of a firm’s employees is to its continued ability to function successfully. Let’s face...

These are the good old days for the A/E/P and environmental consulting business. Times are good. Firms are growing. Employment offers are going out weekly, daily, and in some cases, hourly. But did you ever...

Talk to some architects and engineers and their real feelings will come out: They believe there’s something bad, something sick, something wrong, something immoral about business. Their attitude is that design or technical work is...

“You’re only as good as your reputation.” Somebody wise must have said that somewhere along the line! It’s certainly true. When your reputation is good, the phone rings with new work opportunities, your competitors’ staff...

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

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...

We’re in the throes of our annual business planning process here at ZWA. You know the routine— get everyone together, have an office party and a holiday dinner at a nice restaurant and spend a...

I’ve received several calls asking me if I had seen a recent article that appeared in The Wall Street Journal (November 21, 1996) on performance appraisals. Evidently, it is causing quite an uproar in the...

I had a revelation the other day: I don’t know of a single top manager in an A/E/P or environmental firm who is completely thrilled with every one of his or her partners, shareholders, or...

I’ve been thinking a lot about change lately, probably because I have been experiencing so much of it so fast. Moves are one type of change that most people find stressful. I know— I have...

Mention “human resources management,” and too many principals and managers working in A/E/P and environmental firms will turn their noses up. They immediately associate it with benefits administration or eight-page performance appraisal forms, instead of...

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...

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...

What’s the best way to motivate staff people? When faced with that question, most firm principals think about what to give them. The experts tell us to pay spot bonuses for an effort that goes...

As someone with a business orientation and education who started competing at a young age, competition is something I’ve always been interested in. I take pride in being a pretty competitive guy— one who likes...

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

In seven years at XYZ Engineers, Bill Jones had become one of the firm’s most dependable project managers. Bill’s jobs always made money, and his clients loved him. Unfortunately, XYZ had gone through three bad...

We’re convinced that 1993 is going to be a good year for the A/E and environmental consulting industry. No matter how bad the last few years have been, every single firm has the potential to...

Many of our readers are already reflecting back on a year that was not so great, financially speaking. But in 1993, some firms will find this cloud really does have a silver lining. Many firms...