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

By Ying Liu | How to recognize the right moment for strategic growth planning and why timing matters more than most leaders think.

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

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

By Michael Makris & Laura Terrebonne | When promotions become the goal, firms miss the real work of building leaders, influence, and long-term engagement.

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

By Scott Butcher | AEC firms use seller-doers, business developers, or both, and the best model depends on buyer preferences and firm capabilities.

Zweig Group, the leading provider of management consulting, research, and education for the architecture, engineering, and construction industry, has released its 2025 Marketing & Business Development Report – the industry’s most comprehensive resource on how...

By John Butt | The transition from being an individual contributor to a people leader is a significant milestone in a professional’s career – but it can also come with many challenges.

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

By Tyler Suomala | Sales is not the monster under the bed – it’s just a conversation, a shared meal, and a chance to offer solutions and forge lasting connections.

By Alan Lloyd | With the right approach, our people can develop the skills and confidence needed to excel in business development, contributing to our collective success.

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

By Robert McGee | Proactive marketing anticipates industry trends, leveraging research, analytics, and simultaneous use of multiple tools for an impactful and budget-optimized campaign.

By Steve Hammel | Business developers play a crucial role in maintaining client relationships, resolving issues, and ensuring long-term success – even after contracts are signed.

By Mark Zweig | These are the practical implications of defining the culture you want and then making that a reality.

By Peter Atherton | These shifts have fundamentally changed the way we must lead and develop our teams and organizations if we want to sustainably grow and prosper in this new era.

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

By Liisa Andreassen | Partner at Method Architecture (Houston, TX), a full-service architecture firm that is uniquely ego-free in its commitment to a systematic, client-focused creative process.

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

By Justin Smith | There is a disconnect between the training and skills that firms want and need for their project managers and what they provide.

By Stephanie Warino | Improve your win rate by listening to what your clients say they want, instead of pushing the services you want to sell the most.

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

By Mike Nunley | The pandemic highlighted the importance of workday social interaction, protecting key technical staff from burnout, and using technology to engage with clients.

By Liisa Andreassen | CEO of Sasaki (Boston, MA), an interdisciplinary architecture, planning, landscape, and design firm with offices in the U.S. and China.

By Mark Zweig | There are many variables to consider when planning for an ownership transition in an AEC firm.

By Stephanie Warino | These 10 ideas can increase engagement and create a truly effective doer-seller culture.

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

By Mark Zweig | These six traits are most likely to lead to success and are absolute “musts” for whomever is the CEO of the firm.

By Chad Clinehens | This is an opportunity to immerse your team in the best thought leadership and best practices in the AEC industry.

Zweig Group’s annual conference, Elevate AEC, has gone virtual and will kick off on September 30, 2020 with new offerings, registration options, and expanded networking and learning opportunities. The mission of Elevate AEC, to elevate...

When it comes to M&A, stay flexible and remember that it takes drive, determination, and the ability to connect people and ideas to achieve remarkable results.

You don’t achieve success by going solo. You need allies – your manager and your direct reports – to make the load lighter.

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.

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

Finding and hiring good engineers is critically important, but difficult to accomplish. Don’t be afraid to seek outside help or use assessment tools to help you along the way.

CEO of Ardurra Group (Tampa, FL), an engineering consulting firm with a focus on the positive.

By Chad Clinehens | Use these tips to achieve long-term results in a short-term world.

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

Founding principal of J2 Engineers, a multi-discipline firm looking to double its 2018 net service revenue by 2023.

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

“Sometimes in business you just have to do something that generates results NOW. There’s no time to waste. You need action and something good to happen. Your prosperity depends on it.”

President of Reaveley Engineers, a national structural engineering firm based in Salt Lake City, Utah.

Do you want to survive the next year, the next recession, and the ongoing reset of the workplace, the marketplace, and the recruiting space?

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

CEO of TLC Engineering Solutions, an Orlando, Florida-based firm pushing its way into the future.

When working on a project, there are various human roadblocks that consistently clog the path to project execution.

President of JCJ Architecture, a local, national, and global architecture, planning, and interior design firm based in Hartford, Connecticut.

President and CEO of Eclipse Engineering (Best Firm Structural #12 for 2018), a Montana firm that likes to have a little “phun.”

President of Ampirical (Best Firm Multi-discipline #21 for 2018), a 200-person firm on the north shore of Lake Pontchartrain.

CEO of ATI (Hot Firm #43 for 2018), a California firm rooted in philanthropy, and with a bright future on the horizon.

President and CEO of LACO (Best Firm Multi-discipline #46 for 2018), a California firm with a famously branded shirt.

President and CEO of Hitchcock Design Group (Best Firm Architecture #7 for 2018), a 35-person landscape architecture firm headquartered in Naperville, Illinois.

President and CEO of RLG Consulting Engineers (Best Firm Structural #13 for 2018), a Dallas-based firm in business for 65 years.

If your firm uses a doer-seller business development model, empowering your team is necessary for their success and your bottom line.

President and CEO of Kleinschmidt (Best Firm #34 Multi-Discipline for 2018), a 140-person environmental consulting firm.

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

Strong emotional intelligence, empathy, and the ability and capacity to engage the ‘whole person’ move teams and projects forward.

CEO and founder of Partner Engineering and Science, Inc. (Hot Firm #9 for 2018), a 700-plus person engineering and environmental due diligence consulting firm. By Liisa Andreassen Correspondent “There’s no boundary between entry-level and senior-level...

President of PES Structural Engineers (Best Firm #10 Structural for 2018), a 57-person firm based in Atlanta. By Liisa Andreassen Correspondent “Leadership development,” Planer says, referring to his No. 1 responsibility. “We work hard to...

Managing partner of McMillan Pazdan Smith Architecture (Best Firm Architecture #12 for 2018), a 260-person architecture and interior design firm based in Greenville, SC. By Liisa Andreassen Correspondent “I want to help others be successful...

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

“It’s crucial that the individual manager work hard to gain acceptance. Not doing so will almost inevitably lead to getting shot in the back.” While it’s best if you can promote from within, there are...

“We get our greatest satisfaction from accomplishing things – yet we seem hell bent on getting to a position where we don’t DO anything that would give us that satisfaction.” I don’t know what’s wrong...

President, Alta Environmental (Best Firm #4 Environmental for 2018), a 50-person firm based in Long Beach, CA. By Liisa Andreassen Correspondent “It’s said that people typically don’t leave companies, they leave bosses,” Kay says. “Making...

CEO & president of Bennett & Pless (Best Firm #11 Structural for 2018), a 50-person firm based in Atlanta, GA. By Liisa Andreassen Correspondent “ROI for investment in our business is far higher than any...

President and CEO of Ghafari (Hot Firm #54 for 2017), a 550-person multi-discipline firm based in Dearborn, Michigan. By Liisa Andreassen Correspondent “I would describe myself as a people person and am elated to see...

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...

I have said it before. I am worn out from all the talk about leadership versus management, Level 5 leadership, servant-leader leadership, and the rest of it. The “L” word – leadership – sure is...

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...

If your firm makes a sincere effort to learn, teach, develop, innovate, and improve, old and new hires alike will notice. As president of a 400-person design firm, one of my favorite activities is one-on-one...

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,”...

CEO of Woodard & Curran (Hot Firm #69 for 2018), a 1,000-person integrated engineering, science, and operations company based in Portland, ME. By Liisa Andreassen Correspondent “Give them that opportunity and watch them soar,” McKeown...

CEO of Apex Companies, LLC (Hot Firm #41 for 2017), a 700-person environmental engineering firm based in Rockville, Maryland. By Liisa Andreassen Correspondent “There is nothing that drives value creation for an organization more than...

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...

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...

President of Burns Engineering (Hot Firm #88 for 2015), a 220-person firm based in Philadelphia. By Liisa Andreassen Correspondent “The downside of the seller/doer model is that staff often likes the doing more than the...

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...

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 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...

If that’s your justification for not having a marketing department, you’re either blessed with a super team of all-stars, or you’re kidding yourself. I can’t tell you how many times I’ve had an architecture/engineering firm...

‘Doing it how it has always been done’ is a recipe for failure, so try something new, like ditching the ‘max utilization’ mentality. The Achilles’ heel of the AEC industry is marketing. Many firms do...

We can always improve. Take these steps and your life as a leader will get much better. Confronting those who are not doing their jobs. This is one of the primary roles of a leader....

Senior employees are outperformed by their subordinates all the time. Use metrics to reward the doers and identify the dead weight. The subject of compensation is a challenging and emotionally-charged issue. It affects all of...

Subscribe to The Zweig Letter for free to receive business management advice from industry experts to your inbox every week! If your marketing people are writing proposals, then they’re selling, not marketing. You need to know there’s a...

Employees can help attract, recruit, and retain great talent in a tight labor market, so look to them as an augment for HR. A steady stream of job postings for engineers, architects, and construction workers...

This is the first article in a new series detailing Modern Marketing in the AEC Industry. Learn how to use the tools that will make your marketing more effective without wasting your time. The Achilles’...

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...

CEO of BIG RED DOG Engineering & Consulting (Best Firm Multi-discipline #47 and Hot Firm #65 for 2017), a 105-person multi-discipline engineering firm based in Austin, Texas. By Richard Massey Managing Editor “As individuals and...

CEO of BIG RED DOG Engineering & Consulting (Hot Firm #65 for 2017), a 105-person multi-discipline engineering firm based in Austin, Texas. By Richard Massey Managing Editor “It’s been true since day one and remains...

President and CEO of Hargrove Engineers + Constructors, a Mobile, Alabama-based company with 1,200-teammates in 11 states. By Liisa Andreassen Correspondent For Hargrove, success starts with company culture. In fact, he says, culture to a...

Don’t expect your PMs to be great leaders just because they are competent professionals. They need training and practice to be effective. Like peanut butter and chocolate; peas and carrots; Bert and Ernie. Project management...

Getting people to do what you want them to do. This is what leadership is really all about. And it is never easy. Especially today in the A/E industry, where finding a job is not...

There are dreamers and planners, and then there are those who actually get something done. For every one of those who gets something done, there are 20 who can only talk about it. Why do...

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...

Third-generation leader of multidiscipline firm embraces debate, seeks consensus, and likes anything with bacon. By Liisa Andreassen Correspondent It started with his great uncle. Then his father. And now him. Firm president John Hiltz is...

Creating a hybrid seller-doer team comprised of business development people and technical experts is a good way to win new work. As few as 25 years ago, our industry relied almost exclusively on relationships as...

Though most everyone on your team is important, there are 4 major positions that no successful firm can do without. Managing your business effectively means the business grows, makes a profit, and has good employees...

Here's some news and updates relating to our awards program and the Hot Firm and A/E Industry Awards Conference: The 2015 Best Firms To Work For Award winners have been posted and a press release...

Mark Zweig expresses frustration about the mishandling of the sales process at design firms. It is a hard to manage the business development (BD) effort in the A/E and environmental consulting industry. To start with,...

They sell themselves into the job but do little else, Mark Zweig writes. We have a big problem in the A/E/P industry. As good as most of our people are, after 34 years of working...

Consider the unexpected in your next candidate search and you’ll be that much closer to winning the war for talent. Dwight Eisenhower made a statement once that bears repeating. He said: “Plans are nothing; planning...

The seller-doer model works best for design firms and Mark Zweig shows how you can do it in your firm. 2014 is going to be the year of the seller-doer for those of us working...

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 –...

Business is starting to get better and hiring activity is restarting for many A/E/P and environmental firms that have shrunk over the last few years. That’s good news for the economy and for some of...

There’s no question in my mind that using personal letters is one of the best-kept marketing secrets for architects, engineers, and environmental consultants. Newsletters are overused. Every firm has one. And if the firm is...

Years ago, I coined a term called “supply-side human resources management.” The basic theory of supply-side human resources management goes something like this: If an A/E or environmental firm invests heavily in its recruitment function,...

On the one hand, it would be easy to get negative and discouraged about the current business climate. The war efforts are dragging on with no clear end in sight. The Middle East, in general,...

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....

I have had a chance to work with a great number of firm leaders over the years. Some were incredibly effective people. Some were incredibly ineffective, too. When you look at the characteristics of those...

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

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

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

If I could give only one caution to principals of A/E/P and environmental firms, it would not be “grow slowly so you don’t over-expand and outstrip your managerial capabilities.” Nor would it be “watch every...

Contrary to what pop management “guru” Tom Peters may say, no architecture, consulting engineering or environmental consulting firm really “thrives on chaos.” Some companies may do well temporarily, but not many are able to “reinvent...

After countless management consulting assignments involving turnarounds and strategic business planning for A/E and environmental consulting firms, it has only recently become clear to me why so many companies in this business don’t believe in...