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By Morgan Stinson | AI disruption is real, but people still bring the judgment and connection technology cannot replicate.

By Mark Zweig | Selling expensive services is not about closing faster, but about building enough trust to become the obvious call later.

By Mark Zweig | Your firm is not worth what you think it is, but what a buyer is actually willing to pay.

By Ezequiel Tovar | Strategic planning helps firms move beyond daily demands and take control of where the business is headed.

By Mark Zweig | AEC firms build real value when they invest in growth, leadership, systems, and transition before it is too late.

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

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

By Kyle Ahern | Employee survey data reveals the hidden drivers of culture, retention, and performance in AEC firms.

By Greg Sepeda | Many AEC leadership groups operate like golf teams – strong individuals, but little coordination – leaving collective results far short of potential.

By Barbara Stiles & Jennifer Knox | AEC clients judge project managers not only on technical delivery, but on leadership under pressure and clarity amid complexity.

By Sara Parkman | Rising Stars reveal what today’s young AEC leaders truly value in their firms.

By Milly Sordo | Goal meetings are a way to set individualized goals with your employees steeped in energy, intention, and – most importantly – support.

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

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

By Sara Parkman | AEC firms that fail to invest in young professionals today will struggle to find leaders tomorrow.

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

By Ying Liu | Real success depends on alignment, courage, and people ready to own the future.

By Mark Zweig | Pick and choose what you will say “yes” or “no” to wisely – and do it early and guilt-free – if you want to maintain your sanity.

By Sara Parkman | Zweig Group’s 2025 Rising Stars share what inspires purpose, loyalty, and change in the AEC workplace.

By Ezequiel Tovar | You won’t live forever – but with intentional ownership transition, your firm could be immortal.

By Mark Zweig | You will be less stressed and might find your business more successful if you can shed some baggage.

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

By Lucas Gray | Why most architecture and engineering firms overspend on design software and underinvest where it matters.

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

By Brad Thurman | Building true, long-lasting professional relationships with your clients takes a lot of work – but will pay off for you in the end.

By Mark Zweig | Too many firm owners want different results and want to be more successful, yet keep doing things the same way they always have.

By Mark Zweig | Simple, intentional habits like time management, strategic investments, and effective communication can significantly enhance personal and professional success.

By Rennee Richardson | Embracing cross-generational collaboration in the workplace helps bridge experience, skills, and fresh perspectives.

By Dan Houf | Building strong, long-term client relationships is essential, but navigating transitions requires trust, adaptability, and exceptional service.

By Janki DePalma | Late bloomers gain wisdom, resilience, and unique insights, proving there’s no fixed timeline for achievement.

By Mark Zweig | Employees who decide to disengage and shift out completely do so at their own peril.

By Mark Zweig | At some point leadership has to take action and act like leaders versus just talk a good game.

By Mark Zweig | Unspoken thoughts about business coaching, writing skills, phone disconnection, and more.

By Mark Zweig | If you take an honest look at people who are really good project managers, you’ll find they have some specific personality traits and abilities that lead to their success.

By Ezequiel Tovar | Firm owners must have a clear vision, build a solid culture, and celebrate achievements big and small to be good stewards.

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 Janki DePalma | Having the ability to admit your own mistakes can be refreshingly liberating and lead to real growth and connection.

By Todd Hay | If you can learn to actively listen to and understand your clients, you and your firm will reap the benefits.

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

By Mark Zweig | This advice isn’t hard to follow; it just takes some conscious effort and a little discipline.

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

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

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

By Mark Zweig | When you work in a crowded field full of many companies that do essentially the same thing, you can either be one of many or you can choose to stand out.

By Mark Zweig | Every entrepreneurial company should have some big, game-changing things it is working on.

By Mark Zweig | Stop being so preoccupied with problem solving and instead focus on the things you can do to make someone’s day a little bit better.

By Liisa Andreassen | Principal and chief engineer at Hayduk Engineering, a multidisciplinary consulting engineering firm specializing in civil and wastewater engineering.

By Mark Zweig | There are steps you can take that will make it more likely your company will adapt to change successfully over time.

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

By Liisa Andreassen | Project director at OBMI (Miami, FL), a leading global master planning, architecture, and design firm that has been creating timeless spaces for 85 years.

By Mark Zweig | Four things you can do to build the kind of workplace over time that good people want to stay in.

By Liisa Andreassen | President and CEO of Manhard Consulting (Lincolnshire, IL), a civil engineering and surveying firm serving public and private clients nationwide.

By Mercedez Thompson | It’s worthwhile to continue conversations around what marketing is and is not and why it’s critical to your bottom line.

By Mark Zweig | Where are you now in terms of billable work versus business stuff? Are you happy with the mix?

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 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 | These are some of the most important qualities to look for in a potential business partner.

By Mark Zweig | You can’t make people do what you want, so you must get your people to realize you’re all on the same team.

By Mark Zweig | If your business requires so much attention from you that you don’t have the overall quality of life you want, it’s time to do something different.

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

By Mark Zweig | Here’s what you really need to do to get more job candidates for any opening you have, increase your job offer acceptance rate, and speed up the hiring process.

By Mark Zweig | Use these tactics to respond to the things that trigger you emotionally and contribute to you losing your temper.

By Mark Zweig | If you really know your business, you can make money in any market – even one as crazy as this.

By Jim Toby | The quality of your projects sets your firm apart from the competition, so urge your prospective clients to look beyond the costs.

BY RLG | Director of business development with RLG Consulting Engineers (Dallas, TX), a firm that specializes in civil, structural, survey, and forensic engineering.

By Gordon Greene | Get to know your people, find out what’s important to them, and understand that work-life balance looks different for everyone.

By Mark Zweig | You may be an architect or engineer and think you aren’t really motivated by money. But money is a scorecard in the game of business, and ‘winning’ is fun!

By Mark Zweig | While there are no doubt some costs associated with making a brand for your firm, a lot of it just boils down to a little work and some discipline.

By Mark Zweig | Stop lamenting the labor shortage and start doing what you should to find and keep the very best people in spite of it.

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

By Keyan Zandy | There are a lot of heroes in our companies, but some are less noticeable. Their successes are quieter and less dramatic, but no less valuable.

By Mark Zweig | Here are 12 things you can actually change in your business that will help you win the talent war.

By Lindsay Young | Making mistakes is an essential part of running a successful firm, so stop waiting around and start taking action.

By Mark Zweig | Saying you want to buy another firm in this business is one thing – actually doing it is another.

By Stephen Lucy | Actively work to shape your own legacy, otherwise it will be defined by others and probably not as positive as you would want.

By Mark Zweig | Remote workers are not going to go away as soon as this pandemic is over. Make sure they still feel connected to your firm.

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 Julie Benezet | Time limits tighten focus, propel you over challenging hurdles, and maximize your chances of success.

By Mark Zweig | It’s great to be needed, but it’s not really where you want to be. The position you should really seek to attain is to be wanted.

By Stephen Lucy | In the past year, we’ve learned a great deal about how we can do better and have begun to seize opportunities created by 2020.

By Mark Zweig | Know your purpose, intent, and philosophy of business, but be willing to change if it becomes prudent to do so.

By Mark Zweig | Marketing starts with identifying who your target clients are. Your entire business needs to be focused on them.

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

By Mark Zweig | There are 10 things practically every firm in this business should do but won’t. If you try these things, your firm will be more successful.

By Mark Zweig | Firms in this business are quickly sorting themselves into two categories – those that are doing better than ever post-COVID-19, and those that are doing worse.

By Mark Zweig | None of these is a panacea. All of these things do, however, have the potential to bring you new clients, opportunities, and projects.

By Mark Zweig | Now is a good time to take stock of the many positive aspects of our industry to help keep yourself and your employees motivated and directed in the midst of uncertainty.

By Mark Zweig | For many A/E firms, it is going to take a lot of tough decisions, hard work, mental intensity, and help from everyone in the firm to get through this situation intact.

Most of these ideas take very little money – just your time. Invest in yourself and your business and you’ll be stronger and better for it on the other side of this.

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

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

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

When she’s not enjoying the great outdoors, Tracey Eaves is finding share value for firms that are either preparing to be acquired or are planning an internal transition.

It can lay the foundation for a positive relationship with bosses, subordinates, and co-workers when the time comes to go the extra mile.

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

“I used to be addicted to social media … So I stopped. Today, I still use social media, though only for business purposes.”

Successful leaders have to be able to deliver tough messages. Use these six strategies to navigate difficult conversations.

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

In any business, there are good risks and bad risks. Find out which ones are right for you.

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

Using both sides of his brain, and with empathy, can-do man is engineering a great career in Seattle.

By Phil Keil | People need something to rally behind. Identifying a mission for your firm is more than just a box to check when creating a strategic plan.

By Kyle Ahern | Employees at AEC firms say they need ample opportunities to learn and train. My advice is to give them what they’re asking for.

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...

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...

When you look at principals of firms in this business who are really happy and successful – who have growing, profitable companies – you’ll see certain common traits that emerge. Here are a few of...

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...

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

In recently revising our own policy manual here at Zweig Group, it became apparent to us that we cannot have a policy that addresses every single thing that someone in our employ could do (or...

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

Do you need shoes on your feet, a roof over your head, and food on your plate? If you don’t have a plan, start working on one! More than one-fourth of firms in the AEC...

Anyone who knows me knows how much I don’t like trendy business books, self-appointed life coaches, or motivational experts – for many reasons that I won’t got into here. That said, I must say I...

When it comes to our projects, we need to know as much as we can to ensure we stay on track for our firm and our clients. There’s a fine line between what we know...

Some say that Project Management is a science. We're not sure about that but here are some simple things you can do to be the best Project Manager you can be! Find out what the...

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

You go to so much trouble to find the right person for your critical job opening. Sometimes, the process takes months. The higher level the job, the longer it takes to fill. Everyone is busy....

A/E firms with new projects should carefully examine their contracts, or risk expanding overall exposure and adding potentially significant uninsured liabilities. Before inking a deal on a new project, architects and engineers should conduct a...

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...

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....

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...

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....

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...

People always laugh over here at Zweig Group when I launch into a tirade about a guy who worked for us long ago. This fellow was a consultant – an engineer with an MBA –...

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...

We just opened up our Best Firms to Work For award entries and it got me thinking. Making your firm a truly great place to work isn’t easy. There’s always someone out there trying to...

The thought occurred to me that some of our readers could benefit from a few of the lessons I have learned over the years – both on my own and from observing/working with a lot...

We work a lot of hours and handle a lot of stress, so it’s important to take charge of life, both in and out of the office. How many hours do you work each week?...

The thought occurred to me that some of our readers could benefit from a few of the lessons I have learned over the years – both on my own and from observing/working with a lot...

It’s time for a quick review of what firm leaders should – and should not – be doing. There are a lot of people with the “principal” title in A/E of environmental firms. But I...

Arbitrary or unduly bureaucratic rules demotivate employees, impose unnecessary constraints, and can even spark an office rebellion. Years ago, I started work at a new office where I had two administrative assistants supporting me. One...

Demanding a resume is a good way to scare off potential hires, but your chances improve if you pick up the phone and sell your firm. One of the biggest challenges facing the AEC industry...

Familiarity, loyalty, promotion, marketing investment, staff satisfaction, and corporate reputation – to achieve these things you must be consistent. Disney is the world’s most powerful brand. The Brand Finance Global 500 report also ranked Lego...

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

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

Demanding a resume is a good way to scare off potential hires, but your chances improve if you pick up the phone and sell your firm. One of the biggest challenges facing the AEC industry...

The M&A process is like the dating game: there’s plenty of fish in the sea, but hauling in the big catch isn’t easy. Firms close deals every day without engaging an M&A consultant to help...

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...

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

Inspiration is necessary for technical/design professionals and those who manage projects to be successful. ​I’ve been saying for years that having two tracks – one for managerial and sales people, and one for design and...

Top ranking AEC firms have positive organizational cultures, provide employees with the tools they need to be successful, and foster open communication. How do you get your firm to a place where every one of...

Here's a small excerpt from the A/E Board of Director's Manual.... In short, some do and some don’t....Since a majority of firms in the industry—most of which are small—have boards, it would seem that boards...

Sometimes firm owners feign ignorance to avoid spending time, money necessary to achieve their goals. ​It’s been said before: “You can’t get what you want if you don’t know what that is.” Nowhere is that...

This is part one of a two-part series on the acquisition process, written by Jamie Claire Kiser, Director of M&A Services, and Ryan Renard, Financial Analyst/Consultant. Part one focuses on the search phase of an...

A/E owners should consider whether their ‘average’ income is contributing to a culture of mediocrity. It’s interesting to me to see how the owners of A/E firms seem to fit into one of two categories:...

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

Distinguishing between marketing and sales offers a true perspective of investment. We have a problem in this industry. Many of us have a simple-minded perspective of “marketing.” For many firms, the marketing department is a...

Results of long-running study show that those who wait for reward do better in the end, Mark Zweig writes. Back in the ’60s a Psych professor at Stanford, Walter Mischel, gave a famous test to...

It’s lonely at the top and hard to find someone who will listen and provide useful advice, Mark Zweig writes. It’s been said before that it’s lonely at the top. There’s a lot of truth...

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...

Mark Zweig tackles the misconceptions with four examples. I started out in business at a young age, buying and selling bicycles, then motorcycles and then cars, on my Mom and Dad’s street corner. Then I...

It doesn’t look good right now, but in a changing world, architects will always be needed. There’s a lot of discussion about the future of architecture. It’s happening in the media, it’s occurring in the...

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

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 997 Originally published 3/4/2013 More is within control than you think. Mark Zweig offers three ways to add to your ranks. As an...

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...

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 We’ve all been through it. We have a good, old client; someone we have done a lot of business with over the years. The decision-maker with the client is someone we...

By Mark C. Zweig Winter of 2011 in the A/E/P and environmental consulting business— it’s been a long one for many of us! And along with record cold temperatures and snowfalls in many places in...

By Ed Friedrichs I’ve long wondered why architects, designers, engineers, and environmental planners haven’t figured out where the action is for their clients. Almost every client I have ever worked with was an active participant...

From the Chairman:Ed Friedrichs As the end of this rather protracted recession plays out (we all hope), I’ve been questioning lots of clients— both the architecture/ engineering firms to whom I consult and the companies...

I have worked on a lot of presentations over the last 30 years— and helped sell everything from seismic retrofitting for the Golden Gate Bridge to a three-day design charette. Along the way, I have...

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

The A/E/P and environmental consulting business is about to experience an unprecedented period of consolidation. With so many firms struggling, there will be plenty for sale. And those companies that have profitable operations and strong...

With this kind of a statement, you might assume I am either stuck in a 90s time warp, or that I have finally lost my mind. But neither is true. Yes— I know times are...

Economic crisis or not, there’s a lot of it going on these days— firms in our “industry” buying other companies— for a variety of reasons. And while there is lots of information out there on...

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...

I can’t believe the lack of creativity shown by creative companies with respect to their recruiting. Most firms place ads, post openings on job boards, and hire headhunter/recruiting firms. Some firms pay recruitment bonuses to...

After 20 years of writing The Zweig Letter and its no-named, type-written predecessor, I feel like I know our readers. Most of you are architects, engineers, planners, and scientists. You (rightfully) consider yourselves professionals. Theoretically,...

One of the many things I have learned over the years about architects and engineers is that they are can-do, independent people. As such, they like to do everything that they can do themselves. Yet,...

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...

A friend of mine who redoes old houses here in town was telling me the other day about an architect he’s been working with lately. She’s a registered architect, has her own company, and is...

I have worked in this business nearly three decades (how can I be that old??). And I can tell you with certainty that our managers have a real tendency to be overly optimistic. I have...

Human resources management has long been criticized and undervalued by top management in A/E/P and environmental firms. Evidence of this fact is pay. According to ZweigWhite’s 2007-2008 Management Compensation Survey of Architecture, Engineering, Planning &...

What you stand for is a little more subjective but not hard to figure out, either. Look at the heritage and culture of the firm. New ventures should be consistent with that. And again, go...

After doing business plans for more than 20 years, the truth has finally sunk into me: You cannot please everyone with one strategic plan. In other words, the strategic plan for internal purposes is probably...

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...

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

I could talk about growth all day and why it’s good to be a growth firm. Any faithful reader of The Zweig Letter over the last 14 years has heard me pounding the growth drum...

If you watch reality TV at all, you’ve probably heard the new word. It’s “pop.” Everything is supposed to do it— and you, as the orchestrator of change— are supposed to make it happen. The...

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

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

While there have been some “experts” who’ve made names for themselves by bashing IT and saying it is, at best, a necessary evil, I completely disagree with them. There are so many ways IT can...

When you talk with those folks who have really “made it” in this business, i.e., successful principals in successful A/E and environmental firms, they will usually tell you that being able to write was critical...

I just got another of the many announcements that come through the ZweigWhite e-mail system today— one of our clients just bought/merged with/sold to another firm. We see so much of this that I barely...

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 got a call from a friend and old client of mine recently. He’s down right now— and has been for months. His small design firm just isn’t doing very well, at least not compared...

Every single A/E or environmental firm in this country needs more people who can sell work. These people feed the rest of the firm, allow the owners to sleep at night, and are generally the...

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...

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...

As usual, this year’s Zweig Letter Hot Firm Conference & Celebration in Boston drew a great crowd. We had the typical smiling, optimistic, high-growth A/E and environmental firm principals and managers in abundance and it...

When I first got out of graduate school with my MBA back in 1980, I went to work for a consulting/recruiting firm in St. Louis that specialized in serving the construction and real estate development...

We all know it. If we cannot train a second generation of leaders who will be able to take over the firm and run it successfully after we are gone, we probably won’t see any...

We are now in our 17th year of working with A/E/P and environmental firms of all types and sizes around the world. And, over that time, we have seen literally thousands of different companies’ business...

For whatever reason— and I have seen it countless times— sometimes the work environment just goes bad. Like fruit that sits in the bowl too long, it rots, it molds, and it becomes intolerable. Just...

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...

When you are young, you do things just because you want to. “Fun” is an important part of your life. Too many people forget that when they get older, however. The responsibilities grow and grow,...

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

I can’t tell you how many business planning meetings I have sat in on in large firms where someone comes up with the novel idea of checking all project deliverables before they go out. It’s...

Last week, we held our first-ever conference on mergers and acquisitions, the 2003 AEC Mergers & Acquisitions Summit, at the Omni Parker House in Boston. It was a successful event with a wide range of...

It’s always distasteful to compare your employees to your children. I hear firm owners do it all of the time, and I see the non-owners cringing when they do! That said, I have noticed a...

Many firms are becoming increasingly aware of the fact that they don’t know how much to spend on marketing. On the one hand, it’s harder than ever to get work, there’s downward fee pressure resulting...

It’s real popular for A/E and environmental firms to proclaim that they are “client-centered.” Sounds good, right? Give the clients what they want…. But not many firms really do what is necessary to make this...

As you get your A/E/P or environmental firm ready for 2003, you may be patting yourselves on the back. The fact is that while overall, 2002 was not as good as 2001, a lot of...

Jose Piranha listened to his two partners, Stephanie Straighthair and Jason Loseria, discuss how to dole out the firm’s profits in the coming year. They were sitting at their favorite table at Hugo’s, the little...

When I worked inside an A/E firm as a human resources director, I would occasionally have someone in my office telling me that they wanted to be an associate. And I have to tell you,...

No, I’m not talking about the Mel Gibson/Helen Hunt flick, although it was pretty funny. I am referring to what women working in design and environmental firms want out of their work environments. I think...

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

I just read two articles written by management consulting firms that serve the design industry. Each of them staked out ridiculous positions. The first dealt with firm valuation and talked in circles about the difference...

Curt Robinson closed his middle desk drawer with a resounding thud. “This is the last time I’ll be sitting here,” he thought to himself as he threw last year’s calendar into the cardboard box of...

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

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...

“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...

I’m bullish on this business. As a group of firms, we are doing better than ever. Revenue is up. Profits are up. And the projects are gratifying. It’s an ethical business. There are a lot...

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

One thing I know about smart people—they hate being treated like children. It’s insulting and demeaning. Unfortunately, we routinely see owners and managers of A/E/P and environmental firms who do just that to their employees....

I thank God every day that the business we serve (the A/E/P and environmental business) is, by and large, the most ethical “industry” you’ll find anywhere. I think most of us in this business assume...

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...

Most of us will never get rich quick. We won’t have a single breakthrough discovery that makes us millions. We won’t win the lottery. We won’t have a rich aunt who leaves us her art...

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

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...

When I was a kid I worked at the local bike shop. It was underneath an optician’s shop accessible only from an alley. The place was a dump, as some readers of The Zweig Letter...

Now’s the time of the year a lot of folks in the A/E/P business start to take a look at their business plan. Traditionally, there’s some discussion of what’s going on outside the firm that...

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

“Training.” It sounds like a good thing, right? Everybody likes training. It’s supposed to make people better at their jobs, and that’s good for them. The business news media tells us that Generation X-ers will...

Summer’s here. Our local swimming hole— “Farm Pond”— in the town I live in (Sherborn, Mass., pop. 4,300) is also a social gathering spot. Late in the afternoon and on weekends you’ll see all of...

It’s always interesting to me when I encounter people who don’t think you can get rich (that’s right, I said “rich”) in this business. But before we get started, please let me clarify. “Rich” to...

Raymond Stodge, managing principal of “Stodge Engineers and Architects,” was depressed. How would he get the firm’s executive committee to start taking action on the issues that had plagued the firm for years? And now...

With times as good as they are, particularly for architecture, engineering, and building-related environmental consulting firms, it’s hard to think about failure. But there are still firms going out of business and firms on the...

Although I sometimes wish I were more clever or entertaining than I am, writing about what makes A/E/P or environmental firms more successful is what you pay me to do. Occasionally I think I sound...

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...

“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...

No doubt about it, all of us who are managers in an A/E/P or environmental firm have to face some tough situations from time to time. They aren’t usually “fun” decisions, or situations that give...

If you’re not worried about who is going to take over when you’re gone, you should be. The second-tier management in an A/E/P or environmental firm is every bit as important as the first. This...

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...

You’re all aware of it. The “circular theory,” otherwise known as “what goes around comes around.” It’s one of nature’s laws that seems to hold true as much as the laws of physics. If you’re...

Did you ever notice how some companies muddle along while others seem to keep advancing? What allows some firms to make so much more progress and to get so much more accomplished than others? It’s...

Believe it or not, having fun helps your pocketbook. If your people are having fun, they’ll work harder, longer, and put out better quality work. And that will make you more money. I’m convinced that...

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 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...

After I got my MBA, my first job was with a consulting firm that served the construction and real estate development industry. They worked for large and small companies of all kinds— general contractors, heavy/highway...

We often run into firms that need help turning things around. The scenario usually includes some combination of the following: Principals/top managers who aren’t billable. Excess debt caused by poor collection of accounts receivable. Owners...

One reason the A/E/P and environmental consulting industry is predominated by small, not-so-successful firms is that it has too many weak leaders. A firm can end up with a weak leader for many reasons. The...

One of the great things about the A/E/P and environmental consulting business is that it always provides you with a challenge. Right now, many firms are feeling particularly stressed— with a higher than normal workload,...

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 are like a lot of our clients, 1994 was a really great year. For many firms, all indicators were up— including sales, backlog, revenues, and profitability. Our ZWEIG 100 index (based on 100...

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...

On Monday, December 20, 1993, William Edwards Deming, the 93-year-old management guru of Total Quality Management (TQM) died in his sleep. A statistician with a doctorate in Physics from Yale, Deming was credited with engineering...

We’ve all heard it before from people we work with: “I’m going to...” or “We’re going to...” or “I would have, but....” or “Some day, we’ll...” These “do-nothing” people may work for you, with you...

Too many people are unhappy— unhappy with the way we’re running our country and unhappy with the way we’re running our firms. The presidential elections to be held on November 3rd and the issues facing...