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By Morgan Stinson | Great leaders do not chase comfort – they choose difficult conversations, hard decisions, and accountability before crisis forces them to.

By Chad Coldiron | In today’s AEC market, retention isn’t just about culture – it’s about whether employees can afford to stay. 

By Mark Zweig | The fastest way to suffocate a productive AEC firm isn’t bad projects or markets, it’s too many pointless meetings.

By Mark Zweig | Firms that ignore AI will look slower, more expensive, and harder to work with.

By Aaron Quesada | By adapting to shifting expectations, embracing innovation, and acting with integrity, firms can become indispensable partners in their clients’ growth and success.

By Lauren Martin | Effective risk management in A/E firms starts with strong relationships, open dialogue, and engaging the right partners early.

By Mark Zweig | The right attorney with specialized expertise can save AEC firms significant costs, mitigate risks, and protect their business.

By Tom Robinson | When your people understand not just what is being built, but how and why, they’re better equipped to adapt and solve problems ahead of time.

By Mark Zweig | AEC firms today still struggle with the same old organizational issues that undermine clarity, accountability, and leadership.

By Brad Wilson | This event is a catalyst for honest conversation, shared wisdom, and renewed focus on ownership, governance, and the future of the industry.

By Mark Zweig | If you want more “word of mouth” advertising, assess how your firm measures up against these six critical factors.

By Lauren Martin | Design firms need to be vigilant about clauses and language that have the potential to significantly expand their risk while undermining their insurance protection.

By Jeremiah Harrington | Thorough preparation across all project phases is crucial for navigating challenges and ensuring construction project success.

By Mark Zweig | Firm owners should consider adding key employees to ownership for motivation, transition planning, and financial strength – before it’s too late.

By Will Swearingen | The 2024 Valuation Report highlights strong AEC industry performance and essential metrics for firm leaders.

By Stephen Dominguez | AEC firms struggle to retrieve all of the revenue they bill out, however there are some solutions firms can use to counteract commonplace issues.

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.

Zweig Group announces the release of its 2024 Valuation Report of AEC Firms, marking more than three decades of commitment to providing the AEC industry with comprehensive valuation data and analysis.

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

By Mark Zweig | Reflections and lessons learned over the course of 35 years, from the founding of the company to today.

By Mark Zweig | The majority of AEC companies are doing well, but that could be in spite of how they are being managed.

By Jim Bushong | What happens when decades of consistency and cost expectations in the building trades are suddenly changing in real time, based on market forces that are completely out of control?

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

By Adrian De la Garza | Insights and considerations that can help you decide if you’re ready to buy another firm.

By Jeff Sober | If you want to keep people at your firm long-term, it’s time to rethink traditional approaches to preventing turnover.

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

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

By Mark Zweig | You can learn something from every new experience, so don’t lose the sense of curiosity and wonder you had as a kid.

By Dan Houf | This harmful change in tax policy is going to impact the AEC industry, and may even put many small firms out of business.

By Mark Zweig | As a business owner, people problems will probably be at the top of your “problems/opportunities” list.

By Keyan Zandy | It’s critical to take the time to develop your trust-building skills. You, your teams, and the projects you are all working on together will only benefit.

By Lauren Martin | It’s important for design firms to understand the potential peril to all parties involved should there be a third-party beneficiary clause in any contract.

By Mark Zweig | Helping other people develop and be successful could be one of the most rewarding aspects of your career.

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

By Jane Lawler Smith | If it doesn’t support the mission of your firm, enhance your brand story, and provide relatable value to the recipient, it might be time to rethink spending money on it at all.

By Lauren Rhodes Martin | Small, medium, or large, firms of every size should have a regular process in place for collection of their fees.

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 Lindsay Young | Knowing what people really think will help you grow your business and serve your clients even better than you already do.

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

By Mark Hodges | If you’re not taking a proactive approach to your firm’s cybersecurity, this could be the year you decide to go out of business without realizing it.

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

By Mark Zweig | The payoff is a more valuable company that is healthier and provides more opportunities for its employees.

By Derek Clyburn | AEC firms and the industry as a whole should be communicating the value we provide at every level of interaction and throughout the design process.

By Will Anderson | When coming into the market to acquire a firm, it’s often wise to expand your horizons and think outside the box.

By Mark Zweig | If you are seeing your cashflow slowing down and your average collection period rising, you may want to take a look at why that is happening.

By Mark Zweig | It’s time to take a good hard look at what everyone in your business is doing for you.

By Callum Roxborough | Lawyers and in-house counsel can be strategic partners for AEC firms when consulted at the right junctures.

By Andy Chavez | Who are these private equity extraterrestrials, what do they want, and how long will they be here?

By Jim Toby | Taking the time to get it right the first time will lead to faster approvals, better plans, and overall project quality.

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 Christina Zweig Niehues | We’re about to be short on leaders in AEC industry firms. It’s time to act now before it’s too late.

By Will Anderson | Five ways that inflation could be eating away at your firm’s growth and what you can do about it.

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

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

By 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 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 | Only a small number of people really get the idea that building a business is not a sprint – it’s an endurance race. It is all about who can last the...

By Carol Martsolf | What better way to show top talent that you care about their futures than to invest in those futures?

By Mark Zweig | You’ll never be able to eliminate uncertainty, but there are some things you can be sure of. Keeping these in mind will help you be ready for what lies ahead.

By Mark Hirschi | Mentoring remains the most effective mode of knowledge transfer from older professionals to younger generations.

By Bill Fox | Knowing your clients and finding out how you can solve their problems is key to building long-lasting, profitable relationships.

By Eddie Wade | Burnout is blazing through workplaces at a rapid pace and negatively impacting productivity, morale, and retention.

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 Mark Zweig | Being retired from the day-to-day business for nearly three years gives you more time to think.

By Mark Zweig | We create much of our own good luck – and a lot of that comes down to understanding probabilities and doing things that increase our odds for success.

By Carlos Penin | It’s important to keep monitoring Congressional action to ensure that the benefits of the PPP loans are equitable across the board.

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 | An enduring firm will be worth much more – through an internal or external sale – than one where some of these issues are not addressed.

By Mark Zweig | A lack of speed is a big problem for too many A/E firms. You all really need to pick up the pace!

By Mark Zweig | Firms that can quickly fill any opening with excellent people have a major advantage over their competition in any market.

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

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

By Mark Zweig | Many people in this business will say they agree with this idea, yet the people doing the hiring rarely do it.

By Mark Zweig | Best practices may be safe, but they won’t differentiate your firm. Make these changes and your firm will stand out.

Managing partner at Method Architecture (Houston, TX), a firm that practices ego-free architecture, creatively solves problems, and provides unparalleled customer service.

By Will Swearingen | Don’t let the concept of treasury stock cloud your transition strategy.

When you don’t meet your commitments, you disappoint people and they remember it. If people can’t count on you, they won’t hire or promote you.

By Mark Zweig | “Sometimes I think it is good to reflect back on all the lessons I have learned over the years. Here are a few that stand out to me.”

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 | No matter how you feel personally about anything happening in the country or world as a whole, it’s your job to do your job.

Founding principal of PK Electrical (Reno, NV), a women-owned, small business electrical engineering and design firm founded in 1996.

The tools that Revit provides have the power to help firms save time and money, while improving the quality of the final product.

By Jamie Claire Kiser | Though the immediate impact of COVID-19 is bleak for many in our industry, there is reason to see the foundation forming for a different type of AEC firm.

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.

Make your business more sustainable and build a loyal team by training your people to manage themselves and their projects the way you would.

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

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.”

By John Bray | Connect with your people and bolster your business so you come out of this pandemic stronger on the other side.

“[These tactics] can help you keep control of your business while creating a culture that leads to continued growth and success.”

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.

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

The best way to do it is one bite at a time. The same can be said of your marketing plan.

If you’re like the rest of us, your firm is busy. But as the projects and revenue pour in, so do plenty of problems that you’ll have to deal with.

Add value, share work, respond quickly, and be open about your process to get more business and increase revenue without spending more.

On the surface everything might appear to be fine, but back at their office, the consulting engineers might be telling the (painful) truth.

Firm managers run a production process. If the deliverables get out the door, great. If not, cash flow – and company value – could be harmed. Over my career, I have had some disappointed clients....

President and CEO of CME (Hot Firm #36 for 2018), an engineering firm headquartered in Connecticut that refuses to be affordable and mediocre. By Liisa Andreassen Correspondent “If we cannot grow fast enough to provide...

By Will Swearingen | The words ‘difficult’ and ‘uncomfortable’ are synonymous with ownership transition. If you try to execute one on your own, it might come out half-baked.

“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...

Raise your fees to reflect value, prioritize lead generation, and delegate everything that is outside your zone of genius. Looking to grow the firm? Or maybe you have tried it before with no luck? Over...

If your building is too cold or too hot, or if employees become sluggish in the afternoon, take a look at the building’s operating systems. Do you work in an older office building where the...

You know, the A/E and environmental consulting business has always been driven by the technical and design professionals who do all the billable work. These are the people who toil away on client projects that...

One of the most frustrating aspects of being a business owner is when two or more employees – or worse – two or more work groups – both productive ones – don’t get along. One...

Social responsibility can be one of the biggest and most powerful marketing and recruiting tools at your disposal, but be careful. How much should your firm be concerned with social responsibility? And are charitable donations...

Could it be your final act of leadership? If you are a CEO or partner and do not have it, please consider changing the scenario. The A/E/P and environmental consulting industry has many unique qualities,...

Whenever you look at firms that aren’t profitable, they inevitably have one, some, or all of the following problems: The owners aren’t involved enough with the business. The owners take out too much money. The...

We’re seeing more and more multi-office A/E/P and environmental firms wrestle with this issue: should branch offices be profit centers or not? Or should some other organization units be the place where we measure profitts...

Does the specter or a 9 1/2-year lawsuit deter you from the HOA market? Try adding a 20-year maintenance clause to protect your firm. Have you or any of your friends owned a condominium? If...

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

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

How you dress and how you work send a powerful statement to everyone around you – just make sure it’s the right one. A company has a brand, and so do you. It’s called your...

There’s a critical set of benchmarks you need to measure so you’ll know what works, what doesn’t, and how to be more effective. Zweig Group’s 2016 Marketing Survey found that 27 percent of A/E/P and...

We’ve all experienced it. It usually happens on a Monday but it could be Friday or any other day of the week. I’m talking about when one of your most senior people surprises you with...

For multi-office firms, it’s important to monitor overhead allocations so one region doesn’t consume more than its fair share of resources. Here’s the issue: Department managers, regional managers, and office managers all question the general...

Valuation formulas are subject to many influences, so it helps to periodically test them out to make sure they yield accurate results. Many firms in the A/E industry are attracted to using a “valuation formula”...

President of JLG Architects (#4 Best Firm Architecture for 2016), a 110-person, employee-owned North Dakota-based firm co-founded in 1989 by Laffen. By Liisa Andreassen Correspondent “We love organic growth but it’s dependent on developing internal...

Try employing a project management accountant to support the project manager, and watch the work and the cash flow improve. In supporting many of the firms that we work with, we find varying models of...

Sell your firm to recruits, don’t overburden them with a marathon interview process, and cover yourself if a candidate pulls a fast one. I recently finished a webinar series called Becoming a Better Recruiter. It...

If you want to boost your project profits, analyze past failures, and use that knowledge to craft winning estimates. We have all had projects that for some reason did not meet our financial expectations. Over-budget...

Install rigorous controls with your PMs when it comes to the average collection period, and watch the money flow back into your accounts. As 2016 fades into the past and we prepare the year-end analysis,...

In this episode of The Zweig Letter podcast, Randy Wilburn talks to Mark Zweig, founder and chairman of Zweig Group, about what he learned about mergers and acquisitions in 2016. (“What I have learned about...

99 is a lot of problems, how about 9 common problems and some solutions. 1) Difficulty making a decision. Engineers too often really struggle with this one. There’s never enough information. Therefore, it is deemed...

For the next generation of leaders to be successful, they’ll need a mindset sculpted by strategy, new ideas, and a willingness to embrace the unknown. I routinely hear AEC firm leaders express frustration about finding...

You know what you’re supposed to do, but since your marketing department is understaffed and disempowered, you can’t make it happen. I’m sure many of you have found yourselves in that familiar seminar or conference...

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

2016 was quite a year for the AEC industry and for Zweig Group as well. Merger and acquisition activity, and interest in the subject, has never been higher than it is right now. Our firm...

Building a relocation program to recruit and retain talent in the design industry should be a primary focus of any sound HR program. You’ve been there before. You’ve spent time sourcing, researching, and recruiting the...

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

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?...

Move forward in 2017 with Zweig Group seminars across a range of essentials – business development, project management, marketing, and more. For a short while during my undergraduate years, I majored in management. After a...

As a matter of personal “policy” and business philosophy, I don’t get into politics in these pages or any of the other publications or social media outlets used by me or my businesses. Just seems...

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...

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 collecting your Firms money. ( "Collect your money," Issue 1162,...

My Dad, Fred Zweig, died on August 16. He was born in 1920 – lived a long and, for the most part, happy life. He grew up poor in St. Louis. His mom was married...

While the numbers behind failure are staggering, when you look at the characteristics of successful M&A transactions, the math is pretty simple. M&A transactions can fall apart for dozens – maybe even hundreds – of...

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

While the numbers behind failure are staggering, when you look at the characteristics of successful M&A transactions, the math is pretty simple. M&A transactions can fall apart for dozens – maybe even hundreds – of...

While the numbers behind failure are staggering, when you look at the characteristics of successful M&A transactions, the math is pretty simple. M&A transactions can fall apart for dozens – maybe even hundreds – of...

Everyone wants better project management. That's why principals of AEC companies spend more time and money on PM training than any other type of business training. But I'm not here to talk about training. I...

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...

With college debt at an all-time high and expected to increase, now’s the time to think about adding loan reduction as a benefit. Recruiting great talent takes skill, a little bit of luck, and some...

Sometimes, firms get lost in utilization and project profitability, and end up solving the wrong problem. People respond to what you track and report. The accounting really does matter. For example, we've helped companies dismantle...

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

In the AEC marketing world, proposals are usually treated as business as usual, but I believe we need to make them personal. I will be celebrating my 20th wedding anniversary on June 1, 2016, (I...

FAYETTEVILLE, Ark. (March 3, 2016) – Zweig Group is proud to announce Triton Stormwater Solutions as the Silver Sponsor of the 2016 Hot Firm and A/E Industry Awards Conference held on September 22-23, 2016, at...

The A/E/P industry is doing well right now, but you shouldn’t get too comfortable. Right now, we're having some really good times. A/E/P firms are doing well – some of them are doing incredibly well....

When seeking to define his or her position, a top leader should consider these 7 vital responsibilities. Because top firm leaders (CEOs, presidents, managing partners, etc.) probably have a better opportunity to define their own...

There are a few basic traits that differentiate firms that make money from those that scrape by. Chad Clinehens and I were talking in the office yesterday about why some firms we work with make...

Many lessons from ‘Small Enterprise Management’ can be applied to A/E/P and environmental firms. As most readers know, one of my “other” jobs is that of a college professor, teaching entrepreneurship at the Sam M....

Zweig Group is proud to announce Triton Stormwater Solutions as the Silver Sponsor of the 2015 Hot Firm and A/E Industry Awards Conference held on September 3-4, 2015, at the Fairmont Copley Plaza Hotel in...

The manager-producer dilemma and how it can affect your course. I am reflecting on the month of January as I write this. I was in the office for one business day and on the road...

It may sound cheesy, but it applies to both personal and professional relationships. There’s so much written these days about how to be a great leader. It’s everywhere. A million ideas and things one should...

Five types of unnecessary practices that are making you lose big bucks, Mark Zweig writes. I’ve always thought there was a lot of time wasted in the typical AEC firm’s office, especially for the managers....

Which units are performing and which are not? Do a little research; allocate your investment appropriately. I'm all for holistic thinking – always have been. I’ve seen a lot of silly (make that stupid) stuff...

Build a better, more sustainable company with these suggestions from Mark Zweig. 2015 is shaping up to be a FANTASTIC year for firms in this business. It’s really fun to see how many firms are...

Five facts to consider during the recruiting process at your firm. Managing expectations in an executive search process can be a burdensome task. After all, you’re eager to quickly find that perfect new team member...

If you are a target of bitterness, here’s four tips from Mark Zweig on how to deal with it. ​On a recent flight to go see some clients in South Florida, Chad Clinehens and I...

A new era dawns as this company moves ahead refreshed and re-emboldened. The 15th Annual Hot Firm and A/E Industry Awards Event marked the announcement of a new name and complete rebranding of ZweigWhite to...

Think of leadership not as a single person but as a team of individuals, each with his or her own strength and talent. For years I’ve watched firms struggle with leadership transition, particularly firms started...

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...

Take the time to share with new hires your wisdom about why things are the way they are and how they got that way. What happens when someone joins your firm? Do you merely sit...

Are you investing in consistent, brand-building marketing activities, Mark Zweig asks. Let’s face it. Living too well can be a problem. I’m talking about eating your seed corn, spending too much, and not reinvesting in...

Smart investments and ability to effectively manage debt are key to success at these firms. By Christina Zweig What are fast-growth firms doing differently than their competitors in the A/E/P and environmental consulting industry? We...

Costs add up, sometimes alarmingly, so be sure to discuss reimbursements. Everyone says they don’t want to nickel and dime their client and yet getting paid for doing work and providing service is the reality...

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...

The year is half over, so here’s eight things you can do now to improve performance, Mark Zweig writes. Time’s a-wastin’. The year is now approaching halfway (time flies, doesn’t it?). You cannot keep rationalizing...

Mark Zweig lists seven concerns, so it’s time to act. With the construction economy roaring back, it’s interesting to me to see some A/E and environmental firms cashing in on it and others that still...

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 994 Originally published 2/11/2013 Twitter is riddled with management experts. Mark Zweig dispels them all. I spend a little time every day on...

PM Perspectives: Project re-planning This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 990 Originally published 1/14/2013 Even with a solid plan, some projects will just require a new start. One of...

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 # 987 Originally published 12/17/2012 See what more successful firms than yours are doing, straight from ZweigWhite’s surveys. We’re down to the end of...

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 Jeremy Clarke Getting top talent is still a critical priority… even in this economic environment. How so? Well, because business needs are still evolving, and employee turnover is still an unavoidable reality. All of...

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...

By Tracey Jeffers Principal, Valuation Consulting ZweigWhite I have found that the A/E/P and environmental consulting industry has many unique qualities, but one I find intriguing when compared with other industries is the longevity of...

By W. Hobson Hogan ZweigWhite Principal, Investment Banking I have represented many businesses in M&A processes and I have analyzed both great and not-so-great firms. In all of these M&A processes, I have witnessed some...

By Ed Friedrichs In a fascinating recent book, Fred Reichheld asks The Ultimate Question (also the title of the book), “On a scale of 1 to 10, how likely are you to refer __________ (fill...

By Ed Friedrichs 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...

Press Release: January 10, 2011 As design firms were forced to shed workers and cut costs during the recession, technology often came to rescue, a report in the Jan. 10 issue of The Zweig Letter...

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...

Short term marketing fixes? There aren’t any. You can hold a lot of meetings, make some calls, and get out and aggressively try to sell some new projects, but it probably won’t make any real...

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...

More and more design and environmental firms are adding outsiders to their Boards of Directors. There are many reasons for doing so but that’s not the point of this article. Instead, what I want to...

I have often felt that architecture, engineering, planning, and environmental firms pay lip service to the notion that they should keep their best clients happy— and KEEP their best clients clients. It always seems like...

Although it doesn’t happen to everyone who becomes a principal in an architecture, engineering, or planning firm, it happens to many of us. What I am speaking of is the dilemma one faces when you...

I had a lengthy e-mail exchange the other day with someone who was the top financial person in what would have to be considered a good-sized (over 200-person) A/E and environmental firm in response to...

The balance sheet in an A/E or environmental firm is supposed to show what you have and what you owe. The difference between the two is the “net worth” of the company. It all sounds...

This week’s special issue focuses on sustainability and green building. The guts of these ideas are not mere buzzwords, as the earth’s growing population and declining state of natural resources ensures we’ll all be dragged...

I am getting really tired of principals (and, in some cases, finance and accounting people) telling me that there’s no way they can do better than a 96-day, 105-day, or 119-day average collection period (ACP)...

Since this issue is dedicated to mergers and acquisitions in the A/E/P and environmental industry, I thought I’d share some of what I’ve learned over the years about this subject. Mergers and acquisitions can work...

Bob Cunningham was the 57-year-old CEO of C-6 Architects and Engineers in Seattle, Washington. He became CEO of the company in 1992. Cunningham took great pride in witnessing the firm’s growth from 30 people when...

I was sitting in a meeting of top managers in a fairly large A/E firm the other day when the topic of candidates for their vacant HR director’s position came up. The woman who had...

There’s an interesting article in the latest issue of Inc Magazine on PR firms that get paid only when they get results for their clients— results being a press mention in the local paper, a...

With this branch office special focus issue of The Zweig Letter, I thought I’d take the opportunity to answer some of the recurring questions I get on this topic. Tough questions and even tougher answers...

There’s an old expression frequently heard around these parts— “the squeaky wheel gets the grease.” My experience is this one really applies to the people who work in A/E/P and environmental firms. Those who ask...

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...

You’ll hear it at any gathering of A/E/P and environmental consulting firm owners— hiring is at the top of the list of challenges they’re facing as we head into 2006. That said, there’s still too...

I was talking with a woman recently who started her own design firm a couple years ago. Her passion for her work and her business was fantastic. She thought about it/planned/worked every waking hour. She...

When it comes to project management for A/E/P and environmental firms, there’s one thing we all agree on— it could be done better. I won’t even begin to attempt to postulate why that’s the case....

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,...

A couple weeks ago, a motley group of A/E firm principals and I went on a 700+ mile ride on two-lane roads through some beautiful countryside in New Hampshire, Vermont, and just a little bit...

While I can’t be bound by convention and from this point forward be forced into matching my weekly missive with the focus of other articles in The Zweig Letter, this week’s issue got me thinking...

Turning around an A/E or environmental company that is not doing as well as it should be doing takes an artful leader (or bunch of leaders). If you take a closer look at these transformations,...

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...

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...

If there’s one issue that I see a lot of good A/E/P and environmental firms grappling with right now, it’s how to balance the need for high-performing individuals vs. having a cohesive team that works...

Antoine Nicholas Smith had just started feeling a little better. He’d survived some tough times recently and come out smelling like a rose. After 9/11, his firm, Jones and Stern, tanked. They were losing money,...

Mike Fruitwood, seven months into the job of COO of his firm, shook his head. “How are we ever going to build this company if we can’t get our act together on scheduling?” he wondered...

I paid a visit recently to one of the CEOs whose firm is at the top of The Zweig Letter Hot Firm List. His firm is big, and they basically do everything for everyone (you...

Sometimes it’s amazing how little things change, huh? The challenges of implementing change, the myth of the dual career path, the hassles of poorly performing principals, the confusion resulting from messy office environments, why firms...

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...

Right now, everyone seems to be interested in profits. 2001 shook owners and employees alike. And even though most firms had a decent year (but “decent” is not the same as “great”), most made about...

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....

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...

With 2001 now underway, I want to share some lessons I have learned in the last few years with our readers. These are each important issues related to your success as individuals and as firms....

It seems to me that a lot of people in leadership roles in A/E/P and environmental consulting firms are just waiting around. Whether the discussion around the table is related to dealing with a non-performer,...

Whenever I see people get all upset about some trivial detail in their lives or their work, I find it distressing. Life is so much easier if you spend appropriate amounts of mental and emotional...

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 hate to say it. I thought the past was behind us. But the fact is some architects are repeating history right now. They’re getting ready for another fall. They’re making the same mistakes they...

If you ask me, a good deal of success in work (and in life) comes from doing what you need to do every day. If you can’t get done what should have been done today,...

With the tight market labor, Gen-X employee turnover, inefficiency from internal competition, and record backlogs of project work to be completed, it may be time to take a hard look at your compensation policies and...

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

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...

“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...

I would be surprised if more than one of our readers hasn’t said to themselves recently, “We really ought to be thinking about what we’ll do if things slow down.” Well get ready folks, it’s...

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...

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

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...

A common theme is emerging in our business right now, especially with large firms— but certainly not limited to them. Firms need to improve their profits. Volume is up, optimism is up, backlog is growing,...

I spend more of my billable time helping A/E/P and environmental consulting firms with their business planning than anything else. Most firm owners want to do more with their businesses, to be more successful. But...

Anyone who studies human behavior in business organizations can tell you that confidence is a critical quality for leaders to have. This certainly applies to A/E/P and environmental consulting firms. When the leader is confident,...

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...

We’re seeing more and more multi-office A/E/P and environmental firms wrestle with this issue: should branch offices be profit centers or not? Or should some other organization units be the place where we measure profits...

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...

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...

We work for the owners and top managers of a lot of different A/E/P and environmental firms. While all those companies and their managers are different, they share one thing— they’re not happy with project...

The long anticipated, talked about, and dreaded shortage of qualified people is here. Ask principals in most firms, and they will tell you that it’s very difficult right now to find staff— particularly engineers, geologists,...

I have yet to see an A/E/P or environmental consulting firm with a utopian project management system— one where every single job goes exactly the way it’s supposed to in every way. One of my...

Several times in the last few months, I’ve been asked to speak on the topic of what keeps people in A/E/P and environmental firms happy and productive. The first thing I always tell folks is...

What holds us back as individuals and companies? That question is critical to any A/E/P and environmental firm that wants to be more successful— and being successful is what it’s all about. There’s a tremendous...

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...

While 1994 was a truly great year for most architecture and engineering firms, and even for some environmental consulting firms, there were still firms in our industry that lost money. And it’s not unusual for...

Now is the time of year that many A/E/P and environmental firms are taking a look at what’s to come and what needs to be done in the year ahead. Budgets are being set, goals...

We work for a lot of different firms in the A/E and environmental consulting industry. We talk to a lot of different professionals out there. What’s in and what’s out these days? Here’s our view:...

Conventional wisdom (CW) isn’t always so “wise.” Let’s take a look at some of the wisdom frequently heard in the halls and conference rooms of A/E and environmental consulting firms: The company will be profitable...

If I weren’t so optimistic, I could easily get discouraged. As an owner in a small, growing company, it seems that every time you make a buck, someone is there to take it away from...

Reflecting back on all of the A/E and environmental consulting firms that we came in contact with during 1992, one thought comes to mind. By and large, our industry’s management expertise has significantly improved. The...

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...