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By Mark Zweig | Succession fails when managers cling to control instead of building leaders behind them.

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

By Michael Sanderson | The future of professional services depends less on hours logged and more on trust, ownership, and meaningful results.

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

By Wallace Smith | Giving back is a responsibility that strengthens communities, builds better businesses, and reminds leaders their greatest impact starts beyond the blueprint.

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 Brandon Pinkerton | People-first leadership demands balance and recognition that caring for individuals shouldn’t come at the cost of organizational purpose.

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

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

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

By Mark Zweig | There are things you can do to stay positive and prevent pessimism from ruining your ability to lead.

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

By Mark Zweig | These four things are beyond essential if you are serious about building an enduring organization that will evolve over time.

By Matt Verderamo | When your clients treat you like a partner, you run better projects, win negotiated work, and have happier people.

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 Mark Zweig | Entrepreneurship is all about seeing and doing things differently from everyone else, so maybe you should be more questioning of the status quo.

By Mark Zweig | Are your expectations for your people high enough, or are you letting everyone off the hook?

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 Mallory Lindgren | Improve your ability to solve complex problems and better support your colleagues and clients.

By Mark Zweig | AEC firms must do better with delivering feedback and rewarding exceptional people, or risk losing their highest performers.

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

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

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

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

By Mark Zweig | These three things are important to your firm’s success, but they may require a reallocation of your time and money.

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 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 | 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 Mark Zweig | The AEC industry is facing unprecedented demand for what we do. If there was ever a time to say that slow-paying clients are not acceptable, it is now.

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

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 | If you’re trying to buy or thinking about buying another company in this business, here are a few things that may be helpful to you.

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

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

Evolving these relationships is a critical and too-often-overlooked key to successful project delivery and retaining satisfied clients.

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

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?

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

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

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

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

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

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

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

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.

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.

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....

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...

“When we are going through times like this, we all have a choice. We can sit back and think of all the reasons why we are in the mess we are in, or we can...

If you don’t identify and address your firm’s problems, you could increase the measure of risk while decreasing value. There is a four-letter word floating around out there that’s probably the first that comes to...

A/E firms are fragile things. When things are going well, they grow and make decent profits. The people who work there generally feel good and the future seems bright. When things aren’t going well, morale...

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

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...

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...

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...

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...

A lot of what people call “cheese” these days really isn’t. When you’re talking about Kraft Singles, or Velveeta, for example, you aren’t talking about cheese. You are instead talking about “pasteurized, processed cheese food.”...

As a student of this “industry” for more than 37 years now, I have seen a lot of companies and their associated financial statements. And here’s what I have noticed: Some people make a lot...

As a student of this “industry” for more than 37 years now, I have seen a lot of companies and their associated financial statements. And here’s what I have noticed: Some people make a lot...

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

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

When you think about it, management of the design process for a complex construction project is all about accomplishing things through others. Many different people have to come together to get something done by a...

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...

Eroding profitability. Never good. Never fun. The result is less and less money to go around. I’m not going to talk about the obvious things such as labor costs that are too high, overly lavish...

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...

We often talk about compatibility in the context of marriages. Oftentimes, when there’s incompatibility, one spouse tried to change the other. We all know how well that works out! It rarely does. If people aren’t...

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...

President of LJA Engineering (Hot Firm #2 for 2016), the largest employee-owned civil engineering firm in Houston (600-plus employees). By Liisa Andreassen Correspondent Ladner has more than 35 years’ experience in civil engineering serving both...

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...

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...

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...

Outdated or “dead” contacts are a real problem for any company that has a marketing program that uses a CRM or Client Relationship Management System. CLICK HERE TO UPDATE YOUR CONTACT INFO WITH US The...

“John,” the president, CEO, and co-founder of a 250-person midwestern E/A firm, was frustrated. After so many years of success, it seemed to him that all he was doing now was de-fusing irate clients, talking...

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...

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...

A lot of A/E/P firms complain, but in fact, they’re not really trying to grow. As an executive in residence teaching entrepreneurship in the Sam M. Walton College of Business at the University of Arkansas‎,...

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...

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...

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...

Leadership, accounting, rewards, and more contribute to an organizational culture of positivity and high morale. ​Great projects happen, and successful firms become even more so, when morale is high inside the firm. It’s one thing...

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...

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...

Firm leaders would be wise to reflect on current happenings in industry and to prepare for what’s next. When you’re lucky enough to survive to a “certain age,” you suddenly become aware of “certain things.”...

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....

Five things that differentiate entrepreneurs from the rest of the people in the world. I was watching a show on Netflix the other night with my eight-year-old daughter. It was all about humans with superhuman...

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...

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...

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...

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...

Some common policies display no common-sense. Mark Zweig exposes four problems and offers solutions. It’s interesting to me how so many A/E firms seem to just follow the same unwritten rules about how to pay...

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...

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

This article first appeared in The Zweig Letter (ISSN 1068-1310) Issue # 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...

By Mark Zweig CEO, ZweigWhite We’ve had a rough three years. And although there have been some bright spots and encouraging moments, it could get a whole lot worse. I read one gloom and doom...

By Mark C. Zweig CEO, ZweigWhite The tough times haven’t gotten any better. If you look at the American Institute of Architects’ billing index, it goes up a little and then falls back again. Money...

By Hobson Hogan Just as the proverbial third wheel, the statement of cash flows gets summarily skipped over by management. In earnings calls, CFOs spend time talking about sustainable earnings and strong balance sheets. Where...

By Tracey D. Jeffers There is a four letter word floating around out there in the atmosphere that is likely the first formed in the mind of an investor when determining whether or not an...

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

There are lots of firms that feel stuck in the mud today. They’re just muddling along, treading water, at a break even at best. Some owners think this is a fine position to be in....

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

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...

One would think that with the business climate being what it is for A/E and environmental firms (lower volume and less profit), that everyone would be staying on top of their accounts receivable. But, guess...

I first predicted the recession on Aug. 13, 2007, in an article in The Zweig Letter, Issue No. 724, entitled, “Many have been lulled…” (referring to the false sense of security about the economy that...

As a board member for an international engineering firm I have recently been participating in a series of interviews and meetings related to their brand. What their brand is, how to make it real, and...

The year is winding up. Along with that, usually goes a little self-examination. One thing many firms are discovering as they go through this process is an alarming increase in old accounts receivable. By “old,”...

When things get ugly in a firm— as they tend to do when the firm’s financial status takes a downturn— you’ll often see fights break out. Some principals form factions with other principals or principal...

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...

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

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...

I was in a board meeting recently with a quality, old-line engineering/architecture/consulting firm where one of the primary topics was business development. We spent several hours talking about it and how they are changing their...

One decision I made recently in my redevelopment business was to start running it more like a “real” business. This may seem strange coming from me— we always tried very hard to practice what we...

If you look at why most A/E firms just sort of muddle along, and yet a few are growing by leaps and bounds, you’ll find the “secret ingredient” in the growing firms’ recipe is often...

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...

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...

Just about every firm in the A/E/P or environmental business today has identified its number one problem as “not having enough good people.” Solving this ongoing problem takes a lot of hard work and some...

Over the years, in the pages of The Zweig Letter, we’ve spent a lot of time trying to help companies grow. But the fact is many of those running and operating A/E/P and environmental firms...

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...

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

Mitchellene Terrence was the 42-year-old director of human resources for Wright, Skidmore, and Johnson, a top-line A/E/P firm in Los Angeles. She was proud to be there. Graduating with a BS degree in 1986 from...

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...

After seeing their black and white VW New Beetles running around town all of the time, I just saw an ad the other night on TV for The Geek Squad (Richfield, MN). If you don’t...

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...

It’s been said before that “cash is king.” It’s also been said that you can be profitable and still go out of business if you run out of cash. That said, our industry— that of...

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...

There’s something about the entire design and construction industry when it comes to doing projects— we just don’t spend enough time on communication. I think there are a number of reasons for this persistent state....

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...

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....

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...

The folks at Deltek Systems, Inc. (Herndon, VA) have always claimed their market for software and consulting services was “project-driven businesses.” The truth is, the first time I heard that, I was skeptical. I wasn’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...

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...

My theory is that no firm is completely happy with how it handles project management. There are always problems. And one of the common complaints heard is, “We don’t have enough good project managers.” While...

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

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,...

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...

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...

Here’s one thing we can all agree on. No one likes a whiner. Complainers suck you down. They are depressing. And when they work in our firms in key roles, they are like a cancer....

More A/E/P and environmental firms than ever are seeing their businesses slow down and profits eroding away. We find the situation is rarely, if ever, hopeless. Any firm can stop this slide IF they want...

I had a nice woman come up to me before a talk I gave in Rochester, New York, last week. She asked me if we had ever considered doing an article on how to recognize...

Let’s face it. The economy of the last couple of years has led to diminished expectations and in some cases, declining values, not just in our 401(k) plans and stock portfolios, but also in terms...

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

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...

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

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

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...

At the end of every year, Larz Picklefranz, managing partner of architecture and interiors firm Picklefranz, Lordosa, Fauna, and Schlossenberger, got the blues. Maybe it was just that the holidays reminded him of his long...

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...

Friday afternoon finally rolled around. Joe Jetson gathered up everything he needed to work at home over the weekend and tossed it all into his briefcase. This was the worst week Joe could remember in...

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...

Doug Pocketprotectus sat in the high-backed leather chair in the executive conference room and desperately tried to stay awake. It was hard to do. The meeting was so boring, and he was sleep deprived as...

“God, it smells good out here,” Bob Trunkwater thought to himself as he started out on his early evening walk around the neighborhood. Trunkwater had just recently made the decision to start his own company....

Designers, by all rights, should be fantastic managers. They understand how important motivation is to creativity. They are tuned in to context and are good at seeking input from others. They know how sensitive people...

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

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

When design or environmental firms face problems, the first course they usually pursue is one of cost cutting. Obviously, there’s merit to it. I have recommended cost cuts to clients many times over the years,...

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

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....

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...

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

The amount of BS that exists out there on management and marketing for firms in our business is beyond belief. Just check out the program from the most recent American Institute of Architects (AIA) (Washington,...

I have always been interested in design and construction. When I was as young as seven years old, I was drawing up floor plans for houses on graph paper and building them with my Legos....

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

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,...

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...

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...

As hard as it may seem to believe, 1999 is already wrapping up. We’re into the last quarter of the year now. Over the next couple of months, many A/E/P and environmental firms will be...

Is all business planning necessarily strategic planning? That was the topic of a lively discussion among some of our most successful management consulting folks a few weeks back— whether or not to lump all business...

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...

You start your A/E/P or environmental firm with a great business plan. Your marketing strategy pays off and you get lots of projects. Your recruitment approach works and qualified employees are lined up at your...

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

I don’t mind telling our readers that it’s a great feeling to have a vehicle such as The Zweig Letter to share my thoughts so widely. Along with that comes a certain responsibility not to...

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

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

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...

Believe it or not, as good as things are in the A/E/P and environmental industry, there are still some firms out there that need to be turned around. These firms just can’t make a profit....

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...

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...

Believe it or not, some people don’t like the term “human resources management.” They think it diminishes individuals in some way, and by referring to “human resources” we might as well be talking about “natural...

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

The headline for this week’s editorial sounds like the title of a bad country and western song, but there’s a lot of truth in it. Maybe it’s human nature, but we don’t seem to appreciate...

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...

Every owner in an A/E/P or environmental firm knows you can make all the paper profits you want, but unless you turn those profits into bank deposits, you have nothing. I’ve written so much about...

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...

Goodness, how times change. Can you imagine what your reaction would have been five, or even three years ago, if a management consultant advised you to get out of the environmental consulting business and move...

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

We’re 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...

There are a few firms out there that really have their act together when it comes to the finance and accounting function. But by and large, A/E/P and environmental consulting firms struggle with what should...

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...

Every so often, it becomes necessary for principals and managers of A/E/P and environmental consulting firms to remind certain staff members that theirs is much more than a technical service business. It is a consulting...

Client-driven organization structures for A/E/P and environmental consulting firms are built around serving particular client types. Sure— it’s a popular management trend right now to be “client directed,” or “client centered.” But don’t think these...

Ask any president, CEO, managing principal, or managing partner if they really care about their A/E/P or environmental consulting firm, and they’d probably guffaw and come back with some sarcastic comment that might make you...

A lot of firms in our business are going through some serious introspection. And if they aren’t, they probably should be. Change is occurring at an accelerating pace. Yesterday’s hot firm may be a dog...

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,...

Most A/E/P and environmental firms spend a lot of money just for the opportunity to make a presentation to a client. You send your technical/professional staff chasing all over the countryside, hither and yon, looking...

We finally received notice a few weeks ago that Zweig White & Associates was selected for the Inc. 500, a list of the fastest-growing privately held firms in the U.S. It’s something we are certainly...

Every A/E/P and environmental firm I’ve encountered that has survived over the long haul has periodically made a push to improve its profitability. All the growth in the world won’t do you any good if...

Every week, I have to come up with something relevant to say to architects, engineers, and environmental consultants who own or manage A/E/P and environmental consulting firms. That’s my job. I like it— and because...

It is almost heresy in this day and age of “customer service” to say it, but in the A/E/P and environmental consulting business, the customer is not always right. In fact, many times the customer...

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...

There really is something to the notion that you do your best work when you feel good about what you are doing. This is especially true when you are under stress. Any professional working in...

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...

Not a week goes by that someone doesn’t ask us for help with project management training. There is a huge demand for it. Nobody seems happy with the effectiveness of their project managers. But is...

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...

It is widely accepted that any well-managed A/E/P or environmental consulting firm should monitor and report on the profitability of the projects it undertakes. Pick up practically any management newsletter, or look in the practice...

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...

Just about every A/E or environmental firm wants to grow. And there are a lot of good reasons for it. To paraphrase an old adage, “growth covers a multitude of sins.” When you are growing,...

A/E/P and environmental consulting firms are really in the business of selling time— something there never seems to be enough of. That’s why it’s important that we all use our time wisely. Here are my...

Because marketing really is “where it’s at” for firms in this business, it’s hard for me to keep from writing about it. You see, an A/E/P or environmental consulting firm can solve just about any...

I hear from a lot of disgruntled people working in support roles in A/E and environmental consulting firms— (“support” meaning anyone whose primary job function does not create revenue for the firm). I know how...

From time to time, architects and other design professionals all come under fire from the business types for not being sufficiently “business-minded.” And, the standard line of defense from those under attack is “I didn’t...

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:...

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

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...

Have you seen the bumper sticker that says “Question Authority?” One thing is for sure— now’s the time to question conventional wisdom with respect to marketing A/E and environmental consulting services. Many of the experts...

No small company— particularly an architecture, consulting engineering, or environmental consulting firm— can afford to ignore cash flow. Consider that a firm billing $5 million a year in fees can raise $137,000 in operating capital...

It has come to our attention that a number of our readers are flying high right now. Business is great, you’re growing, you’re making money— it’s an exciting time. It seems like you’re getting every...

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

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

TQM (Total Quality Management) for A/E/P firms is nothing more than a fad. I’d be willing to bet right here and now that in two or three years, you won’t hear anything about it. TQM...