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

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

By Srividhya Viswanathan | By prioritizing leadership, trust, and accountability, organizations can build teams that not only achieve their goals but thrive together.

By Ricardo Jesus Maga Rojas | In today’s AEC talent market, belonging may matter more than pay, perks, or policies in keeping young professionals.

By Daryl Simons Jr. | Rethinking first impressions creates fairer decisions, stronger relationships, and lasting benefits for candidates and firms.

By Mark Zweig | In a relationship-driven business, clients hire people they know and trust — not just the firms they represent.

By Robert Jones | Understanding the difference between FAR overhead audits and compilations helps AEC firms secure DOT contracts and avoid costly setbacks.

By Brian Shannon | Healthy rivalries fuel collaboration and innovation, ultimately benefiting communities and strengthening the AEC industry.

One of my all-time favorite Zweig Letter articles was written by no less than Mark Zweig himself, titled, “Frank Wouldn’t Be Happy.”  The “Frank” in this case was Frank Lloyd Wright, and the article described...

By Liisa Andreassen | President of TPD, Inc. (Pottstown, PA), a consulting engineering firm specializing in transportation engineering and related environmental and construction services.

By Mark Zweig | LinkedIn is just one tool in your marketing arsenal, but it can be powerful when used consistently and strategically.

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

By Hugh Smith | Community outreach and engagement are foundational to the success of any project.

By Javier Suarez | Companies should focus first and foremost on “doing” and then worry about “saying” what they are doing.

By Greg Sepeda | Taking time to slow down, prioritize self-care, and recharge improves productivity, mental clarity, and overall well-being.

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

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

By Jeremy Clarke | Organizational optimization isn’t just a cost-saving measure – it’s a strategic imperative.

By Sarah R. Adams-Slominski | Team leaders can more effectively manage employees of all ages through strategic communication practices.

By Travis White | The rise of nearshoring can reduce costs, address talent shortages, and enhance growth opportunities for AEC firms.

By Amy Patel | Building trust through clear communication, effective management, and personal attention is crucial for successful large-scale project teams.

By Anastasia Welch | Transforming team dynamics and strategies for improved leadership skills, operations, and project implementation, leading to business success.

By Jeremy Clarke | Spot these devastating hires before they sabotage your team.

By Mark Zweig | Effective outside directors provide expertise and valuable relationships, enhancing AEC firm success with strategic guidance and forward-focused leadership.

By Lauren Martin | Including certificates of merit in contracts protects AEC firms and strengthens legal defenses against unsubstantiated claims.

By Morgan Stinson | Failure at some level is inevitable – but how we respond to and manage that failure is what can set us apart.

By Mark Zweig | Are you going to do anything different with HR or just follow the same tired practices of all the other firms you have worked for or compete with?

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 Victoria Verlezza | Supportive leaders who prioritize communication and psychological safety can foster a positive work environment where employees feel valued and motivated.

By Travis White | You must attach the right structure, systems, and incentives in order to shift employee mindset.

By Mark Zweig | You don’t have to be a genius to figure out what you are doing to demotivate people; you just have to stop doing whatever it is now!

By Matthew Douglas | We must adapt or we could miss out on an opportunity to transform the future of the AEC industry.

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

By Lauren Martin | If you find yourself facing a lawsuit alleging malpractice, here’s what you need to look for when considering an expert witness.

By Linda Schulte | Subconsultants collaborate with diverse specialists to form the best possible team for successful project outcomes.

By Mark Zweig | Open-book management is about sharing financial performance data with employees to foster trust, educate, and improve the firm’s overall performance.

By Luci Hogue | Whether you love your job and want to get to the next level or if you’re feeling unsatisfied in your current position, these tips may help gain perspective.

By Travis White | If you want your firm to be an early adopter, you must be aware of this new technology and be willing to adapt.

Zweig Group’s 2023 Best Firms To Work For Award winners share how they’re leading the charge in setting new standards for employee experience.

By Wesley Jones | Empowering diverse groups within your organization is paramount to understanding your employees, your clients, and the industries you serve.

By Fran Curtis | You’re shaping the next generation of leaders, so it’s important to be available to junior staff who are looking for a mentor.

By Matt Verderamo | Defining your mission, vision, and values is key for uniting, motivating, and differentiating your firm.

By Lauren Martin | Productive dialogues between you and your claims adjuster can add insights, reduce stress, and facilitate better outcomes.

By Lillian Minix | When prompting AI like ChatGPT to generate content, you are responsible for applying the program conscientiously.

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

By Robert Speed | If you can make your culture about the employees, you and your firm will reap the rewards over the course of your career.

By Will Swearingen | When looking to sell your firm, failing to prepare could result in you missing great opportunities when they’re right in front of you.

By Johnny Smith | What characteristics of a job, firm, and industry act as predictors of voluntary turnover?

By Randy Wilburn | Podcasting is one of the best ways you can tell the story of your brand.

By Jay Kennedy & Julie Thiel | Be thoughtful in how you approach and manage your emotions, and you will find success building and maintaining meaningful client relationships.

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 Janki DePalma | Pay attention to who apologizes and when, and work to create an environment of psychological safety within your firm.

By Liisa Andreassen | President and CEO of GRAEF (Milwaukee, WI), an international multi-discipline engineering, planning, and design firm that was founded in 1961.

By John Bray | There is no perfect buyer or seller in the marketplace, but how do you attract the best possible partner?

By Josh Blair | This intriguing and fulfilling career path leads to new experiences, new opportunities, and new ways to expand your skills every day.

By Jerry Holder | Three lessons learned from stories of leaders’ successes and failures – and their ramifications.

By Ryan Suydam & Blake Godwin | This new award is the strongest way to differentiate your firm from the competition.

By Michael Britt | It’s important to examine how your company can maintain culture and continue strategic growth in a new work environment.

By Mark Zweig | If you’re running a business, you have to pick and choose carefully what information you consume and how you process and employ it in your own business.

By Mark Zweig | If you want to encourage cooperation in your firm, take a look at your organization structure, accounting, and incentive compensation.

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

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

By Sara Parkman | They are the senior principal and president of Genesis (Blue Bell, PA), a full service firm that delivers facilities for life-saving therapies.

By Christina Zweig Niehues | It’s important for firms in all stages of growth to invest in marketing and continue to plan for the future.

By Mark Zweig | Not only do you need to monitor and report on the right performance metrics for your firm, but you also have to explain what these numbers mean to your people.

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 Rob Hughes | With the market hardening for AEC professional liability insurance, an accurate and complete application may help keep your firm’s premium as low as possible.

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

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 Jon Parrish | Getting everyone to think and act like an owner will result in more of your people making day-to-day decisions with the best interest of the company in mind.

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

By Julie Benezet | People have adapted to new ways of working and living, and in the process discovered new ways of thinking.

By Will Swearingen | Problems can arise when two leaders have distinctly different philosophies about how to run a business.

By Mark Zweig | Don’t underestimate the importance of getting everyone involved in the business planning process and then sharing that plan with all.

By Mark Zweig | How can we each achieve the lofty and satisfying position of knowing we have made a difference through our work in this business?

By 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 | Things are real messy right now, but we can all get safely to our destinations if we keep our cool.

By Chad Coldiron | Practice becoming a better communicator, and you’ll build better rapport and credibility with clients, colleagues, and just about everyone else.

Contract disclaimers reflect the reality that estimating is an art, not a science – and that design professionals cannot guarantee or warrant the actual costs of construction.

Keep tabs on your insurers in a difficult economy by reviewing evaluations by popular ratings agencies.

Clients appreciate the opportunity to sit down, free from distraction, and candidly discuss what is going well and where there is room for improvement.

Partner at LERA Consulting Structural Engineers (New York, NY), a firm that has created innovative, yet constructible and economical structural designs since 1923.

It comes down to respect and providing for your employees. If you do these two things, your people will quickly become your biggest cheerleaders.

Educating yourself about these biases as well as potential strategies for mitigation can help you avoid prejudice in your decision-making.

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

It’s our responsibility as AEC professionals, as well as citizens, to champion solutions to problems that affect our global and local communities.

Understanding others will help you build the connections that will lead to success – in your professional and personal life.

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

Learn the basics of leadership so you can decide if you’re up to the task. If you are, assess your skills and improve where you can.

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

“Top management is largely responsible for HR’s ineffectiveness on many levels in the typical A/E firm.”

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.

Zweig Group recently released the 2019 Incentive Compensation Report of AEC Firms. The report covers eleven different types of incentive compensation. AEC firms responded to a survey throughout 2019, providing both opinions and numeric values...

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

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

Trust your judgement, speak up, and keep learning. Your efforts will pay dividends down the road.

It’s not easy to do, but if you want lifelong clients who are also friends, you have to commit yourself to the long haul.

When identifying your next generation of leaders, there are some qualities you should look for, and some you should avoid.

The blunt honesty typically associated with the old gray hairs is something that should be embraced by the younger generation.

By Phil Keil | Have a purpose and commit to mastery and excellence and you will find happiness both personally and professionally.

We’re not too late in achieving gender balance and equity in engineering, but to make it happen, a lot of work needs to be done.

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

There are plenty of tell-tale signs your AEC firm needs a set of third-party experts to help you achieve your goals.

In our industry, diversity and inclusion are dawning, so seize the day by incorporating an open mindset throughout your firm.

Your clients have definite ideas about what your firm is and isn’t, but if you don’t take the time to ask, you’ll never know what they’re thinking. Perception is reality. Do you know how clients...

In the early rush to make our names in the AEC business, we often overlook the basic building blocks for a great career. As a younger engineer, I occasionally spent time doing the wrong things....

A lot of people leave their jobs because they hate their bosses. They stay because the C-suite listens to what they have to say. The results of the Best Small and Medium Workplaces 2018 present...

When your firm hires a young person to fill a newly created position, make sure you give them the support they need to grow into their role. Starting a new job is intimidating. But starting...

Why be a Best Firm To Work For? The Best Firms to Work For (BFTWF) award recognizes top AEC firms in the US and Canada based on their workplace practices, employee benefits, employee retention rates,...

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

Director of Global Diversity at Perkins + Will, a 2,500-person architecture firm with offices across the world. By Richard Massey Managing Editor The Bronx, New York native Gabrielle Bullock has been the Director of Global...

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

President and CEO of CALYX Engineers + Consultants (Hot Firm #26 for 2018), a 224-person firm based in Raleigh, North Carolina. By Liisa Andreassen Correspondent As president and CEO of CALYX, recently acquired by NV5,...

Approximately 10,000 baby boomers will retire every day over the next decade. By 2030, millennials will comprise three-quarters of the U.S. workforce. A common blood sport at leadership team meetings these days begins with, “WHAT...

By Edward Friedrichs | In a time of polarization and crass tribalism, don’t forget the founding norms of respect and civility. It’ll be good for you, your firm, and your clients. 

CEO and founder of Sam Schwartz Consulting, LLC (Hot Firm #67 and Best Firm #49 Multidiscipline for 2018), a 130-person transportation planning firm based in New York City. By Liisa Andreassen Correspondent “Ownership transitions, especially...

President and CEO of Chen Moore & Associates (Best Firm Multidiscipline #26 and Hot Firm #88 for 2018), a 70-person firm based in Ft. Lauderdale, Florida. By Liisa Andreassen Correspondent “Even more important than a...

  The AEC industry is known for its inward-looking professionals. When it comes to marketing your firm to the outside world, that’s not a good thing. I’m sure everyone has heard the old joke: How...

Co-founder, president, and CEO of WSB (Hot Firm #34 for 2018), a 475-person full-service consulting and design firm based in Minneapolis. By Liisa Andreassen Correspondent “The best PMs create their own brand, supporters, and clients,”...

By Phil Keil | The development of high moral and ethical standards is the most important thing you can do as a leader, and it will transform your team for the good.

Come to the 2018 Hot Firm + A/E Industry Awards Conference in Dallas this September 20-21, and bring your colleagues with you! People are understandably reluctant to leave the office and their clients to attend...

CEO of FRCH, a Nelson Company (Hot Firm #41 for 2016), a global design firm based in Cincinnati. By Liisa Andreassen Correspondent “Everyone has access to the company’s financial information,” Tippmann says. “I believe this...

President of Long Engineering, Inc. (Hot Firm # 24 for 2017), a 90-person land surveying and civil engineering firm based in Atlanta, Georgia. By Liisa Andreassen Correspondent “Begin to identify internally if you have potential...

Co-founder and president of BHC Rhodes (Hot Firm # 15 for 2017), a 130-person civil engineering firm based in Overland Park, Kansas. By Liisa Andreassen Correspondent “Profit centers go against the dynamic of a team...

Banish profit centers in small to midsize firms. Focus on your people by letting each do what each is best qualified to do. An engineering, architecture or planning professional services firm can be very successful...

Finding and keeping good people is the number one problem AEC firms have today. And it will get worse if any of the predictions are true about the demand for talent and the lack of...

The confidential information memorandum will save you a lot of hassles when and if you want to sell your firm, so have one crafted. A confidential information memorandum, also referred to as the “deal book,”...

Architect Richard Cuebas is the co-founder and vice president of Integra Design Group, which has offices in San Juan, Santo Domingo, and Charlotte, NC. A native of Puerto Rico, Cuebas visited the island in the...

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

President and CEO of Stonebrooke Engineering (Best Firm Civil #41 for 2017), based in Burnsville, Minnesota. By Liisa Andreassen Correspondent “We have found that ‘growing’ our employees has been much more successful than bringing in...

Good old American ingenuity is what we need to save the planet, not a cumbersome set of rules and regulations. A great deal has been written, and there has been significant handwringing, about America backing...

There’s three big reasons why employees choose where they work, and a firm’s rationale for its very existence can tie them all together. The “why” of a company matters. I ask the question during strategic...

Global firm catapults to the top spot due to meteoric gains in revenue. Firm chairman and CEO Dickerson Wright says cross-selling services is key. By Liisa Andreassen Correspondent The 18th annual Hot Firm List by...

Every so often I have a number of disconnected thoughts for our readers, none of which merits all of my allotted space, but each of which could prove valuable. This is one of those weeks....

While the lure of them is understandable, there are probably better, more human ways of evaluating candidates before you hire them. Some people are enamored with personality tests. But despite their popularity in certain circles,...

When it comes to large projects that affect a lot of people, a multi-pronged communications effort is the best way to bring stakeholders together. When planning regional infrastructure projects, getting the right amount of engagement...

When your marketing people are not empowered to make big decisions, their great concepts often get parked in committees, where they die. Marketing is where the creativity is, right? Not always. Too many marketing departments...

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

Handle the difficult conversations by knowing who you are, learning about other people, and knowing what’s needed to win. This time he went too far. Milo, your senior engineer, will not budge on his code...

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”...

🍀 Happy St. Patrick's Day 🍀 It's Your Lucky Day to Save some Green! To celebrate all things GREEN, from the environment to cash, Zweig Group is having an Irish 🇮🇪 Flash | Save some...

While many of them might have flopped, you still have a chance to make the most important one a reality – ownership transition. Welcome to March! And congratulations on making it through all those resolutions!...

An internal market for the company’s stock, and a company culture of ‘just get it done’ are two key drivers of the firm’s success. By Dale D. Conger CobbFendley (Hot Firm #21 for 2016) was...

Research shows that a good onboarding program is the best way to keep the people you hire, and save a chunk of change on recruitment and training. The process of accepting a job seems much...

The winning percentage in the A/E industry is not that good, so it’s vital that you learn how to take a punch and get back up to fight again! You’ve probably heard the quotes about...

The decision to pursue an M&A growth strategy can benefit your firm, but it helps to know what you’re doing on the front end. At our annual Hot Firm and A/E Industry Awards Conference in...

“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...

Even minor changes in contract language can create major liability and insurance issues for design firms, so be aware of what’s out there and act accordingly. Today’s contracts involving design firms and owners, project managers...

Friendships are not only good for the soul, their good for business, so make as many of them as you can if you want your firm to prosper. Personal engagement with clients determines so much...

If a firm is to achieve something spectacular, its leaders have to have big hearts, and they have to galvanize the entire staff. One of the most rewarding things we do as consultants is guide...

How do you get a handle on billable hours and overhead without losing yourself in spreadsheets? Rely on the gut instincts of your department managers. I’m honored The Zweig Letter asked me to be a...

A few weeks ago, I wrote a short article about how important it is for firm owners to understand the value of their business. The point of the piece was to address the real threat...

While success and security are good things, they can also zap your energy, so find something new. Chances are, if you’re reading this, things have gone pretty well for you. The company is doing well...

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

Did you know? Marketing trends are discussed by only 40% of A/E firms during marketing meetings. Marketing departments are becoming increasinly responsible for tracking all marketing/sales related data. From 1997 until last year, the percentage...

Even proponents of ‘never say never’ will likely agree that these gaffes should never be committed. Though one of my favorite sayings is “never say never,” the fact is, if you work in an A/E...

Some insights for those planning to relocate or revamp their digs, because we just went through the process. We just moved into a new office space a couple weeks ago. It’s a big step up...

Conference confirms that when people like their jobs, the firm is usually more profitable; here are some things to consider. On September 3 and 4, I had the pleasure of being at our annual Hot...

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...

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

Great leaders know when to hold their tongues, take a step back, ask questions, and come to a better solution. Every day that goes by, the more convinced I am that our abilities to keep...

Don’t let the current market surge allow you to become too busy or lazy to effect needed changes, and don’t underestimate the time and resources this will require. ​Have you ever been at the controls...

Hot buttons, communication preferences, politics are just a few elements to know how – or how not – to address. It occurred to me the other day how crucial it is to really know your...

Show paints difference between risk-takers and everyone else. Mark Zweig shares some additional food for thought. Watching “Shark Tank” episodes back-to-back last night was a great case study in the differences between entrepreneurs and most...

A test of your staff’s commitment to you so you know what to fix. Architects and engineers are seeing increased activity in the marketplace and firms are hiring. This is not news to most of...

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...

Mark Zweig lists some things he has learned about the A/E/P and environmental business over three decades. The end of August marked 34 full years working in the A/E/P and environmental consulting business. I have...

And since they are, follow these eight tips to improve their effectiveness. What is a job posting? C’mon, think about it. It’s simply an advertisement. Aren’t you advertising an opening that you want to fill?...

The business is evolving faster than ever. Here are Mark Zweig’s eight steps for implementing change. I am convinced that both the world and the A/E/P and environmental business are changing at an accelerating pace....

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...

Press Release: September 26, 2011 FAYETTEVILLE, Ark. (September 26, 2011) – Attracting new business is a serious task, and who would be better for the job at architecture, engineering, planning and environmental consulting firms than...

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...

Press Release: July 22, 2011 FAYETTEVILLE, Ark. (July 22, 2011) –ZweigWhite has consolidated and branded its internal consulting team which manages mergers, acquisitions, valuations, and ownership transition under the new moniker, MAVALOT. Right now these...

By Tracey Jeffers Principal, Valuation Consulting ZweigWhite I recently worked on a valuation engagement for a project management firm involving minority shareholder value in a litigation. Besides the relevant financial data, one of the first...

Press Release: May 3, 2011 FAYETTEVILLE, Ark. (May 3, 2011) –New evidence points to a brightening mood among the leaders of design firms, with bonuses, raises and incentives now poised to make a comeback. A...

By Mark C. Zweig What does it really take to be an effective consultant? This is a question I am constantly being asked as well as asking myself. We are all in the consulting business....

1. Buy-Side Representation ZWEIGWHITE has been focused on business management services, research and information for architecture, engineering and environmental consulting firms since 1988. As such, we are uniquely qualified to find the right business(es) to...

Press Release: February 2 , 2011 FAYETTEVILLE, AR — Firms in the architecture, engineering, planning and environmental consulting sphere are joining the national chorus of opposition to a provision that would significantly boost tax-reporting requirements,...

Press Release: February 1 , 2011 FAYETTEVILLE, AR — Anyone who is—or wants to be—a leader in the architecture, engineering, planning and environmental-consulting fields will benefit from an MBA-style crash course offered by ZweigWhite experts...

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 written many times in the pages of The Zweig Letter about the importance of open book management (sharing the financials with everyone in the firm). It’s much more than a buzzword. It’s the...

I just saw a blurb in our ZweigWhite’s 2008 Marketing Survey of Architecture, Engineering, Planning & Environmental Consulting Firms that stated A/E and environmental firm’s number-one marketing strategy is “relationship building.” While most people in...

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

Architects, engineers, planners, and allied professionals by and large have a really hard time defining exactly who they want to sell their services to. The unfortunate truth is that most will sell their services to...

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

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...

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...

The design and construction industries have enjoyed an unprecedented period of growth and prosperity. We have had a few hiccups along the way, but for the most part, the last 15 years or so have...

I had a lengthy conversation the other day with someone who is currently in the throes of helping his company design a new incentive compensation plan. This fellow is a smart guy. He had done...

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...

As the fall air turns crisp and cool here in Northwest Arkansas, many folks’ thoughts turn to football, leaf raking, and the upcoming holiday season. Owners and managers of A/E/P and environmental consulting firms, however,...

Even though he’d only worked at Associated Consultants for about three weeks, Bob Smearhoff was sick and tired of his co-worker, Bruce McJerquartd. “That guy is an idiot,” Smearhoff found himself thinking at least a...

Like it or not, the world is rapidly becoming one. It won’t happen overnight, but it will happen. And the implications for architects, engineers, planners, and allied professions are significant. What it means, quite simply,...

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...

When it comes to keeping clients truly satisfied and coming back year after year for every service your firm provides, most A/E/P and environmental firms have a long way to go. Creating a genuine experience...

As most long-time readers of The Zweig Letter know, I can’t stand it when someone quotes the latest pop management book or article. The authors are always a little too smug in the universal applicability...

Regardless of your opinion of Bill Clinton (and I am sure, for the majority of A/E firm principals, it’s negative— as a group, you are 48% Republicans and only 17% Democrats!), you cannot deny one...

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

Last week, I took my oldest daughter Christy (she’s a high school junior) and one of her friends on a day of college tours. We went to three schools and took the guided tour at...

The fact of the matter is that design and environmental firms are not easy organizations to lead. Their cultures are fragmented. The people who work in them are all too smart, their egos too big,...

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

This is really getting to be the busy time of the year for the ZweigWhite consultants who help firms with business planning. And it’s good to see that many firms are refining their processes so...

When you look at architects, management consultants, bridge engineers, computer programmers, artists, or any other “professional” in the classic sense, there is always someone or some people who stand out as the thought leaders. They...

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....

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

Fred White, Claire Keerl, and I just got back from the 21st annual Inc 500 Conference at the Westin Rancho Mirage Resort in beautiful Palm Springs, California, held March 27th-29th. It has been a few...

Though it happens on occasion, rarely do I work with the top management of a design or environmental firm who will come right out and say, “We don’t want to grow.” Most at least pay...

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

In tough times like those we are in right now (and they could get a lot worse), it’s easy for people to lose perspective. Little problems get blown up beyond their importance. Fear takes over....

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...

“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....

Let’s face it. In business, as in life, things don’t always go the way you want. There will be problems that you can anticipate, and there will be problems that you never expected. Either way,...

I just got back from a College of Business Advisory Board meeting at my alma mater, Southern Illinois University in Carbondale, Illinois. Thanks to the State of Illinois, I got my BS and MBA degrees...

“These are the good old days,” as Carly Simon used to sing. I’m talking about the current period of prosperity for just about everyone in the A/E/P and environmental businesses. Firms are making record profits....

There’s a lot out there on management: books, articles, videotapes, newsletters, seminars, and more. Ditto for marketing. And negotiating. And project management. And leadership. There’s even a lot of stuff aimed exclusively at our audience—...

Do you know how many times a day I think this? I can’t count that high! Some of what we see and hear in our work with A/E/P and environmental consulting firms is truly amazing....

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...

One of the most interesting products we have put together is our new Fast-Growth Firm Survey, just released a couple weeks ago. It’s just fascinating when you look at the comparisons between A/E/P and environmental...

You want to know something that drives me crazy— right up the wall? It’s all of the darn committees that A/E/P and environmental firms keep creating for one reason after another. Most of the time...

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...

At the car wash this past weekend I saw a 1969 Barracuda with a 440-cubic engine. It was hot pink (a factory color) with what Chrysler used to refer to as a “six-pack” (that’s three,...

“Process marketing” is a term you’ll see a lot of in The Zweig Letter. Heck, we even have a supplemental, stand-alone Process Marketing Advisor devoted entirely to the subject! The reason is that process marketing...

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...

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

t seems to me the only way to really be successful is to be different from everyone else. Whether it’s your career or your firm we are talking about, it’s all the same. Yet many...

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%...

We just got back from the 15th Annual Inc. 500 Conference and Award Ceremony held in Philadelphia. Zweig White & Associates made it onto Inc. magazine’s list of 500 fastest-growing privately held firms for the...

I have long advocated the use of questionnaires as a marketing technique for A/E and environmental firms when they want to establish themselves as experts serving a particular client group. There really is something to...

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

I gave a talk last week at a meeting one of our clients had for all their market sector leaders. This is a successful company that we do quite a bit of work for, and...

Until the 69,000 firms who make up the A/E/P and environmental consulting industry wake up and start doing something different marketing-wise, we’re destined to remain a fragmented group of small firms owned by people who...

Fred White and I just returned from the 14th annual Inc. 500 Conference and Awards Ceremony, which was held this year at the Century Plaza Hotel in Los Angeles. The event is held to recognize...

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

I thought about a headline for this week’s treatise along the lines of “Second guessers, naysayers, and negative thinkers,” or “No more excuses,” or “Let’s cut the crap.” But I decided that none of these...

“Leadership development” for our industry too often translates into another boring all-day seminar on liability reduction, or a weekend retreat with a soft-spoken consultant who walks us through “team building” exercises. We say we want...

This is the time of year that many A/E/P and environmental consulting firms hold an annual management retreat. The larger a firm is, the more likely it is to have a retreat. Typically at these...

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...

If you talked with as many people in A/E/P and environmental consulting firms as I have over the years, you would soon discover that “office politics” is a dirty term in our industry. Engineers, architects,...

I’ve always been a student of human interaction. So when I hear someone say of another person in a derogatory tone, “That Wilson sure has a big ego,” I immediately ask myself “Who is this...