Accelerate stock growth
Design-build risks– solutions to participate in the new generation of projects
Challenge Small and medium engineering and architectural firms are having a tough time in the alternative delivery market. At a recent conference of engineering consultants, small firms (less than 50 employees) identified this as a top three area of concern. They identified that they feel compelled to participate in the market and to agree to…
Read MoreFor best results don’t just learn, learn right
As a staff engineer on the cusp of securing my professional license, my employer gave me opportunities to support new business pursuits. While I happened to be successful on the first few, I don’t give myself the credit. I give the credit to the owners and senior managers of the firm who gave me the…
Read MoreCEOs and CFOs can endear their creditors by sharing their sales process
CRMs have been a tough sell for many professional services firms because they were seen as adding work. So, I often end up implementing a simplified system that mainly used the Opportunities tracking module. I think that the newer cloud based systems have overcome many objections and their use is finally starting to sink in.…
Read MoreTo broaden sales participation, the CEO must remove barriers
As a principal in charge of the largest division of a 130 person firm, a first step in implementing a highly efficient sales program was to make sure everyone knew the latest sales methods and spoke a common sales language. Since operations and finance managers were a potential barrier to broaden sales, all senior managers went…
Read MoreI am 95% billable and I generate business for my company
Many professional service firms’ CEOs and managers are convinced that time spent on overhead activities detracts from the revenue of the company by lowering billability. This is one of the largest misconceptions I have seen. In both my corporate experience and with clients I applied a technique that maintained high billability and generated sales, even…
Read MoreCreating change is a top-down imperative
Those who control person’s job status, salary and recognition within the firm have ultimate control. Does this mean a CEO can order change to occur? My observations are consistent with organizational behavior theory. The answer is no, at least in the professional environment where I spent over 35 years of my career. What I have…
Read MoreMeasure little steps while climbing a mountain. There are rewards along the way.
Long term and consistent revenue growth is central to a healthy business and career. Career growth can only occur if there is a place into which to grow. To be healthy long term, a company must retain quality staff. And staff won’t stick around if they cannot find a place in which to grow. How…
Read MoreCertainty blasts away career limits
You may be a CEO, or you may be a mid-level technical or business professional. Either way, to reach your goal with the certainty that you will be better off and happy, you first need to believe in the outcome of your decisions. Remember that certainty is built on belief. Olympic runner Roger Banister believed he could run a mile…
Read MoreLearning is not an “event”
Training, education, learning, knowledge, skills, or whatever you call it. If you are a marketing coordinator, a senior manager, principal or CEO, you seek more of this. And, you’d like to spend your time wisely. Perhaps you seek this to benefit your personal life, not just your professional life. But, often there is a disconnect…
Read More