8 Ways To Boost Profits
The Halo Effect: What is it and can I use it to power sales?
What Is It We Do That Has the Largest Impact on Business? Your employer’s reputation is based on what? Its website? A 2017 survey revealed that only 12.2% of AEC firms feel that its website has the most impact on business. As far as I am concerned, a website has very little impact on a…
Read MoreWhy you’re not meeting your clients’ needs
I am excited to offer you a free downloadable tool to keep your services positioned for high-demand and high-profit. See below for the link. Read to find out why this is so critical to your career and financial health. You created your business model back when your company was formed or when you took over as CEO. You…
Read MoreThree questions for successful client relationships
Want to build strong relationships with your clients from the beginning? One that ensures all their goals and issues are addressed effectively to set you both up for success? Then, client relationship management must be a top priority. This does not mean you “roll over” when pushed by a client. Of course, these are two…
Read MoreMeet market demand by accident and you are sure to fail
We’re all busy trying to bring in new business, service clients at the highest level possible and bill at high rates. Because this requires so much focus, strategic planning can take a back seat. If you tread water, living off what you learned earlier in your career, there are sharks who will eat you whole…
Read MoreWho Says Only Senior Managers Can Generate Sales?
Who brings in the business in your firm? Usually it is the senior managers. Think about how strong business would be if everyone– CEO, CFO, Project Manager, and junior Engineer/Architect/Scientist– also contributed. What do each of you have in common? Each of your livelihoods are impacted by your contribution to generating revenue. You are either billable…
Read MoreHow to turn on a dime, seize market opportunities and maximize profits
California’s historic drought is all over the news. You can’t escape it. And, for those people and businesses affected, it’s a tragedy. Like any natural disaster, there are industries, such as engineering and energy in this case, that can benefit from them. How can your firm make a much-needed difference and grow profits? When working…
Read MoreDesign-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 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…
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