Align to attractive services and markets
Danger! Technology Disrupts AEC! Urgency, and Solution
If you’ve been in the AEC industry for a long while, you’ve probably seen a lot of change. I was a founding member of the Engineering Change Lab-USA. In 2017 we began to analyze opportunities and threats. We knew that no one could predict what was about to hit us. But we knew the industry…
Read MoreMy Conversation with Clayton Christensen on Business Metrics Mis-use
I was invited to a Harvard Business Review live-streamed seminar with Clayton Christensen, PhD on June 26, 2014. I selected an excerpt about Clayton’s view that business leaders must discard short term business metrics and go back to thinking long term to innovate successfully. Thank you to the late Clayton Christensen, PhD for his world…
Read MoreLeverage Disruptive Technology For Career and Business Growth
AEC firms are often slow to adopt new technology due to risk and cost. However, new technology drives new revenue streams if used to its full potential—and at enviable margins. Why is Disruptive Technology the kind that drives the most growth? Find out why Disruptive Technology and technological change is so hard for industry insiders.…
Read MoreDB: A/E Business Viability Risk or Sustainable Practice?
What has the A/E industry learned after 30 years of Design-Build and CM-at-Risk infrastructure projects? The industry has learned that owners love it. And, they have learned that it has stung many A/E firms. It is clear that the owners are the winners, not A/E firms. Must A/E firms continue to be the victim or…
Read MoreMaking Money Leads to Good Things
New projects are exciting and new business is necessary for survival. If you don’t take the time to scope the project and price it right, you’ll lose more than profit. Can your firm afford to lose its good reputation, be known for providing poor service and, thus, create low staff morale? Oh, by the way,…
Read MoreThe 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 MoreUse these steps to avoid CRM implementation failure
A strong Client Relationship Management program (CRM) can be a major asset for your organization’s revenue generation engine. But… effective CRM implementation is OFTEN TRICKY and more often than not, it fails. Time and money is lost and frustration and blame leads to misery. There is a right and wrong way to implement CRM. Very…
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 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…
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