tag:blogger.com,1999:blog-20046571217962449542024-03-14T10:19:17.237-04:00PSMJ Resources BlogAdvice and opinion from A/E business experts on how to run your design firm better.PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.comBlogger479125tag:blogger.com,1999:blog-2004657121796244954.post-37920801204408681662015-05-22T09:26:00.002-04:002015-05-22T09:42:43.801-04:00Will you be at Inbound 2015?Every year Hubspot hosts a conference called <b><a href="http://inbound.com/">Inbound</a></b> related to inbound marketing; a marketing strategy that hasn't hit the A/E/C field yet. They have 100's of the best speakers in the marketing from various industries come each year and give everyone the low-down on what they need to know to market your firm more effectively.<br />
<br />
<b>Who Should You Go See</b><br />
<i>Seth Godin</i> - He was the keynote in 2013 and is again in 2015. He not only talks about the technical side of marketing, he brings it to the level that many people forget; marketing is meant to have you connect with other customers, and your goal is to make your customers happy.<br />
<br />
This resonates perfectly in the A/E/C industry. Every firm needs to be delighting their customers so that they can get more new work through positive reviews and the ability to do positive case studies on your customers. You can then use these to showcase that your firm as one that delights people and cares about their clients. By doing simple things like taking the time to reach out as the project goes on or following up on how the customer likes the design or project you did for them, and making yourself seem human to them, will go a long way for customer satisfaction. Even if it isn't by phone or email is only takes a second to reach out to a client on Twitter or Facebook and if you did a great job satisfying them, it shouldn't be a problem getting them to vouch for you.<br />
<br />
Seth Godin did a great job getting this message across in 2013 and I'm sure he will do it again, as well as give us some other great ideas and strategies to improve our ability to make clients lives better.<br />
<br />
<i>Mike Volpe </i>- Mike Volpe is the CMO at Hubspot and always delivers great content on things you should be doing for marketing in his sessions. He does a great job explaining his ideas and he makes it seem very easy to implement everything he recommends.<br />
<br />
He had a session on analytics two years ago and it delivered great advice that we could use right away, We made huge improvements in know what we should be looking at in our analytics and how to report and track them. He gave simple metrics and made it easy to attribute numbers to different parts of the reports.<br />
<br />
<i>Alexis Ohanian</i> - He is a co-founder of Reddit, and I think a lot of people can learn from Reddit and how they got so popular. Reddit was able to provide people with what they want and that's why they keep going back.<br />
<br />
I have never seen Alexis speak but anyone who was as successful as he is in viral marketing is worth listening to and can potentially give you some great ideas on satisfying your customers and making it so that website is something your clients want to keep coming back to.<br />
<br />
Inbound this year will be in Boston. Sept 8-11, 2015<br />
<a href="http://www.inbound.com/inbound15/speakers">Click here</a> to view all the speakers for this year's conferencePSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-29007723521235575392014-08-21T10:23:00.000-04:002014-08-21T10:23:25.978-04:00On Becoming an Owner: What You Need to Know <div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Tahoma, sans-serif;">To be a successful owner in a design firm,
you must recognize at a minimum, four points:</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Tahoma, sans-serif;">1. </span></b><span style="font-family: Tahoma, sans-serif;">The informality you have
enjoyed with your coworkers will radically change as an owner. By necessity
your professional relationship with them will become more formal and business
like.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Tahoma, sans-serif;">2. </span></b><span style="font-family: Tahoma, sans-serif;">Your management and
leadership style influences the firm’s ability to attract and retain top
talent. While there are examples of successful firms with autocratic
(dictatorial) leadership, the trend is clearly toward a more participative
management style among the most successful firms. Young professionals will only
stay under the strong hand of a centralized, autocratic management style as
long as it is convenient to them. As soon as they reach a certain professional
and financial level, the most capable professionals will move to a more
acceptable leadership environment.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Tahoma, sans-serif;">3. </span></b><span style="font-family: Tahoma, sans-serif;">You must become a team
builder. The skills needed to build an effective team are substantially
different from those required to become proficient professional designers. Some
leaders have natural talent, but most have to work hard at it.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Tahoma, sans-serif;">4. </span></b><span style="font-family: Tahoma, sans-serif;">The key to achieving
success in any business is directly related to bringing in new work—new
clients. Whether or not you enjoy the marketing and sales aspects of business,
you must develop your ability to manage clients, establishing and maintaining
relationships with them built on trust and mutual respect. The one who “owns”
the client has the clout, every time.<o:p></o:p></span></div>
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-26861204906549224522014-08-20T12:44:00.000-04:002014-08-20T12:47:31.181-04:00THREE PROVEN IDEAS FOR REASSURING THE CLIENT<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Winning
the job does not mean the marketing of the firm and the team is over. In </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">fact,
the moment of highest anxiety for the client is right after they have hired you </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">for
the job. "Did we make the right choice? Will they deliver what they
promised, </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">or
what we thought they promised? Will we be able to get along with these people </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">for
the next two years?</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">Be
sure your project teams keep the following in mind:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "TimesNewRomanPS-BoldMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPS-BoldMT;">1. </span></b><span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">Clients always chose us for reasons other than what we
think. Debrief to find </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">out
what promises were actually bought.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "TimesNewRomanPS-BoldMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPS-BoldMT;">2. </span></b><span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">Communicate the results of the debriefing to the entire team
at the project </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">kick-off
meeting.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "TimesNewRomanPS-BoldMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPS-BoldMT;">3. </span></b><span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">Understanding the project goals is not enough. Be sure you
understand how </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">the
client will evaluate your performance.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">Right
from the start, give the client reassurances that they will be able to work </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt; line-height: 115%;">compatibly
with you during the process of delivery.</span></div>
<div class="MsoNormal">
<o:p></o:p></div>
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-84740991803792377732014-08-14T11:16:00.006-04:002014-08-14T11:20:22.823-04:00Are You on the Brink of a Bad Turnover?<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">According
to PSMJ research, at least in design firms, people don’t leave because of
money—only about 20% cite wages as a reason for leaving and about half that
give “workplace conflict” as their reason for quitting. The biggest cause?
Insufficient recognition coupled with limited advancement opportunities.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; mso-bidi-font-family: TimesNewRomanPSMT;">To
ascertain your level of vulnerability to bad turnover, take the following short </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">quiz.
It will increase your awareness of the factors that can erode employee </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">satisfaction
and lead to bad turnover.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<ul>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Are you in a competitive labor market
with lots of new job opportunities?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Does your firm have a strong
orientation program for new hires?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do you have a good mentoring program?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do you have good hiring practices that
ensure you hire the right people for </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">the
right job?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do your employees believe they are
effective in their jobs?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do employees believe they are wanted or
needed by the firm?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do your employees see a clear career
path and understand how to move </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">ahead
in the firm? Is the path to principal clearly understood?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Is compensation data readily available
to all staff so comparisons can be </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">easily
made?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Are your employees dissatisfied with
their pay?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Is your fringe benefits program
competitive?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do employees believe there is strong communication
between employees </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">and
principals?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do your employees respect the
management skills of their supervisors?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do employees believe they are being
taken advantage of or exploited?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Are employees given the training and
resources to complete assignments </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">successfully?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do you conduct regular, fair, and
timely performance appraisals?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do employees believe they are not being
informed of what is going on in </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">the
firm?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Do employees perceive that management
does not have a plan for the </span><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">future?</span></li>
<li><span style="font-family: TimesNewRomanPSMT, serif; font-size: 12pt;">Are employees asked to act in a manner
they believe is unethical?</span></li>
</ul>
</div>
<br />
<div class="MsoNormal">
<span style="font-family: "TimesNewRomanPSMT","serif"; font-size: 12.0pt; line-height: 115%; mso-bidi-font-family: TimesNewRomanPSMT;">Now talk
with your staff about the important issues the quiz raises.</span></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-90826164712177315582014-08-12T08:18:00.000-04:002014-08-12T08:18:02.612-04:00The Age-Old Question: Who Should be Involved in BD?<div class="WordSection1">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: 'Times New Roman', serif; font-size: 12pt;">The answer, according to PSMJ’s
salary survey, is almost everyone! From the Chairman of the Board to a junior
project manager, your people </span><i style="font-family: 'Times New Roman', serif; font-size: 12pt;">need</i><span style="font-family: 'Times New Roman', serif; font-size: 12pt;"> to
be involved. And who better to sell your firm and services than those who know
it best.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Here’s the breakdown of average
percent time spent on BD activities by personnel category, as reported in the <i>2013 PSMJ A/E Management Compensation
Benchmark Report</i>:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<table border="1" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; border: none; mso-border-alt: solid windowtext .5pt; mso-border-insideh: .5pt solid windowtext; mso-border-insidev: .5pt solid windowtext; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody>
<tr>
<td style="border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Position<o:p></o:p></span></b></div>
</td>
<td style="border-left: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Time
Allocated to BD Activities (%)<o:p></o:p></span></b></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Chairman of the Board<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">30<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Chief Executive Officer<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">29<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Executive Vice President<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">28<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Senior Vice President<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">26<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Other Principals<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">23<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Finance<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Controller<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">7<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Business Manager<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">13<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Administration<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">1<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Operations<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">18<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Quality Control<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">8<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Business Development<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">68<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Human Resources<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Director of Computer Operations<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">5<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Branch Office Manager<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">21<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Department Head<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">19<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Senior Project Manager<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">11<o:p></o:p></span></div>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 180.9pt;" valign="top" width="241">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Junior Project Manager<o:p></o:p></span></div>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 130.5pt;" valign="top" width="174">
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">7<o:p></o:p></span></div>
</td>
</tr>
</tbody></table>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Follow these tips to increase
participation from key people:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">*
Senior executives.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> Include them in the BD
accountability list. This list provides a reminder that, without clients, your
organization is nothing. And who knows the top echelon at your best clients’
organizations better than your senior executives?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">*
Director of operations.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> He or she
may enjoy the day-to-day in-house routine of running the office. Assign
specific BD responsibilities such as client sponsor roles to this individual.
Who else knows the full scope of services the operation can provide and war
stories to back it up?<o:p></o:p></span></div>
</div>
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;"><br clear="all" style="mso-break-type: section-break; page-break-before: always;" />
</span></b>
<br />
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">*
Junior project managers.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> When a
staff engineer gets promoted to any “project manager” role, be sure to sit down
with the new PM and clearly state your expectations related to business
development. And assign a good mentor (see article on page xx).<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">You have a wealth of BD assets. Take
every opportunity to involve your personnel at all levels!<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<br />
<div class="MsoNormal">
<br /></div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-29843648067462533542014-08-07T09:03:00.002-04:002014-08-07T09:04:21.608-04:005 Reasons Why You Need a BD Plan<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: 'Times New Roman', serif; font-size: 12pt;">Does your firm (or branch office)
have a Business Development Plan?</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">If so, does it really work? Is it
complete and functional? Do you point to it with pride as you interview
potential staff members? Does your Board of Directors consult your plan and use
it for benchmarking?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">If your answers to any of these
questions is a resounding “No,” then this issue is intended for you. And if
your answers are all an enthusiastic “Yes,” then this issue can give you a way
to consider an alternate way as you update your plan.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Your firm needs a robust BD plan for
many reasons:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">1.
A BD plan drives your entire business development program<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">2.
Developing the right business from the right clients drives your entire
business plan… and your success<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">3.
The BD plan allows you to benchmark your operation throughout the year, and
take corrective action where necessary<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">4.
The BD plan enables you to measure individual staff members’ success in
developing new and expanded business opportunities, and take corrective action
where necessary<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">5.
In firms with multiple offices, the BD plan provides a measure of continuity of
mission and approach among the offices<o:p></o:p></span></b></div>
<br />
<div class="MsoNormal">
<br /></div><!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-50448670696375992452014-08-05T09:30:00.003-04:002014-08-05T09:32:56.653-04:00What’s the Secret to Nailing the Interview Q&A?<div class="MsoNormal">
<a href="https://www.blogger.com/blogger.g?blogID=2004657121796244954" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"></a><i><span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">by David
Whitemyer, AIA</span></i></div>
<div class="MsoNormal">
<span style="font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">
<span style="color: red;"><br />
</span><span style="background: white;">What’s the secret to nailing the
questions during a project interview? Easy, ask your own questions.<o:p></o:p></span></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">A few months
ago a few colleagues and I were in Arkansas interviewing for a fairly large (at
least by our standards) project. We were among the two shortlisted firms who
had been invited to meet the selection committee. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">The firm we
were competing with was an established organization, nearly 50 years old, with
numerous projects overseas, shelves of national accolades and awards, and dozens
of employees. Our firm was just two years old, very small, and had only a few
projects under the belt of the company name.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">Our strength
at the interview was in knowing that we were long shots. In putting together
our slide presentation, and knowing that there would be time for Q&A at the
end, we decided to include pre-prepared questions in our presentation. We began
the Q&A period by saying to the selection committee, “If we were you, these
are the question we would be asking us.”<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">We focused
the questions on our appeared inefficiencies and youth, and the clear fact that
we were not the safe choice; and we turned them into strong positives. It paid
off, and we were unanimously selected for the project.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">Try it
during your next interview. Here is a list of some suggested questions to
include in your presentation (in no particular order), written as read by the
interviewers.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">1. Specifically, why
should we pick your firm instead of the other(s)?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">2. Do you have any
inefficiency associated with performing our project? And if so, how will you
overcome it?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">3. Why, personally,
are you interested in our project, other than just wanting the work?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">4. What challenges do
you foresee in our project? What worries you most about it?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">5. Is our schedule
realistic? If not, how do you recommend that we change it?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">6. Will we be dealing
with the team here today for the life of the project?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">7. When we call your
references, what are they going to tell us?<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<br /></div>
<div class="MsoNormal" style="margin-left: .25in; text-indent: -.25in;">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">8. What’s stronger in
your firm, technical abilities or communication and management skills?<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">Prepare your
responses, but don’t create a script for them. You want the Q&A to be
honest, candid, and conversational. Not all of these will be applicable to your
situation, but you’ll get the idea. Tailor them for your own unique culture,
projects, and firm structure.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<i><span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">David Whitemyer, AIA, is a Contributing Editor at
PSMJ Resources, Inc., a licensed architect, and project manager at a
Boston-area design firm. He can be reached a</span></i><span style="background: white; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.5pt; mso-bidi-theme-font: minor-bidi;">t</span><span style="font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-bidi-theme-font: minor-bidi;"> </span><a href="mailto:dwhitemyer@psmj.com"><span style="color: windowtext; font-family: "Arial","sans-serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-bidi-theme-font: minor-bidi; text-decoration: none; text-underline: none;">dwhitemyer@psmj.com</span></a><i><span style="font-family: "Times","serif"; font-size: 11.0pt; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 10.0pt; mso-bidi-theme-font: minor-bidi;"><o:p></o:p></span></i></div>
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
<br /></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-53153770325084159052014-07-31T12:00:00.002-04:002014-07-31T12:05:44.888-04:00Conflict Strategies: For Better and For Worse<div class="MsoNormal">
<span style="font-family: Cambria, serif;">Conflict
is a natural result of diversity and people willing to stand up for their </span><span style="font-family: Cambria, serif;">own
ideas. How conflict is handled can turn a differing point of view into either a </span><span style="font-family: Cambria, serif;">productive
tool or a festering problem. Dealing with conflict effectively is a high </span><span style="font-family: Cambria, serif;">art
and a valuable skill.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">As a
manager or coach, a supervisor or team member, the ability to handle </span><span style="font-family: Cambria, serif;">conflict—both
internal and external—is essential to effective job performance. </span><span style="font-family: Cambria, serif;">Conflict
resolution skills are learnable. Once your firm leaders have them in their </span><span style="font-family: Cambria, serif;">repertoire
and teach them to other key players, conflict becomes a manageable </span><span style="font-family: Cambria, serif;">behavior.</span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">Several
effective ways to handle conflict are to:<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Neutralize it – Restate what is said so that each side can hear the other </span><span style="font-family: Cambria, serif;">without
feeling accused or offended.</span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Reframe it – Define which areas of discord will be the focus of the conflict </span><span style="font-family: Cambria, serif;">resolution process.</span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">• Add
to, or subtract from, what the disputants describe in their original </span><span style="font-family: Cambria, serif;">positions.</span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">Steps in handling conflict involve:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Plan your session(s) in advance exactly as you would a team meeting.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Gain commitment from the people in the dispute to make an effort to </span><span style="font-family: Cambria, serif;">solve
the problem together.</span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Build trust and cooperation.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Allow venting of strong emotions before bringing the people together.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">•
Accept and legitimize emotions.</span></div>
<div class="MsoNormal">
<span style="font-family: Cambria, serif;">• Build small agreements.</span><span style="font-family: "Cambria","serif"; mso-ascii-theme-font: major-latin; mso-hansi-theme-font: major-latin;"><o:p></o:p></span></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-43412500111578211412014-07-29T08:28:00.003-04:002014-07-29T08:28:38.238-04:00Expand Your Definition of “Network”<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: 'Times New Roman', serif; font-size: 12pt;">What do you consider to be the
members of your network? Most of us would include the following:</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* Existing clients<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* Prospective clients in those areas
we plan to focus on<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* Trade and professional
associations, national committees, and other groups that are populated by those
in the first two groups<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Often, that is the extent of our
network, and we happily sit in marketing meetings and other venues and refer to
this list as the end-all of lists.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Let me suggest that you expand your
network to include the following categories (for the reasons elucidated):<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* <b>Competitors.</b> They may be competitors today but teaming partners
tomorrow. And who knows the ins and outs of working with a client better than
those who have worked with the client before.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* <b>Equipment vendors.</b> Vendors of equipment and supplies often see the
raw, real-life, in-your-face behavior of entities. Lots of times you can learn
more about clients or prospects from vendors than from hours of direct client contact.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* <b>Laboratories.</b> Often the labs that provide analytical services have
a unique perspective on client relationships.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* <b>University professors.</b> Many times active research faculty have
ongoing relationships with your prospective clients and can provide you with
unique perspectives on who the real decision-makers are and how they think.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">* <b>Others who may influence clients, either directly or indirectly.</b>
For example, the local sewer authority may have a different perspective on an
industrial discharger than you will get from any other source.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">And now the question: How do you get
access to these potential contacts? The answer: attend and become active in
local associations. Everyone attends these events, from the client himself to
the equipment vendor to the local lab. Go, wear your name tag, meet people
(network!) and learn. Then apply what you learn to making your own network more
efficient and effective. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<b><span style="font-family: "Times New Roman","serif"; font-size: 16.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-bidi-language: AR-SA; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-US;"><br clear="all" style="mso-special-character: line-break; page-break-before: always;" />
</span></b>
<br />
<div class="MsoNormal">
<br /></div>
<br />
<div class="MsoNormal">
<br /></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-14403640683759241632014-07-24T11:54:00.002-04:002014-07-24T11:55:10.700-04:00How to Measure the Effectiveness of Full-Time Salespeople<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<i><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-bidi-font-weight: bold; mso-fareast-font-family: Georgia;">by David Burstein, P.E.<o:p></o:p></span></i></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Georgia;">Account executives, account reps, BD reps.
Regardless of what you call them, they are essentially full-time
salespeople—and they’re very expensive. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Georgia;">How expensive? When you add up their
salary, fringe benefits, admin support, travel costs and—most costly of all—the
time of your technical people to write the proposals for the leads they find,
it totals around $300,000 per year or more. If your firm’s average profits are
10 percent of gross revenue, that means each salesperson must find leads that
generate $3 million per year—just to pay their additional overhead costs. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;">But can a full-time salesperson realistically
bring in over $3 million per year in additional work? In very large firms, the
answer is definitely yes. But in medium-size firms, the projects generally
aren’t large enough to accomplish that goal. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;">Want a better way to measure the effectiveness
of full-time salespeople? Base the success of these professionals on their
ability to:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;">1.
Identify and hook strategic clients.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;"> Each
year, have each salesperson develop a list of “strategic clients” to pursue.
Strategic clients should have a lifetime value of several million dollars or
more. Measure success based on how many of these strategic clients he/she
brings in—regardless of the value of the initial assignment. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;">2.
Maintain the relationships.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;"> Salespeople should
actively work to maintain their relationships with those strategic clients and
be on the lookout for additional sales opportunities. Their success can be
measured by dollars of sales booked during the year. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<br />
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt; mso-fareast-font-family: Calibri;">This way, each salesperson has two measurable
goals—how many new strategic clients they land and how much additional sales
are secured from strategic clients secured in previous years.<o:p></o:p></span></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-37605786156824146892014-07-22T09:48:00.001-04:002014-07-22T09:50:02.631-04:005 Tips to Cut Your BD Costs and Improve Your Program<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Does it seem too good to be true?
Can you actually cut your BD costs and improve your BD program at the same
time? Yes! Consider these five tips:<span style="font-size: small;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b>1.</b> <b>Attend conferences
at which you will speak or moderate a session.</b> Often the registration fees
are reduced (or waived) for speakers or session moderators. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b>2.</b> <b>Make decisions about
conference attendance and exhibit opportunities early.</b> We have seen
registration fees and exhibitor fees almost double after the “early bird”
registration period passes.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b>3.</b> <b>Plan conference
dinner opportunities with clients and prospects early.</b> Get the most out of
your time away from the office with those important people who are there and
also away from their offices. You won’t spend that much more than you will for
a dinner with your colleagues, but the return can be tremendous.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b>4.</b> <b>Standardize so you
can customize on proposal write-ups.</b> This may seem a contradiction of
terms, but there is always a certain amount of boilerplate. For example, most
resumes don’t change in the descriptions of the staff member’s college degrees
or professional registrations. What does always change is the exact role in the
project being proposed. So standardize the unchanging parts of the resume and
leave a block open for focusing on the individual’s role in the proposed
project. Then spend important time customizing where it counts.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b>5.</b> <b>Focus on making
quantum improvement in one aspect of the program at a time.</b> Don’t spread
yourself too thin. For example, if your general intro to your firm in your
standard presentation is getting too long, spend quality time redoing that
portion. Then make sure your staff knows that the improvement has been made. By
making sizable improvements, you focus more energy and achieve better results
with less expenditure of funds. <o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: 150%;">
<br /></div>
<br />
<div class="MsoNormal">
<br /></div><!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-7764769292382139132014-07-17T10:27:00.002-04:002014-07-17T10:27:14.695-04:009 Secrets to Holding Ineffective Meetings<div style="background: white; margin-bottom: 9.0pt; margin-left: 0in; margin-right: 0in; margin-top: 0in; mso-line-height-alt: 13.5pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 13.5pt;">Good meetings are
organized, well facilitated, and have a clear, preconceived purpose. But if
you’re interested in </span><a href="https://www.blogger.com/null" name="_GoBack" style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 13.5pt;"></a><span style="font-family: Arial, sans-serif; font-size: 10pt; line-height: 13.5pt;">holding ineffective meetings with
your internal team or client group, below are nine, easy-to-follow, proven
guidelines that should be practiced at every project gathering.</span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">1. Hold frequent
meetings, even if unnecessary. Everyone enjoys spending their days sitting in
meetings, particularly when there is nothing to discuss. Principals like to
know that their staff is being kept from productive work.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">2. Don’t prepare an
agenda. Agendas outline limited expectations and discourage participants from
going off on tangents. Meetings should allow anyone to discuss anything that
pops into their head.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">3. Don’t have clear
objectives. Everyone loves surprises! Be sure not to inform anyone ahead of
time what the<br />
purpose or agenda items are. This way, they won’t have an opportunity to think
about things ahead of time or come prepared.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">4. Start meetings about
ten minutes late. By not starting at the scheduled time, you reward those who
are late, and you provide break time to those who arrived promptly.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">5. Encourage
participants to arrive late. You don’t want your team to think that you take
these meetings too seriously. Develop a precedent where attendees can arrive
when convenient, and can come and go as they please.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">6. Allow everyone to
talk at once. Nobody likes a control freak, so rather than taking the lead and
being the meeting facilitator, sit quietly in your chair while everyone engages
in directionless banter.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">7. Schedule meetings for
late in the day. People are at their most energetic and productive near the end
of the work day, right before they start thinking about heading home or having
dinner.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">8. Don’t take notes or
record decisions. No one reads meeting minutes anyway, so why waste your time
recording decisions and distributing notes. Instead, just try to memorize
everything, and hope that others are doing the same.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">9. Assign action items
to groups rather than individuals. By tagging action items to a group of people
– or not at all – no one can be held personally accountable when tasks aren’t
completed on schedule or performed to a high quality.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9.0pt; vertical-align: baseline;">
<span style="font-family: Arial, sans-serif; font-size: 10pt;">It might be helpful to
print this list and hang it in your company’s conference room. Distribute the
list at your next meeting, to get everyone on board.<o:p></o:p></span></div>
<br />
<div class="MsoNormal">
<br /></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-75940068853937721582014-07-15T09:22:00.000-04:002014-07-15T09:22:22.149-04:00PSMJ Resources, Inc. Announces 2014 Circle of Excellence<div style="text-align: -webkit-center;">
<div align="center" class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif; font-size: 10pt;">PSMJ's exclusive Circle of
Excellence highlights firms that demonstrate outstanding</span></div>
<div align="center" class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">achievement in the A/E industry</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: .0001pt; margin-bottom: 0in; vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><i><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">July 9, 2014 (Newton, MA) </span></i></b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">-</span><span style="font-size: 10pt;"> </span><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">PSMJ Resources, Inc., the premier management consulting firm for
the architecture, engineering, and construction industries, announces members
of the <b>2014 Circle of Excellence</b>. Sixty-three exceptional firms
made it onto the exclusive list this year.<br /></span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">PSMJ's <b>Circle of Excellence</b> is
designed to highlight firms that are successfully managed, based on 13 key
performance metrics that demonstrate outstanding achievements in
profitability, </span><span style="font-size: 10pt;">staff growth, cash flow,
productivity, business development, overhead management and turnover. The</span><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Circle of Excellence</span></b><span style="font-size: 10pt;"> represents the top 20% of participants in
PSMJ's annual </span><b><i><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">A/E Financial Performance Benchmark Survey</span></i></b><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;"> </span></b><span style="font-size: 10pt;">.<br /><br /><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 12.25pt; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">"Year after year, the diversity of these
firms continues to prove that success isn't necessarily defined by the size of
a firm, their practice area, geographic location, or even the markets they
serve, but instead by a strong commitment to solid business practices,"
says Kate Allen, P.E., Director of PSMJ's A/E/C Industry Surveys. "Our
passion may be our practice, but top-notch business practices are critical for
sustainability."<br /></span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">PSMJ Resources, Inc. </span></b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">announces the following firms
as members of the</span><span style="font-size: 10pt;"> </span><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">2014 Circle of Excellence</span></b><span style="font-size: 10pt;"> :<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="background: white; border-collapse: collapse; mso-padding-alt: 0in 0in 0in 0in; mso-yfti-tbllook: 1184;">
<tbody>
<tr style="height: 12.25pt; mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">360 Architecture Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Klohn Crippen Berger Ltd.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 1;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">ADF Engineering, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">KSS Architects LLP</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 2;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Aillet, Fenner, Jolly & McClelland, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Levi + Wong Design Associates</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 3;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">American Engineers Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">LMN Architects</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 4;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Axiom Engineers, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Looney Ricks Kiss</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 5;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Belli Architectural Group Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">M+H Architects</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 6;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Bluestone Engineering</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">MKSK</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 7;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-size: 10pt;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">Brown
Engineers, LLC<o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Moore Engineering, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 8;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">BWBR</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Niles Bolton Associates, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 9;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Carpenter Marty Transportation</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Pape-Dawson Engineers, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 10;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Challenger Geomatics Ltd.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Partners in Design Architects</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 11;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Commonwealth Associates, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Penfield & Smith Engineers, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 12;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">CTA Architects P.C.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Phillips + Bacon Consulting Engineers</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 13;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 182.25pt;" valign="bottom" width="243">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">DGR Engineering</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Praxis3</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 14;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Enterprise Engineering, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Prein&Newhof</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 15;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Felsburg, Holt, & Ullevig, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Ready Engineering Corporation</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 16;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Fleming Engineering, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Robinson Consultants Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 17;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">GEC Architecture</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Rodgers Consulting Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 18;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Graham & Hyde Architects, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Ryan Group Architects</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 19;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Great West Engineering, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">S & F Engineers, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 20;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Greeley and Hansen</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Schmidt Design Group, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 21;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Hart & Hickman, PC</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">SPEC Services, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 22;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Hope-Amundson, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Studio Meng Strazzara</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 23;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Hoyle, Tanner & Associates, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Tom Green & Company Engineers, Inc. </span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 4.0pt; mso-yfti-irow: 24;">
<td style="background: transparent; height: 4.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">HVJ Associates, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 4.0pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Vertical Arts Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 25;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">INSIGHT Structures</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">WB Engineers+Consultants</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 26;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Johnson Braund, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Weber Thompson</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 27;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Kimley-Horn and Associates, Inc.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">WMA Architects/Planners Inc. </span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 28;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">KL&A Inc. Structural Engineers and Builders</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">Wright-Pierce</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
<tr style="height: 12.25pt; mso-yfti-irow: 29; mso-yfti-lastrow: yes;">
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 243.9pt;" valign="bottom" width="325">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">KLJ</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
<td style="background: transparent; height: 12.25pt; padding: 0in 5.4pt 0in 5.4pt; width: 234.9pt;" valign="bottom" width="313">
<div class="MsoNormal" style="margin-bottom: 0.0001pt; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">ZFA STRUCTURAL ENGINEERS</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
</td>
</tr>
</tbody></table>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><i><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">The firms listed above have agreed to have
their names published in association with PSMJ's Circle of Excellence. Firm
names are listed in alphabetical order.<br /></span></i><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">"The firms recognized in the <b>Circle
of Excellence</b> set the bar for outstanding business results
confirming that success, in any economy, is possible," says Allen.
"Some firms have been in this prestigious group year after year!"<br /></span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">These firms exemplify both the basic and most
innovative best practices in the business. <b>PSMJ's A/E/C Industry Summit</b> will
bring together some of the industry's top leaders and most successful firms to
share their experiences and honor this year's <b>Circle of Excellence</b> members.
Located at the Omni ChampionsGate Hotel in Orlando on December 3-5, 2014, this
year's cutting-edge conference focuses on <b>Pushing the Limits</b>,
covering timely topics from commoditization and international business to
client loyalty and brand marketing.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;"><br />With data from 311 A/E firms across the United
States and Canada, the <b><i>2014 PSMJ A/E Financial Performance Benchmark
Survey Report</i> </b>is the go-to industry resource for firms wanting to
increase cash flow, lower overhead, and improve overall financial results. Now
in its 34th edition, the comprehensive report provides the most valuable
research and insight available for making critical decisions that impact the
success of a firm.</span><span style="font-size: 10pt;"><o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 0.0001pt; text-align: left; vertical-align: baseline;">
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;"><br />About PSMJ: </span></b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">For 40 years,</span><span style="font-size: 10pt;"> </span><b><span style="border: 1pt none windowtext; font-family: inherit, serif; font-size: 10pt; padding: 0in;">PSMJ Resources, Inc.</span></b><span style="font-size: 10pt;"> has been recognized as the world's leading
authority, publisher, and consultant on the effective management of
architecture, engineering, and construction firms. With offices in the United
States as well as the United Kingdom and Australia, PSMJ offers over 150 titles
in book, audio, and video format. In addition, the company publishes several
monthly periodicals and delivers dozens of seminars, roundtables, conferences,
webinars, and in-house training sessions every year for A/E professionals
around the world. PSMJ's sought-after consulting expertise covers a range of
critical business areas such as strategic planning, project management,
valuation, succession planning, and mergers & acquisitions. <o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9pt; text-align: left; vertical-align: baseline;">
<span style="font-size: 10pt;"><span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;">For additional
information please contact:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: 9pt; text-align: left; vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="background: white; line-height: 13.5pt; margin-bottom: .0001pt; margin-bottom: 0in; vertical-align: baseline;">
</div>
<div style="text-align: left;">
<span style="font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif; font-size: 10pt; line-height: 13.5pt;">Gregory Hart</span></div>
<span style="font-size: 10pt;"><div style="text-align: left;">
<span style="font-family: 'Helvetica Neue', Arial, Helvetica, sans-serif; font-size: 10pt; line-height: 13.5pt;">PSMJ Resources, Inc.</span></div>
<span style="font-family: Helvetica Neue, Arial, Helvetica, sans-serif;"><div style="text-align: left;">
<span style="font-size: 10pt; line-height: 13.5pt;">10 Midland Avenue</span></div>
<div style="text-align: left;">
<span style="font-size: 10pt; line-height: 13.5pt;">Newton, MA</span></div>
<div style="text-align: left;">
<span style="font-size: 10pt; line-height: 13.5pt;">02458</span></div>
<div style="text-align: left;">
<span style="font-size: 10pt; line-height: 13.5pt;">617-965-0055</span></div>
<div style="text-align: left;">
<a href="http://www.psmj.com/"></a><a href="http://www.psmj.com/" style="font-size: 10pt; line-height: 13.5pt;"><span style="border: 1pt none windowtext; padding: 0in; text-decoration: none;">www.psmj.com</span></a></div>
<o:p></o:p></span></span><br />
<div class="MsoNormal" style="text-align: left;">
<br /></div>
</div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-19773845878286707842014-07-10T10:21:00.001-04:002014-07-10T10:23:58.968-04:00Identify Your Business Development Champions<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: 'Times New Roman', serif; font-size: 11.5pt;">The Business Development resource
that you depend on the most is:</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">a) Our firm’s BD Plan, because
without it, we don’t have direction<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">b) Our existing client base, because
PSMJ survey data show that 80 percent of our work comes from these valued
clients<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">c) Our BD director, because he helps
us win the large multi-year contracts<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">d) None of the above<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">The answer? None of the above. Why? Your best resource is
the group of people in your firm who “get it” when it comes to BD.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">Who
are these people? </span></b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">They include your:<b><o:p></o:p></b></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Staff members who crave meetings
and other interaction with clients <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Receptionist <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Client-friendly project managers<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Most senior principal who
maintains the most extensive client “rolodex” in your office<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">What
do they do that makes them stand out?</span></b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">
For example, they:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* <b>Plan to attend conferences frequently,</b> but the technical knowledge
they will gain is only a part of why they go.
<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* <b>Assess which clients (or targets) will be there,</b> who will be presenting
papers, who will be chairing a technical session, and who will be
exhibiting—all before signing up.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* <b>Plan (and confirm!) dinners with clients</b> and prospects <i>before</i> the conference. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* <b>Know that your business runs on profit.</b> (And to make a profit, you have to have a
constant stream of work, preferably from high-quality clients who value your
services and your people.) <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* <b>Maintain a “wish list” of future prospects,</b> while working hard to
maintain existing relationships and to take budding ones to the next level.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">How
do you identify and nurture them? <o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">There is, unfortunately, no simple
answer. But you should consider these
two steps:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">1.
Watch how staff members conduct business on a day-to-day basis</span></b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">. How they:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Plan conference attendance. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Interact with existing
clients. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Select strategic targets and
nurture the relationships. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Solve the problem a client is
facing with the firm, and strengthen the relationship<b><o:p></o:p></b></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">2.
Watch for success.</span></b><span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";"> Look for people who:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Consistently have clients who want
to work with them. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Always seem to have more work than
they (or their department) can perform. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: "Times New Roman","serif"; font-size: 11.5pt; mso-fareast-font-family: "Times New Roman";">* Will delegate tasks but retain
overall responsibility (because they do not want to disappoint a key client
with a single deliverable that does not meet expectations!) <o:p></o:p></span></div>
<br />
<div class="MsoNormal">
<br /></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-62579706602775569202014-07-08T11:51:00.000-04:002014-07-08T11:52:24.569-04:00A Formula for Success…or Failure?<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
By Greg Hart</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
PSMJ’s latest A/E Pulse poll shows that more than 1/3 of A/E
firms (a full 39%) use a formula to determine their stock price. A
‘formula’ can defined as some sort of mathematical equation to calculate the
value at a given point in time. Over the years, I’ve seen it all when it
comes to valuation formulas…from the real basic and simple ones to the
extremely complex ones. Some yield a value that is quite close to the
actual fair market value of the stock and some are just way off. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
If you are using a formula to set your stock price, here are
some tips to make sure that it is behaving as it should be:</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>1. Keep it simple.</b> A valuation formula
should be easy to calculate and difficult to manipulate. Don’t start
trying to factor in external things like consumer price indices or other
economic metrics. Of course, there are external economic and market factors
that can raise and lower valuations across the board over time. But, I’ve
yet to see a formula that can accurately capture this. Focus on simple
metrics like revenue, earnings, and balance sheet strength in your
formula. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>2. Give it a check.</b> To my point above about
external economic and market factors, no valuation formula should go unchecked
for more than three or four years. The A/E industry is heavily exposed to
boom and bust cycles. Benchmarking your valuation formula with an outside
professional valuation every few years will confirm whether the formula is
still yielding reasonable results or if it needs to be recalibrated.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b>3. Know the basis.</b> The actual value of an
A/E firm’s equity is highly dependent on the purpose of a valuation.
Generally speaking, an internal share transfer valuation will almost always be
significantly lower than an external sale valuation. Know exactly which
basis of value your formula is designed for and use it only for that purpose.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
One parting point of note. The A/E Pulse data also
shows that 19% of the firms surveyed are setting their stock price at book
value. I’m out of space here, but I certainly want to point out some pros
and cons of this approach in a future article. As a quick teaser, I’ll
just point out that book value is a metric that is fairly easy to
calculate. But, the downside is that it can grossly undervalue a design
firm. More to come on that topic!</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<!--[if gte vml 1]><v:shapetype id="_x0000_t75" coordsize="21600,21600"
o:spt="75" o:preferrelative="t" path="m@4@5l@4@11@9@11@9@5xe" filled="f"
stroked="f">
<v:stroke joinstyle="miter"/>
<v:formulas>
<v:f eqn="if lineDrawn pixelLineWidth 0"/>
<v:f eqn="sum @0 1 0"/>
<v:f eqn="sum 0 0 @1"/>
<v:f eqn="prod @2 1 2"/>
<v:f eqn="prod @3 21600 pixelWidth"/>
<v:f eqn="prod @3 21600 pixelHeight"/>
<v:f eqn="sum @0 0 1"/>
<v:f eqn="prod @6 1 2"/>
<v:f eqn="prod @7 21600 pixelWidth"/>
<v:f eqn="sum @8 21600 0"/>
<v:f eqn="prod @7 21600 pixelHeight"/>
<v:f eqn="sum @10 21600 0"/>
</v:formulas>
<v:path o:extrusionok="f" gradientshapeok="t" o:connecttype="rect"/>
<o:lock v:ext="edit" aspectratio="t"/>
</v:shapetype><v:shape id="Picture_x0020_1" o:spid="_x0000_s1026" type="#_x0000_t75"
style='position:absolute;margin-left:2.65pt;margin-top:-14.4pt;width:468pt;
height:400.65pt;z-index:1;visibility:visible;mso-wrap-style:square;
mso-wrap-distance-left:9pt;mso-wrap-distance-top:0;mso-wrap-distance-right:9pt;
mso-wrap-distance-bottom:0;mso-position-horizontal:absolute;
mso-position-horizontal-relative:text;mso-position-vertical:absolute;
mso-position-vertical-relative:text'>
<v:imagedata src="file:///C:\Users\LWarns\AppData\Local\Temp\msohtmlclip1\01\clip_image001.jpg"
o:title="April Pulse poll results"/>
</v:shape><![endif]--><!--[if !vml]--><span style="mso-ignore: vglayout; position: relative; z-index: 1;"></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh2IISUqqbHx3YbUKcKBcQ-dgdqhRaSsyoW3HmxvtS5xE92qCI7zf8L7QYvPI-Sg6KB-4p5cfU8bxW1vCdbCLWEfZaLDGL3JgmZejhLhotCjVB1hjMBGGfSYMIVFcoiLhFfYfU-ysz7TsKe/s1600/zzzz.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh2IISUqqbHx3YbUKcKBcQ-dgdqhRaSsyoW3HmxvtS5xE92qCI7zf8L7QYvPI-Sg6KB-4p5cfU8bxW1vCdbCLWEfZaLDGL3JgmZejhLhotCjVB1hjMBGGfSYMIVFcoiLhFfYfU-ysz7TsKe/s1600/zzzz.jpg" height="341" width="400" /></a></div>
<br />
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->
<br />
<div class="MsoNormal">
<br /></div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-64009132056633616672014-07-01T08:22:00.001-04:002014-07-01T08:37:55.573-04:00Looking to Go Global? Here’s HowHow are some firms able to move into foreign markets? The firms that are successful in pursuing
international grants have developed a strategy. Their strategies include: Analyzing how funds are broken down for type of project, size of project, and project finance
terms; Determining which consultants have been selected in the past and why; Finding out who the developers and other financial partners were, if applicable; and Establishing what preliminary studies have been done, as well as what studies are in the
pipeline. <br />
<br />
The strategies can be broken down into seven stages:<br />
<br />
<b>Stage One:</b> <i>Access the firm’s capabilities and its purpose for pursuing international opportunities. </i><br />
Evaluate the resources and capabilities of the firm as well as the needs and corporate growth
strategy to develop an international market entry strategy.
<br />
<br />
<b>Stage Two: </b> <i>Gather market intelligence and project sources. </i><br />
United States firms have found that publicly funded or publicly guaranteed international projects
provide better assurance of being paid on time in accordance with the signed contract. Use these
resources to track opportunities and gather information on country intelligence.<br />
<br />
<b>Stage Three:</b> <i>Nurture relationships with international public/private officials who are visiting the United States. </i><br />
Delegations from foreign countries frequently visit the United States to study U.S. facilities and
receive training. Hosting these delegations is often a cost-effective way for firms to develop key
international relationships.<br />
<br />
<b>Stage Four: </b> <i>Identify project opportunities and gauge project viability. </i><br />
International project opportunities can be tracked through different trade and multilateral agencies. Often pre-feasibility and feasibility studies are available that assess the economic, financial, and
technical viability of potential projects in the international arena.<br />
<br />
<b>Stage Five: </b><i>Acquire in-country business guidance. </i><br />
The U.S. Commercial Services department and the U.S. Agency for International Development are
two excellent sources for overseas contacts and market intelligence.<br />
<br />
<b>Stage Six:</b> <i>Nurture relationships with international public officials overseas. </i><br />
As a firm targets a country, it becomes more appropriate to visit the country and develop
relationships with overseas public and private sector officials.<br />
<br />
<b>Stage Seven:</b> <i> Influence project outcomes.</i><br />
U.S. firms face stiff competition from the Japanese and the Europeans when procuring projects
overseas. Project follow-up through direct contacts or foreign ambassadors shows a firm’s interest
and commitment to the project outcome.<br />
<br />
The international market offers a new frontier for U.S. firms, and with planned and developed
strategies, the risks can be very rewarding and profitable.
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-34039387460605672512014-06-26T10:12:00.002-04:002014-06-27T11:15:13.899-04:00PSMJ Names Arnon Garonzik as Senior Consultant<div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<!--[if gte vml 1]><v:shapetype id="_x0000_t75"
coordsize="21600,21600" o:spt="75" o:preferrelative="t" path="m@4@5l@4@11@9@11@9@5xe"
filled="f" stroked="f">
<v:stroke joinstyle="miter"/>
<v:formulas>
<v:f eqn="if lineDrawn pixelLineWidth 0"/>
<v:f eqn="sum @0 1 0"/>
<v:f eqn="sum 0 0 @1"/>
<v:f eqn="prod @2 1 2"/>
<v:f eqn="prod @3 21600 pixelWidth"/>
<v:f eqn="prod @3 21600 pixelHeight"/>
<v:f eqn="sum @0 0 1"/>
<v:f eqn="prod @6 1 2"/>
<v:f eqn="prod @7 21600 pixelWidth"/>
<v:f eqn="sum @8 21600 0"/>
<v:f eqn="prod @7 21600 pixelHeight"/>
<v:f eqn="sum @10 21600 0"/>
</v:formulas>
<v:path o:extrusionok="f" gradientshapeok="t" o:connecttype="rect"/>
<o:lock v:ext="edit" aspectratio="t"/>
</v:shapetype><v:shape id="Picture_x0020_1" o:spid="_x0000_s1027" type="#_x0000_t75"
style='position:absolute;left:0;text-align:left;margin-left:100.45pt;
margin-top:-39.9pt;width:271.55pt;height:27.85pt;z-index:251658240;
visibility:visible;mso-wrap-style:square;mso-width-percent:0;
mso-height-percent:0;mso-wrap-distance-left:9pt;mso-wrap-distance-top:0;
mso-wrap-distance-right:9pt;mso-wrap-distance-bottom:0;
mso-position-horizontal:absolute;mso-position-horizontal-relative:text;
mso-position-vertical:absolute;mso-position-vertical-relative:text;
mso-width-percent:0;mso-height-percent:0;mso-width-relative:page;
mso-height-relative:page'>
<v:imagedata src="file:///C:\Users\ADRISC~1\AppData\Local\Temp\msohtmlclip1\01\clip_image001.jpg"
o:title=""/>
</v:shape><![endif]--><!--[if !vml]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="mso-ignore: vglayout; position: relative; z-index: 251658240;"><span style="height: 37px; left: 0px; left: 134px; position: absolute; top: -53px; width: 362px;"><img height="37" src="file:///C:/Users/ADRISC~1/AppData/Local/Temp/msohtmlclip1/01/clip_image002.jpg" v:shapes="Picture_x0020_1" width="362" /></span></span><!--[endif]--><b><span style="font-size: 12.0pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Cambria; mso-hansi-font-family: Calibri;">FOR
IMMEDIATE RELEASE<o:p></o:p></span></b></span></div>
<div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><i><span style="font-size: 16pt;">PSMJ
Names Arnon Garonzik as Senior Consultant</span></i></b><o:p></o:p></span></div>
<div align="center" class="MsoNormal" style="margin-bottom: 0.0001pt; text-align: center;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 11.5pt; mso-ascii-font-family: Calibri; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: Cambria; mso-hansi-font-family: Calibri;">Garonzik brings more than 35 years of experience
in A/E firm leadership<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJFOxd7J2iHCpCf6euEat-nZ46zCzMj7jvit7vNkpOKDhyphenhyphenAvoDxi4Ym5b2sRolpGcbaTAszta5o_a4KkWWCBcKmjvMWbj0e4g21AMC-_jaUG7jnTsWGpWvgdgMI-17KOFM5bqx06dSH3fB/s1600/arnon.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJFOxd7J2iHCpCf6euEat-nZ46zCzMj7jvit7vNkpOKDhyphenhyphenAvoDxi4Ym5b2sRolpGcbaTAszta5o_a4KkWWCBcKmjvMWbj0e4g21AMC-_jaUG7jnTsWGpWvgdgMI-17KOFM5bqx06dSH3fB/s1600/arnon.jpg" height="195" width="200" /></span></a></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><i><br /></i></b>
<b><i><br /></i></b>
<b><i>June 17, 2014 (Newton, MA)</i></b>—PSMJ
Resources is proud to announce that Arnon Garonzik has joined our dedicated and
growing team of architecture and engineering industry experts. With PSMJ, Mr. Garonzik will be focused on
bringing his decades of experience with mergers & acquisitions as well as
ownership transition planning to our clients.
<b><i><o:p></o:p></i></b></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Susan LeComte, Vice President of Ownership Transition,
Valuation, and M&A Services, was quick to recognize Arnon’s talents. “We
are thrilled to have someone of Arnon’s background and expertise. He has
ample, hands-on experience in both M&A and valuations and a true desire to
see A/E firms thrive. He understands, and readily wants to contribute, to
PSMJ’s vision of helping A/E firms achieve the highest in business success and
profitability.” <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">We are excited to bring in a resource with Mr. Garonzik’s
background. He served as the Chief Legal Officer of A/E/C service companies
during the first 25 years of his career, including 10 years as a partner and
in-house General Counsel of the Environmental Resources Management (ERM) Group,
one of the world’s largest environmental engineering and consulting firms. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">During his tenure at ERM, Mr. Garonzik performed all the
mergers and acquisition work required to build ERM’s extensive presence in the
Latin America and Caribbean region, becoming the board chairman of every
company acquired in the region and CEO of the region. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">In the course of his in-house legal and business career, Mr.
Garonzik managed the acquisition of 14 companies and advised on numerous other
M&A transactions, as well as consulted with A/E/C firms in the areas of strategic
and operational planning, employee performance evaluation systems, and
incentive compensation plans.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">Mr. Garonzik received his bachelor’s degree in Electrical
Engineering from the University of Pennsylvania with a minor in business from
the Wharton School. He also received a
Juris Doctor degree from Villanova University School of Law and was a long-term
member of the Pennsylvania law bar.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;">For additional information please contact:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">Gregory Hart<u><o:p></o:p></u></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">PSMJ Resources, Inc.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">10 Midland Avenue<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">Newton, MA 02458<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">617-965-0055<o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<a href="http://www.psmj.com/"><span style="font-family: Arial, Helvetica, sans-serif;">www.psmj.com</span></a><o:p></o:p></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-62507308882047315432014-06-24T11:42:00.001-04:002014-06-27T11:15:22.761-04:00How to Make the Best Valuation of Your Firm<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Small-business owners are likely to be fielding offers again.
So if </span>you've<span style="font-size: small;"> been thinking of cashing in, it may be a good time to do so.</span></span></i></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<i><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: AGaramond-Italic;">But beware of lowball offers. Some buyers will hope to take
advantage of owners’ weariness after the struggle of three years of a <a href="https://www.blogger.com/null" name="_GoBack"></a>weak economy.<o:p></o:p></span></i></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: AGaramond-Bold;">Sellers: increase the value of your firm<o:p></o:p></span></b></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: small;">If you anticipate selling your firm,
consider some steps that will enhance its value to </span>prospective<span style="font-size: small;"> buyers.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Create an identity for the firm that is
separate from any one individual.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Have a clear focus of activity and
clearly defined markets.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Achieve an appropriate size to support
a particular buyer’s strategy. (Revenues and profits must allow new owners to
recoup their investment.)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Show consistent profit earnings.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Demonstrate consistent cash flow
potential for the new owner.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Show a reliable amount of repeat work
and clients.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: AGaramond-Bold;">How NOT to Value Your Firm<o:p></o:p></span></b></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Do not value your firm using the
following methods:<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">How much the owner needs to comfortably
retire. This has nothing to do with your firm.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Valuations more than two years old.
Just because your design firm was worth $500,000 a few years ago, there’s no
guarantee that it’s worth that amount plus inflation now. It may be worth more.
Value is subject to current market conditions and past and potential
profitability, not cost of living.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">How much it would cost to replace the
firm or build a new one. Replacement value is cost driven; firm value is market
driven.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">An offer from an outside buyer. Do your
valuation first, then consider the offer.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">How profitable your firm should be.
Valuation is based on a combination of actual and<o:p></o:p></span></span></div>
<div class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">potential performance.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">How profitable you were 10 years ago.
This is ancient history.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">How much another firm sold for. Each
seller and buyer is unique.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraph" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Book value. You’ll vastly undervalue
your firm if you count on book value.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoListParagraphCxSpFirst" style="margin-bottom: 0.0001pt; text-indent: -0.25in;">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Symbol; mso-fareast-font-family: Symbol;">·<span style="font-size: 7pt;">
</span></span><!--[endif]--><span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;">Rules of thumb. Guidelines like
multiplier of book value, earnings multipliers, dollars per<o:p></o:p></span></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoListParagraphCxSpLast" style="margin-bottom: 0.0001pt;">
<span style="font-size: 12.0pt; mso-bidi-font-family: AGaramond-Regular;"><span style="font-family: Arial, Helvetica, sans-serif;">staff, and others can contribute to
your valuation. But they don’t tell the whole story of what your firm is worth
at this particular time to a particular buyer.</span><span style="font-family: AGaramond-Regular, serif;"><o:p></o:p></span></span></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-90846514954946951432014-06-19T12:12:00.001-04:002014-06-27T11:14:56.881-04:00Lead through Powerful Interviewing Techniques<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">1. Organize
the interview process.<span class="apple-converted-space"> </span></span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">One
person (usually the would-be boss of the interviewee) should be responsible for
orchestrating the interview.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt;">
<span style="font-family: Arial, sans-serif; font-size: 13.5pt;">Before
the interview begins, each interviewer should receive a copy of the candidate’s
resume, guidance as to the purpose of the interview, and the scheduled time for
the interview. A disorganized interviewing process is a definite turn-off and
may cause the candidate to decline any offer.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">2.
Put the candidate at ease.<span class="apple-converted-space"> </span></span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">Remove
coats, roll up sleeves. Have a cup of coffee together. Exchange small talk. The
more at ease the candidate feels, the more honest the interview process will be.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">3.
Arrange interviews with one or two of the firm’s best people who will be peers
of the new employee.<span class="apple-converted-space"> </span></span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">The
purpose of this interview is to get into in-depth technical discussions. The
firm’s top people will be able to assess the candidate’s technical knowledge.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">4.
Avoid standard interview questions.<span class="apple-converted-space"> </span></span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">Standard
questions test ho<st1:personname w:st="on">w w</st1:personname>ell
the candidate interviews, not how good an employee he/she would be.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">5.
The last person to interview the candidate should be the principal of the firm
who oversees the group interviewing the candidate.<span class="apple-converted-space"> </span></span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">The purpose of this
interview should be to express the firm’s interest and sell the candidate on
why he/she should work for the firm. This will greatly improve the odds of the
person accepting an offer if it is made later.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">6.
Each interviewer should put his/her impressions in writing</span></b><span class="apple-converted-space"><span style="font-family: Arial, sans-serif; font-size: 13.5pt;"> </span></span><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">(see sample interview evaluation records).</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">7.</span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;"> <span class="apple-converted-space"> </span><b>The person who will be the
applicant’s boss (if he/she is hired) should collect all the interview
evaluation reports and determine if the firm wants to make an offer to the
candidate</b>.</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin: 0in 0in 0.0001pt; text-indent: -0.3in;">
<b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;">8.</span></b><span style="font-family: Arial, sans-serif; font-size: 13.5pt;"> <span class="apple-converted-space"> </span><b>By the time the firm has decided to
make the candidate an offer, it should be 100 percent in the selling mode</b>.
Make the offer in person or by phone, being sure to take the time to sell the
company while making the offer. Then follow it up in writing (see sample offer
letter).</span><span style="font-size: 13.5pt;"><o:p></o:p></span></div>
<div style="margin: 0in 0in 0.0001pt; text-align: start;">
<br /></div>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<u1:p></u1:p>
<br />
<div class="MsoNormal">
<br /></div>
</div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-49397936247651369552014-06-17T08:35:00.004-04:002014-06-27T11:15:35.086-04:00Five Essential Skills of Highly Effective Design Leaders<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">It is not easy to be the best. It
requires hard work and a boldness of action that defies normal practice.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">For 40 years, PSMJ has studied
leading-edge architectural and engineering firms of all sizes, advising and
consulting on all areas of business operations. We have discovered something
that is both profound and apparent—that the most successful firms, those firms
with the best practices, are fundamentally different from the average
performers.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">Every year, at least half of the top 10
percent of firms in our PSMJ surveys were also top performers in preceding
years. This gives us the opportunity to study them and identify what makes them
so successful, and size is not a criterion.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">Following are the characteristics we see
in the best firms, which we call our “benchmark firms.” While no firm does all
the things we describe, our benchmark firms do many of them. These firms:<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b>1. Have
a purpose with a vengeance</b>The best firms
have strong and visionary leadership, sometimes even dictatorial leadership.
Although innovative and creative, these firms don’t place a particularly high
value on design awards. They let their clients define quality. And they exceed
promises made to clients. These firms have flat organizations with lean project
teams and highly billable principals.</span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">2. Use
guerilla marketing<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">The top firms
are proactive in their marketing: They don’t wait for RFPs. They identify the
clients they want to work for and develop tough strategies to capture them.<br />Benchmark firms know that
nothing else matters if the firm is not financially successful. Lump-sum
contracts and incentive clauses are the way they do business. They manage cash.
They keep on top of their receivables. They charge according to value provided,
not cost incurred. They control costs, sacrificing neither the long term for
the short, nor the short term for the long.</span></div>
<br />
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 6.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">Once they have
clients, they don’t let them go. Principals stay very close to their clients
and endeavor to know their business better than the clients themselves. Their
goal is to establish such a strong relationship with clients that they get 100
percent of their clients’ work wherever in the world it occurs.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">3. Build
kick butt project managers<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">The best firms
push authority down to the lowest level. The project manager’s job is to make
sure the client is ecstatic—and the firm makes at least the expected profit.
These PMs stay on top of their jobs’ financials.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">The PMs that
rise to leadership positions at benchmark firms are not just very good at
managing projects—they also excel at selling all the services the firm has to
offer to the client. They know their clients and exceed promises all along the
way. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">When problems
arise, these project managers don’t hide behind their desks. They take
responsibility and communicate with their clients. They do not allow for
surprises later on in the project.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">4. Value
their people<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">Firms that
deliver services live or die by their people. Benchmark firms recruit only the
best people to work for them. And they keep these best people motivated by
giving them room to grow—these firms’ leaders are most often developed from
within. <o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: .0001pt; margin-bottom: 0in; margin-left: .3in; margin-right: 0in; margin-top: 10.0pt; text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;">These firms
have lower than average turnover, though not the lowest. These firms invest in
their top people—they really understand that people are their most important
asset, and they act like it. And they don’t tolerate non-performance.<o:p></o:p></span></div>
<div class="MsoNormal" style="text-align: justify;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .3in; text-align: justify; text-indent: -.3in;">
<b><span style="font-family: Arial, Helvetica, sans-serif;">5. Are
highly profitable<o:p></o:p></span></b><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Benchmark
firms know that nothing else matters if the firm is not financially successful.
Lump-sum contracts and incentive clauses are the way they do business. They
manage cash. They keep on top of their receivables. They charge according to
value provided, not cost incurred. They control costs, sacrificing neither the
long term for the short, nor the short term for the long.</span></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-60980402103623321052014-06-12T10:00:00.001-04:002014-06-27T11:15:42.989-04:00Ask These Questions Before Your Leadership Transition!<span style="font-family: Arial, Helvetica, sans-serif;">After a leadership transition is too late—you need to take
every opportunity to prepare yourself <b><i>before</i></b> you make that big leap. We
know that an ownership and leadership transition can be one of the most
challenging (and stressful!) decisions you’ll make as a firm leader. So, to make it a little easier, we’ve
compiled a list of questions to ask yourself—and your board—to make the
seemingly unknowable a little more familiar. Be sure to write these answers
down, not just answer them aloud—having them concrete on paper will make all
the difference!</span><br />
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">1. Describe how you
pick future owners.<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">2. When was the last time
you updated your firm’s buy/sell agreement?<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">3. How many owners are
there?<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">4. Do you pay year end
bonuses instead of paying taxes?<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">5. Do you pay
dividends?<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">6. Has anyone ever
quit and taken clients and/or staff with them?<o:p></o:p></span></div>
<div class="MsoList2">
<span style="font-family: Arial, Helvetica, sans-serif;">7. Should partners
count on “selling” their ownership as their primary source of retirement
income?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">8.<span style="font-size: 7pt;">
</span><!--[endif]-->Is there mandatory sale of stock? At what age?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">9.<span style="font-size: 7pt;">
</span><!--[endif]-->What is an Associate at your firm?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">10.<span style="font-size: 7pt;"> </span><!--[endif]-->What
should be the ratio of owners to staff? Why?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">11.<span style="font-size: 7pt;"> </span><!--[endif]-->Is
there a difference between leadership and ownership? Which is more important?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">12.<span style="font-size: 7pt;"> </span><!--[endif]-->Is
your Board of Directors effective? Why
or Why not?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">13.<span style="font-size: 7pt;"> </span><!--[endif]-->Do
you have outside Directors?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">14.<span style="font-size: 7pt;"> </span><!--[endif]-->What
generation is your firm? Does this impact how it operates?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">15.<span style="font-size: 7pt;"> </span><!--[endif]-->When
should partners leave? Why?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">16.<span style="font-size: 7pt;"> </span><!--[endif]-->On
what basis would a partner be fired?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">17.<span style="font-size: 7pt;"> </span><!--[endif]-->Have
associates ever quit and formed a competing firm?<o:p></o:p></span></div>
<div class="MsoList2">
<!--[if !supportLists]--><span style="font-family: Arial, Helvetica, sans-serif;">18.<span style="font-size: 7pt;"> </span><!--[endif]-->Are
children of founders good leaders? Why/Why not?<o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal">
<br /></div>
<!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-41292330543753859382014-06-10T09:44:00.001-04:002014-06-27T11:15:50.876-04:005 Reasons to Turn Down a Project<div class="MsoPlainText" style="margin-left: .3in; text-align: justify; text-indent: -21.65pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><b>1. Too Small</b>. Every firm has its fee floor for profitability. Below this limit, the firm, by its nature, cannot produce profits, as it will automatically invest too many resources. Turn these projects over to smaller organizations which will not compete with you on larger projects from that client.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><b>2. Too Large</b>. Any project which represents a significant portion of a firm’s annual gross is too risky for the firm. If that project is a failure, will the whole firm risk failing? Instead, consider participating in a joint venture.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><b>3. Wrong Client</b>. Do not accept work from a client who is wrong for you. That includes: financial instability, litigiousness, unreasonable expectations, or even conflict of personality.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><b>4. Professional Liability Risk</b>. Certain types of projects are high risk. Asbestos connected, hazardous waste, rehab and condominium projects may all carry high liability potential. Evaluate your risk before accepting such work.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<span style="font-family: Arial, Helvetica, sans-serif;"><b>5. Expertise</b>. Do not accept work which calls for expertise which you do not have. You may be unable to meet the client’s expectations or will probably subject yourself to unexpected costs.
</span><!-- Start of Async HubSpot Analytics Code -->
<script type="text/javascript">
(function(d,s,i,r) {
if (d.getElementById(i)){return;}
var n=d.createElement(s),e=d.getElementsByTagName(s)[0];
n.id=i;n.src='//js.hubspot.com/analytics/'+(Math.ceil(new Date()/r)*r)+'/279002.js';
e.parentNode.insertBefore(n, e);
})(document,"script","hs-analytics",300000);
</script>
<!-- End of Async HubSpot Analytics Code -->PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-20746077193691658372014-06-05T11:27:00.001-04:002014-06-27T11:15:58.180-04:00Are You a Networking Pro? Take Our Quiz!<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Optima;">Clients are the key to any Rainmaker’s
success. Sometimes we make our jobs hard by focusing on the new, potential
owner, rather than looking at the source we have right under our nose – our
existing clients (check out our upcoming free </span><a href="http://go.psmj.com/client-satisfaction-webinar-june-5?utm_campaign=free-content-campaign&utm_source=hs_email&utm_medium=email&_hsenc=p2ANqtz-_tzCEUPwN0Frng_7q2v5HgL0kjDvRX12ggZ_GfbCs28n6-GorQ7tapL6sD-jaidV8dOfe8VjpKoQQbW6y7IiNj_G9KMA&_hsmi=13085866"><span style="font-size: 12.0pt; mso-bidi-font-family: Optima;">webinar</span></a><span style="font-size: 12.0pt; mso-bidi-font-family: Optima;"> about how to leverage the
loyalty of your existing clients to win new clients). <o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">Here, we’re going to talk about how to
network with your existing clients. Networking
isn’t just about your peers; it’s also about incorporating clients in to your network.
Take our Networking Quiz to see how you stack up (hint: it’s not just about
LinkedIn):<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">1. Are your
relationships a two-way street or are they all about what you want?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">Networking is all about relationships, real
relationships. Be prepared to give before<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">you get and be enthusiastic about it. Business
associates who develop into friends are the best networking source out there.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">2. How knowledgeable
are you about your networking contact’s business?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: 12.0pt; mso-bidi-font-family: Optima;">This is the only way to really recognize a potential
lead for someone else when you hear about it. Find out as much as possible about
those you’re networking with! Talk to them/e-mail them about potential
situations where you might hear about leads of interest to them. Make sure
people understand your business as we</span><span style="font-size: 12.0pt; mso-bidi-font-family: ArialMS;">ll.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">3. Do you always
do your best for those in your network?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">Networking is not an “I did my part, now it’s
your turn” philosophy of doing business. Always make a sincere effort towards
those in your circle. You may produce three leads to your partners’ one, but
the only way to successful networking is through your best effort. Always have
a sense of urgency and obligation. Those you’re working with will come to see
you in those terms as well.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">4. Do you show
gratitude?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">After receiving information, be sure and follow-up
with a thank you. If you get the job, take your network partner to lunch (or,
if they’re not local, send them an appropriate gift). Effective networking
requires appreciation and recognition.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">5. Do you
maintain trust with your network partners?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">Always determine the confidentiality of information
you receive. Never share information provided by a contact with his or her competition.
Always ask permission before using your contact’s name as your information
source.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">6. How much time
are you willing to invest?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">An effective network can’t be built without
spending significant time doing so. Gaining a contact’s trust and developing a
system of mutual assistance can’t be developed in a few days. Keeping in
contact with your networking sources on a frequent, regular basis is the only
way to ensure success. Be prepared to also spend time selling your contact’s
services as well. Helping someone else sell is the greatest form of assistance
in business networking. Even 15 minutes a day on LinkedIn can tremendously help
in the growth and maintenance of your network.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima-DemiBold;">7. How many
owners are part of your network?<o:p></o:p></span></b></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">You’ll know that you are truly connected when
you can name a minimum of two to four<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 12.0pt; mso-bidi-font-family: Optima;">owners per targeted market sector that are <b>trusted</b> confidants (not just
“connections”) as part of your network.<o:p></o:p></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<br /></div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-4966833534614006962014-06-03T09:05:00.001-04:002014-06-27T11:16:08.604-04:00Six Ways to Start Generating More Cash Today!<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Take a look
at the following cash-generating techniques. These six tactics may be simple,
but they’re extremely powerful.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">1.
Pursue accounts receivable. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Phone clients who don’t pay and
schedule a sit-down meeting to discuss outstanding invoices and establish a
payment plan.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">2.
Attack work in process. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Don’t hesitate to bill clients—-even if their
projects aren’t going well. Tie payment to a prearranged monthly schedule, not
project cost accounting or percent of work complete.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">3.
Get paid for changes. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Prepare a change form, require authorization
of every change, and bill the client right away.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">4.
Get paid in advance. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Ask every client to pay in advance on all new contracts, or on
phases of existing ones. At a minimum, ask for payment in advance for all
expenses.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">5.
Stop work on losing projects. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;">Assign principals to rapidly
finish losing projects. And don’t make changes to them unless you know you’ll
be paid.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<b><span style="font-family: Arial, Helvetica, sans-serif; font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua-Bold; mso-hansi-theme-font: major-latin;">6.
Separate invoices for reimbursables and fees. </span></b><span style="font-size: 13.0pt; mso-ascii-theme-font: major-latin; mso-bidi-font-family: BookAntiqua; mso-hansi-theme-font: major-latin;"><span style="font-family: Arial, Helvetica, sans-serif;">Consider
using three invoices instead of including reimbursables in the monthly payment
agreement. Generate an invoice for <a href="https://www.blogger.com/null" name="_GoBack"></a>subconsultants, an
invoice for reimbursables, and an invoice for your regular monthly payment.</span><span style="font-family: Cambria, serif;"><o:p></o:p></span></span></div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0tag:blogger.com,1999:blog-2004657121796244954.post-83755508142189278262014-05-29T11:08:00.001-04:002014-06-27T11:16:18.542-04:00Are You on the Brink of a Bad Turnover?<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">According
to PSMJ research, at least in design firms, people don’t leave because of
money—only about 20% cite wages as a reason for leaving and about half that
give “workplace conflict” as their reason for quitting. The biggest cause?
Insufficient recognition coupled with limited advancement opportunities.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;">To
ascertain your level of vulnerability to bad turnover, take the following short quiz.
It will increase your awareness of the factors that can erode employee satisfaction
and lead to bad turnover.</span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div class="MsoNormal" style="margin-bottom: 0.0001pt;">
</div>
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Are you in a competitive labor market
with lots of new job opportunities?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Does your firm have a strong
orientation program for new hires?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do you have a good mentoring program?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do you have good hiring practices that
ensure you hire the right people for the
right job?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do your employees believe they are
effective in their jobs?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do employees believe they are wanted or
needed by the firm?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do your employees see a clear career
path and understand how to move ahead
in the firm? Is the path to principal clearly understood?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Is compensation data readily available
to all staff so comparisons can be easily
made?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Are your employees dissatisfied with
their pay?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Is your fringe benefits program
competitive?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do employees believe there is strong communication
between employees and
principals?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do your employees respect the
management skills of their supervisors?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do employees believe they are being
taken advantage of or exploited?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Are employees given the training and
resources to complete assignments successfully?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do you conduct regular, fair, and
timely performance appraisals?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do employees believe they are not being
informed of what is going on in the
firm?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Do employees perceive that management
does not have a plan for the future?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Are employees asked to act in a manner
they believe is unethical?<span style="line-height: 115%;"> </span></span></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<br />
<div class="MsoNormal">
<span style="font-family: Arial, Helvetica, sans-serif; line-height: 115%;">Now talk
with your staff about the important issues the quiz raises.</span></div>
PSMJ Resources, Inc.http://www.blogger.com/profile/16978088305992034006noreply@blogger.com0