Cart 0

News — 1202

Good first impressions

1202 Bob McGee Category_Archives communication elevator pitch featured first impressions presentation Professionalism Proposals social media timeliness

Good first impressions

They count, and they need to be made across numerous fronts if you want to get your foot in the door with a new client. As the saying goes, first impressions count. Although much of our success is based on our unique service offerings and track record, a bad first impression can completely shut the door to a deal before we ever have the chance to sell ourselves. When it comes to B2B relationships, there is a very well-known and specific courtship that must occur to solidify a deal. Getting your foot in the door with a new client or...

Read more →


Show me the money!

1202 accounts receivable advice Category_Archives featured Jeremy Calloway

Show me the money!

Keep your accounts receivable on a short leash if you want your collection period to shrink, and your bank statement to grow. How does a growth oriented company in our industry manage the balance between attracting new customers, keeping existing ones happy, and keeping cash coming in the door? Is it possible to administer an effective collections process without damaging the client relationship? Most of us have a formal collections process, but in reviewing the latest industry trends it is apparent we could be doing a better job. In fact, according to Zweig Group’s 2016 Financial Performance Survey, the data...

Read more →


Conference call: Ralph Hargrove

1202 401(k) accounts receivable Benefits Billing Board of Directors Category_Articles Category_Structures + Buildings featured Growth Hargrove Engineers + Constructors incentive compensation M&A marketing Ownership Transition Proposals Ralph Hargrove Recruiting Retention Structures + Buildings

Conference call: Ralph Hargrove

President and CEO of Hargrove Engineers + Constructors, a Mobile, Alabama-based company with 1,200-teammates in 11 states. By Liisa Andreassen Correspondent For Hargrove, success starts with company culture. In fact, he says, culture to a company is much like “roux is to gumbo.” A conversation with Ralph Hargrove. The Zweig Letter: What’s your philosophy on fee/billing and accounts receivable? How do you collect fees from a difficult client? RH: We like to work with the client to determine the type of fee structure that makes sense for each specific project, understanding that there’s no “one-size fits all.” We have time...

Read more →


Why the conformity?

1202 A to Zweig advice Category_Articles conformity different featured Innovation Mark Zweig marketing Office Ownership Transition

Why the conformity?

We are a bunch of conformists. It’s a big problem in the AEC business. Everyone is sitting around waiting to do what the other guy is doing. And this is precisely the WRONG course of action for a company working in a crowded, mature industry (and we are that). In those situations, it is differentiation that makes you successful. Here are the areas of conformity that are affecting many firms’ ultimate success: Their company name. Why is everyone some version of alphabet soup these days? ABC, WSK, WSB, PEI, HOK, WGI, YRS. I could go on and on. The number...

Read more →


Pay to play

1202 Category_Archives featured Marc Florian overhead

Pay to play

For multi-office firms, it’s important to monitor overhead allocations so one region doesn’t consume more than its fair share of resources. Here’s the issue: Department managers, regional managers, and office managers all question the general overhead allocations they are levied at budget time. Nevertheless, whether it’s a function of payroll, labor billings, or gross revenues, the method of the allocation is generally equitable. So what’s the problem? The habitual over-consumer. If your firm is like most, there is always some office, some department, or some region that seems to use more than what they are paying for – whether it’s...

Read more →