Cart 0

News — 1210

CRM = CCCC

1210 Category_Archives CRM customer relationship management featured H. John Oechsle

CRM = CCCC

Customer relationship management has changed over the decades, but some things have remained the same: currency, correctness, consistency, and completeness. Walkmen were all the rage, cell phones were the size of eggplants, and Whitney Houston’s “I Wanna Dance with Somebody” was the No. 1 hit. The year was 1987, a time when technology was advancing at a tremendous pace. Just imagine – in four more years, some Americans would begin communicating via SMS text. Enter 2017. Driverless cars are cruising the streets, and high school students are Skyping with astronauts in space. New technologies are shaping the world around us,...

Read more →


Recovering unpaid fees

1210 Category_Articles featured recovering fees unpaid fees William Quatman

Recovering unpaid fees

What does your contract say about the ability to recover legal fees or staff time incurred to recover unpaid fees? Good question, huh? Two recent cases show that architects with good contracts can recover not only unpaid fees for services rendered but, in some cases, termination expenses and internal costs of collection. Design professionals can learn from these cases that when seeking unpaid fees, there may be additional costs that can be recovered if proper wording is included in the contract. AIA language. The 2007 edition of the AIA B101 Owner-Architect Agreement, like the old B141 form, contained the following...

Read more →


Conference call: Paul Gabriel

1210 accounts receivable Benefits Billing Board of Directors Category_Archives Entrepreneurship Environmental Partners Group Inc. featured fee Growth M&A marketing Ownership Transition Paul Gabriel Proposals Recruiting Retention

Conference call: Paul Gabriel

President of Environmental Partners Group, Inc. (Hot Firm #22 for 2017), a 55-person firm based in Quincy, Massachusetts. By Liisa Andreassen Correspondent “Their problems need to be your problems,” says Gabriel, referring to the client-firm relationship. A conversation with Paul Gabriel. The Zweig Letter: What’s your philosophy on fee/billing and accounts receivable? How do you collect fees from a difficult client? Paul Gabriel: We communicate as clearly as we can and include a brief work summary for what was completed during that billing period. Inadequate or no explanation of services being invoiced only slows down the cycle on the client’s...

Read more →


Draconian policies – or not

1210 A to Zweig advice Category_Archives culture featured Mark Zweig policies

Draconian policies – or not

When you have an AEC or environmental firm – or any business, for that matter – there is always a question about how strict your policies can or should be. Generally speaking, I am not a fan of draconian measures (severe laws which result in harsh punishments for small offenses). Truth is, what we consider draconian in the context of an AEC firm has little to do with punishment, and more to do with an overly strict rule. Here are some examples of what some might say are draconian policies – all taken from real AEC firms. (I made them...

Read more →