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News — 1219

Debunking marketing ROI

1219 Category_Archives featured Javier Suarez marketing

Debunking marketing ROI

A successful marketing campaign is difficult to measure using hard metrics, so don’t get caught in the quicksand of trying to quantify nebulous numbers. It’s Monday, 9 a.m., and as you get comfortable in an uncomfortable conference chair, one of your firm’s executives says he wants to discuss the return on investment for a recent marketing campaign. At 9 p.m. that night, you should open your home computer and update your resume. If they ask about marketing ROI, then they don’t get it! I am not trying to destroy the notion that there is a need to apply accountability to...

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Business advice you shouldn’t listen to

1219 A to Zweig advice bad advice Category_Archives featured Mark Zweig

Business advice you shouldn’t listen to

Architects and engineers – well, anyone for that matter – who own their own business are bound to get unsolicited (or requested!) advice from time-to-time. While some of that advice may be good, a lot of it is horrible. Here is some bad advice that is too often doled out: “Your architecture/engineering/etc. company is only worth what you can take out of it every year.” Small accountants and other business advisors often think professional service firms have no value and encourage their clients to take all the money they can out of the company every year. This leaves the firm...

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The PM conundrum

1219 Category_Archives featured Marc Florian PMs Project Management Project Managers

The PM conundrum

Already saddled with an endless list of responsibilities, is it fair to ask your project managers to chase down aging accounts receivable? I don’t know about you, but I’m increasingly concerned that many in our industry view project management as an all-encompassing role for nearly every element of our businesses. From budget management and work product delivery to client development and accounts receivable, the role of the project manager within the typical A/E firm is not only vast, but seemingly endless. As an example, assume for a minute that something needs to be done about the plus-90 accounts receivable in...

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Conference call: Ken Seibert

1219 Benefits Category_Archives CMTA Compensation downturn employees Entrepreneurship featured Growth Ken Seibert Liisa Andreassen marketing Recession Recruiting Retention

Conference call: Ken Seibert

President of CMTA (Hot Firm #2 for 2017), a 250-person consulting engineering firm, and a leader in net-zero energy, based in Louisville, Kentucky. By Liisa Andreassen Correspondent “I think it’s important not to micro-manage people,” Seibert says. “If the goals are achieved, I’m not too concerned with the path the person took to get there. Let staff do their thing.” A CONVERSATION WITH KEN SEIBERT. The Zweig Letter: In the event of failure, how does your firm react? Ken Seibert: I don’t think about failure. We’re lucky to have a group of partners who are strategically aligned. We’re heavily invested...

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Storytelling, part 1

1219 Category_Archives featured Kelly Thompson storytelling success

Storytelling, part 1

All of us have a story to tell, so don’t shy away from it in your professional life. It could be the key ingredient for your firm’s success. Everyone loves a good story. That’s why we read bestselling books, see Oscar-winning movies, sit around warm campfires with good friends, and beg to visit our nannas and pawpaws (after all, they do share the best stories). Compelling stories have the ability to persuade, inspire, and, most of all, connect us in deeper and more meaningful ways. I’ll never forget the time I went out on an assignment to cover a story...

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