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News — 1235

Seasons of change

1235 Category_Articles Change featured Growth New Year patience Will Schnier

Seasons of change

At all times, there can and must be all four seasons within a person and a company – tilling, planting, toil, and harvest – to create growth. The start of a new year always brings great optimism in our personal lives. But the same can also be said for our companies. Optimism is necessary. Who would leave their house in the morning if they knew it would all be bad all day? Our pastor at church recently gave a sermon in which he discussed that every season is not a season of harvest. He explained that there are seasons of...

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The reward of change

1235 Category_Articles Change Clients featured Julie Benezet

The reward of change

Clients have evolved, and if you want stay connected with them, you have to learn who they are, what they want, and where you fit. Change – a simple yet loaded word, particularly these days. Unless you spent the last year under a rock, you must have noticed that things are rather in flux – make that very in flux. With all the change happening, there is great temptation to escape the discomfort it causes by running for cover. It’s a normal reaction. However, the cost is an opportunity to lead in a different direction. Avoiding a trip down the...

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Writing less

1235 Bernie Siben Category_Articles concise featured Proposals RFP Writing

Writing less

It can be harder than writing more, but oftentimes it’s necessary, so learn how to cut without gutting your message. When I started writing this column in 2004, the size limit was 800-850 words. Sometimes, the topic was one about which I could write much more than the limit. But this was my column, so I could rethink and tweak the idea and title until I had a subject for which I could stay within the word limit. Now the size limit is 650 words, but my process is pretty much the same. I start with a “brain dump” –...

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Let’s talk about quality

1235 A to Zweig advice Category_Articles featured Mark Zweig Quality

Let’s talk about quality

“Quality” is an elusive thing. It’s like a moving target. One person’s definition of high quality could be completely different from another’s. For firms providing architecture, engineering, planning, or related services, it is really all about whether or not the client’s expectations are, at a minimum, met, and ideally, exceeded. Every owner of every AEC firm says they either provide high quality services or aspire to. The problem is, it doesn’t always work out that way. Some firm principals spend the majority of their day dealing with complaints and unhappy clients. That isn’t “normal” and isn’t how things should be....

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Conference call: Brian Sullivan

1235 Benefits Brian Sullivan Business Development Category_Business Development Category_Ownership Transition Diversification Entrepreneurship featured Leadership Development leadership pipeline Liisa Andreassen marketing Ownership Transition Project Managers Recruiting Sullivan Engineering

Conference call: Brian Sullivan

CEO of Sullivan Engineering (Hot Firm #89 for 2017), a 20-person building envelope consulting firm based in New York, New York. By Liisa Andreassen Correspondent “We strongly reward autonomy and encourage each other to make our supervisors feel useless,” says Sullivan, referring to the role of entrepreneurship in his firm. A conversation with Brian Sullivan. The Zweig Letter: The talent war in the A/E industry is here. What steps do you take to create the leadership pipeline needed to retain your top people and not lose them to other firms? Brian Sullivan: We are proactive in sharing the company vision...

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