Year: 2012

Lost Opportunities and Long Term Success

Mar 1, 2012adminBusiness Development, Business Improvement

I recently lost an opportunity to another consultant. It’s always painful. Frankly it doesn’t happen all that often that we’re in direct competition with other advisors. Greater are the threats of the status quo, fear of change, and general complacency in the client organization. Our strongest competitors are the client acting alone, or worse, not acting at all. Losing a new project opportunity, and more importantly a new relationship opportunity, always disappoints. What’s more, I’m usually caught off guard – I just don’t see it coming. (I know this doesn’t make sense. We’re not going to win them all, and […]

New Year, Take Stock. First Step: The Business Management Audit

Feb 3, 2012adminBusiness Improvement, Operations, Planning

At this time each year, organizations launch many new initiatives, to improve their businesses in marketing, leadership, operations, and profitability. The first step for each of these projects should be a thorough and comprehensive organization assessment – the business management audit – to provide a solid understanding of “current reality” in the firm. I’ve received a number of questions recently concerning these assessments – how to approach them, who should lead them, what should be included, and such – and so today I’ll share my thoughts on how to best design, execute, and utilize the business management audit. Again, the […]

Performance, Alignment, and AEC Enterprise Success

Jan 2, 2012adminBusiness Improvement, Leadership Development, Operations, Planning

Last summer, while working on a strategic planning engagement, one of the client’s key employees up and quit – and headed for greener pastures. His departure was a surprise and shock, and particularly painful given his technical and leadership abilities. Frankly, the client firm had high expectations – and an important future – planned for this individual. Unfortunately, this sort of thing happens all too commonly in professional AEC firms. Good people, with lots of potential, get away and pursue their dreams elsewhere. Meanwhile, staff with (let’s say) ‘less potential’ hang on, comfortable with the status quo, and uncertain of […]