Blog 2 Column

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 […]

Holiday Wishes and Extraordinary Outcomes

Dec 15, 2011adminBusiness Improvement, Operations, Planning

Happy Holidays! I really enjoy the holiday season. Friends, food, gifts – and the annual regathering-mash-up of the Doehring family diaspora. It’s nutty, hectic, stimulating, tiring – and much fun. What’s not to love? [Also, I’m truly thankful for the underlying meaning – and true reason – for the season itself]. Meanwhile at work, this time of year is always crazy – a strange mix of busy (how will we get all this done)? – and not busy enough (just one more engagement and we’d hit bonus)! It’s this time of year that I’m reminded that all project schedules slip […]

Wake-Up Calls! Change, Improvement, and the Fast Future Ahead

Nov 8, 2011adminBusiness Improvement, Planning

Two weeks ago I delivered an all new presentation – Fast Future! Fifteen Uber-Trends that Will Rock Our World, and What Leaders Must Do to Survive and Thrive on the Road Ahead – at ACEC’s Fall Conference in Las Vegas. In it I review today’s economy and business context, outline the fifteen most important large-scale trends affecting our business and world, and map out a plan of response – for both individuals and organizations. My goal is to shake things up – to provide a wake-up call, and a real sense of urgency for professional services firm leaders – to […]

AEC Business Development – A Role, Not a Title

Oct 18, 2011adminBusiness Development, Business Improvement, Planning

Have you ever thought about business development in the firm, using a simple equation like this: But if it’s this simple, then why – when you ask, plead, or demand the effort of others – does it rarely work? The answer lies in two parts. First, it’s wrong to believe that “sales calls” will lead to prospects. It’s occasionally true – but most often not. Initial calls with existing or new clients track first to leads – our one-way ideas and desires. These leads must be further nurtured and developed before they become true prospects – opportunities where the interest […]