PSMJ Podcasts Presents

During normal economic times, architecture and engineering (A/E) firms run on key performance indicators (KPIs). These are the early indicators of trouble and the benchmarks for success. The Great Recession taught us that closely monitoring these indicators is even more important during turbulent economic times. Jenifer Navard takes you through the financial and operational KPIs that drive success in top-performing A/E firms – what to measure, when to worry, and how to steer clear of trouble. These easy-to-measure (and difficult to manipulate) metrics cover growth, overhead, labor utilization, profitability, and more. In fact, the 13 KPIs covered in this webinar are the metrics that determine PSMJ’s Circle of Excellence every year. Members of the Circle of Excellence represent the top 20% of participants in PSMJ’s A/E Financial Performance Benchmark Survey based on these 13 metrics. In this engaging webinar, you learn: - The financial and operational KPIs you need to be measuring during normal times and during the current era of uncertainty. - The right (and wrong) ways to benchmark your firm’s performance. - How to turn benchmarking data into strategic action to get ahead of potential problems. - KPI and industry trends that will impact your firm. And much more! About the Presenter: Jenifer Navard brings over 25 years of experience in business and financial management. Her experience ranges from auditing with one of the top 5 public accounting firms to financial accounting and management of mid-sized companies in a diverse range of industries. In addition to her consulting work with PSMJ, Jenifer is a Principal and Director of Finance with nationally-recognized design firm Eskew+Dumez+Ripple. In this capacity, she works closely with the firm’s partners to ensure adherence to both the design and business values within the firm. In addition, she maintains an active role assisting each Project Manager in tracking their KPIs. This background has provided Jenifer with a broad set of skills to draw from in managing a growing A/E/C firm

Spend some time looking at the effect of paying professionals for their time and still producing a profit on the work you produce. Join Brian Flynn as he examines various utilization scenarios and how they affect Return on Net. In this Podcast, Flynn will offer insight on the basics of A/E firm workforce structure. When you attend this podcast you will learn: - How overtime can affect profits - What are the opportunities for salaried employees - How leaders’ decisions can cost the firm big - Tools to help you get to your overtime-profit sweet spot quickly About Your Presenter: Brian Flynn, P.E., BCEE has spent more than 40 years in the engineering and environmental industry. He was one of the founding partners of global environmental consulting firm ERM Group and the President of ERM-Southwest in Houston, TX. As a management consultant, Brian is frequently sought out by A/E firm leaders to improve their profitability, facilitate mergers and acquisitions, and lead project and financial management training programs.

Please consider participating in PSMJ's 2021 compensation, bonus and benefits, and financial management for AEC: https://www.psmj.com/surveyparticipate​ Learn more about PSMJ: https://www.psmj.com​ AEC SALARIES and BENEFITS Amid COVID. One of the costliest business management mistakes you can make in 2021 is trying to manage and motivate your A/E/C firm’s talent using pre-COVID thinking and data. As we prepare for a new year, and new economic environment, and new way of working, it is absolutely imperative that you align your compensation and benefits strategy with new realities. In this one-hour webinar, PSMJ Senior Consultant and design firm CFO Jenifer Navard gives you practical and data-driven strategies to tackle some of your most pressing compensation and benefits challenges. With advice guided by PSMJ’s best-in-class A/E compensation, bonus, and benefit benchmarking data, you learn easy-to-implement steps for making SURE your pay practices land in that “sweet spot” between too low and too high for today’s market. In this presentation you will learn: • 3 warning signs your compensation model is incentivizing star performers… TO LEAVE YOUR FIRM • How you can stay competitive in a heating talent market -- without overpaying • Right (and wrong) key performance indicators for compensation and benefits • How work-from-anywhere impacts your cost-of-living and market rate calculations • And much more! Presenter: Jenifer Navard brings over 25 years of experience in business and financial management. Her experience ranges from auditing with one of the top 5 public accounting firms to financial accounting and management of mid-sized companies in a diverse range of industries. This background has provided Jenifer with a broad set of skills to draw from in managing a growing A/E/C firm.

Thinking about selling your architecture or engineering firm in 2021? Don’t rely on the playbook and strategies that worked in 2020 or earlier! In a normal economy, mergers and acquisitions (M&A) carry risks even for the experienced A/E/C executive. In today’s unprecedented conditions, you simply cannot afford to put your firm out there without first-hand insight on the new ways transactions come together. Join us for this fast-paced 30-minute executive update from PSMJ Senior Consultant Karl Wohler - one of the A/E/C industry’s leading M&A advisors – where you get hard data, eye-opening case studies, and proven advice to negotiate from a well-informed position and avoid leaving the equity you’ve earned on the table. You learn: • The latest impacts of COVID, PPP, and market volatility on valuation and deal structures. • The biggest “I can’t believe we did that” M&A mistakes happening now and how to avoid them. • How to find the right buyer who will pay a premium for your firm…even in a virtual world. • What you need to do now to get your firm transaction-ready…before you say a word to a potential buyer. • And much more! You only sell your firm once. Before you enter into discussions with a single potential buyer, get experienced and proven insight from an A/E/C M&A expert. Presenter Karl Wohler provides advisory support to the mergers and acquisitions, valuation, and ownership transition practices at PSMJ. His diverse experience in operations management, finance, M&A deal structuring, and process management provides him with a unique perspective to assist architecture and engineering firm leaders in developing effective growth, transition, and exit strategies.

As we near the end of a topsy-turvy 2020, it is almost time to produce those year-end financial statements and start the wheels turning on your firm’s valuation. Stop right there! Even if your firm’s financial performance was pretty good compared to 2019, that is no guarantee that you won’t be surprised when you see your firm’s valuation. We sit down with PSMJ A/E/C valuation expert Steve Komer for a candid and far-reaching discussion about all things valuation. Don’t miss this FREE discussion with an A/E/C valuation expert to get answers to your most pressing questions such as: - How do COVID, the presidential election, and other external factors impact the valuation of my firm? - How does a short-term dip in performance after a long-term climb impact my firm’s valuation? - What are the most common valuation mistakes and how do I watch for them in my firm’s valuation? - Is there a “right” time to get a valuation of my firm? - And much more! Whether you have an Employee Stock Ownership Plan and are required to get a valuation this year or are just wondering if this is the right time , this engaging and action-oriented 60-minute discussion could steer you clear of a million-dollar mistake! Steve Komer has more than 30 years of experience in the areas of business valuation, mergers & acquisitions, and financial analysis. In addition to his 20+ years of experience completing valuation and consulting assignments inside and outside the A/E/C industry, Steve’s experience also includes managing acquisitions of engineering firms as well as other portfolio companies for a publicly-traded utility company. He is also a member of the American Institute of Certified Public Accountants (AICPA) and has held the Accredited in Business Valuation (ABV) designation.

To view this presentation, visit PSMJ on YouTube: https://youtu.be/z-ycv-UgEH4 Before COVID-19 hit, a growing number of A/E/C firms made the decision to allow staff to work from home (WFH). Then the Pandemic happened and for most firms working from home quickly became the norm. And many were not ready. Earlier this year, PSMJ Resources conducted an in-depth study of the impact of WFH on A/E/C firm employees and project managers. The study was rebooted in August, with PSMJ resurveying the same firms and examining what has changed after several months of staff working from home. Join us for this presentation as we provide you with the results of this research and strategies for how teams can make remote work more successfully. When you attend this webinar, you will learn: • The benefits and drawbacks of WFH • Best WFH practice that will last beyond COVID-19 • How successful firms offer the WFH benefit • How to make remote work more successful About Your Presenter: David Burstein is a Senior Principal with PSMJ Resources, Inc., the nation’s largest provider of management information to the engineering/architectural professions. As part of his responsibilities, he provides consulting and training services on the subjects of strategic planning, marketing, project management, human resources, quality, finance and ownership transition. Prior to joining PSMJ, Dave worked for 26 years at Parsons Corporation, one of the world’s largest and most respected engineering-construction firms. During his tenure at Parsons, Dave held a variety of responsible positions including President of Parsons’ 1,600-person environmental subsidiary and President of Parsons 120-person planning subsidiary.

Spend some time covering how the federal government procures construction, architecture, and engineering services. Join Jennifer Schaus as she talks about the processes government agencies use to select firms to contract with to complete necessary work. In this Podcast, Schaus will offer insight so that you can avoid needless hours of research if you are in or thinking about entering the federal marketplace. She will share best practices and common pitfalls to avoid. When you attend this podcast you will learn: - How does the federal government secure A/E services - Opportunities for Small Businesses - How do I position my company to win and keep winning - Impact of the election on federal government contractors About Your Presenter: Jennifer Schaus is principal of J. Schaus & Associates in Washington, D.C. A government contracting consulting firm, the firm helps companies that wish to sell products or services to the U.S. Federal Government. They offer advice on GSA Schedules, DCAA Audits, SBA 8a Certification, Facility/Security Clearances, SDVO Verification, Federal Sales and Marketing, and more.

In this topsy-turvy year, it is easy to get buried in the day-to-day grind and forget the critical long-term question of who will lead and grow the firm tomorrow? Your guest host this week is PSMJ Senior Consultant and Director Gregory Hart speaking with three experts on engaging, inspiring, and unleashing your next generation of firm leadership! In this engaging and high energy BROADCAST, we cover: The Secrets for Engaging Top A/E/C Talent...Even When You Aren't Together with Jonathan Wilson | Aviation Services Manager | KPG, P.S. Attracting and retaining next generation superstars will be a permanent problem. So, what should leaders do? How can you create a Turnover Zero workplace? The Risk For Burnout is High Right Now. Is it Lurking in Your Firm? with Peter C. Atherton, P.E. | President and Founder | ActionsProve, LLC It’s been a while since things were ‘normal’ and we may not return to a 2019 way of life anytime soon. With kids back in school and indications that we may be well into 2021 before a COVID-19 vaccine is widely available, stress levels are high for your mid-level managers right now. This Ain’t Your Father’s Architecture Firm! with Jeffrey Meyers | CEO | DS Architecture Want to know the best way to engage a Millennial to be your next CEO? Look no further! We’ll have a fascinating chat with 40-year old CEO of DS Architecture, Jeffrey Meyers.

Selecting and transitioning to a new chief executive officer is one of the most important decisions a leadership team will ever make. Join Brian Burnett as he talks with leaders from two firms about their experiences with transitioning this top position: - Larry Stuber, former CEO of EMC Engineering Services, Inc. - Chuck Perry, CEO of EMC Engineering Services, Inc. - Cliff Greim, Former CEO of Harriman Architecture, Engineering, and Planning - Mark Lee, CEO Harriman Architecture, Engineering, and Planning In this Podcast, our panelists will discuss how their CEO transition was structured, the criteria for selecting the CEO, and the timing for the key steps in the transition. Guests will share perspectives about what went well during the transition and lessons learned that will help other firms navigate the transition of the firm’s top position. The characteristics of an “open process,” one that is transparent and open for leaders to apply for the position, will be covered: - The Characteristics and Benefits of an Open Process - How Candidates are Nominated - The Criteria and Process for Selection - How the New CEO is Trained for the Position

5 Ways to Optimize Your Next Virtual Client Interview and Win More Work The pandemic has irreversibly changed how we work. Unsurprisingly, it has also changed how A/E/C teams meet with clients and prospects to win work. For teams that present to win projects, using video conferencing is entirely different than what they are used to using. Video conferencing has been around for quite some time and has often been used to hold meetings when attendees could not meet in person. Zoom, GoToMeeting, and many more platforms have become a staple, and a tool that owners currently use to hold interviews and project meetings. But unlike a meeting, interviews are competitive presentations. The focus of most meetings via video conferencing is the exchange of information. Most folks sign on without thinking about how they appear, how they sound, how they come across to those they are meeting, then sign off. Virtual interviews, however, are a different situation. They are competitive presentations and require much more than showing up. With the goal of winning work, your team needs to make many adjustments to make a good impression. Presenting to win projects using this medium requires a higher level of attention to many details than teams are used to paying attention to. To ensure you optimize your impact on your selection panel here are five of the many details to be mindful of for improved impact: 1. Since using this format for project interviews is relatively new, focus on different details required to come across well. As a result, expect to practice much more than traditional in-person interviews. When your team is presenting from different locations, ensuring smooth transitions, working effectively with visual components, and displaying team chemistry still matters for an impactful presentation. To achieve this requires much more practice. 2. Practicing effectively requires using the platform that the client will use to conduct the interviews. Different platforms operate differently impacting the visibility and location of your presenters on the screen as well as how well your slides are displayed. 3. Streamline how each presenter appears on screen to minimize the potential for distracting the panel from your team and your message. Ensure each team member is framed similarly. Pay attention to each presenter’s distance from the screen, the amount of background seen, and what’s in the background. Ideally the clothing colors of each presenter should create visual harmony with the other team members and should not clash with or blend in too much with the background. If the platform used allows, consider using a uniform background with your company logo in one corner and display each presenter’s role and first name at the bottom of each frame. 4. Connecting with the panel requires presenters to look into the camera rather than at the screen. To make this easier, tape something to the back of the device just above the camera. This technique will give each team member something to focus on as they speak. For example, get a popsicle stick and tape a picture of someone who will ensure the presenter displays warmth, approachability, and enthusiasm about the project. 5. Speaking of enthusiasm, sitting presenters tend to come across too relaxed and having less energy than those who stand. Since each presenter shows enthusiasm differently, too much or too little needs to be adjusted so all team members demonstrate relatively equal levels of enthusiasm. Interest in what the client has to say and passion for what you can do to meet his or her needs can be conveyed through voice, facial expressiveness, and posture. Team members need to be mindful of these even when they are not speaking. How they listen speaks volumes to the client.

To view this podcast go to: https://f.hubspotusercontent00.net/hubfs/279002/2020-07-22%2012.00%20Stress%20Test%20Your%20Firm%20to%20Assure%20Financial%20Sustainability%20in%20Uncertain%20Times.mp4?t=1595451976590 Banks do it. Why not you? It may be time A/E/C firms stress test their own P&L. The current economic downturn brought about by the Coronavirus pandemic has firms facing unprecedented financial uncertainty. While many weathered the initial lockdown, there’s a great deal of doubt about future project prospects. Will there be a fast V shaped recovery? Or will the recovery be drawn out over many years in the future? While some market segments may collapse because of lack of government spending, consumer reluctance or fear, or policy missteps, what can we do? Stress testing will help you plan. Such a financial exercise allows you to easily evaluate the effects of non-labor overhead cost cutting measures, temporary salary reductions, and if need be, RIFs, in the face of reduced demand for services and potential client induced discounts. This technique will also point out ways to improve long-term profitability, as well as your firm’s valuation. Meet with Brian Flynn as he covers: • What is financial stress testing and how does it work? • How will such an exercise help forecast and plan • How can profit enhancing techniques improve resistance to a potential downturn • How best to significantly improve your long-term profitability and the value of your business About the presenter: Brian Flynn, P.E., BCEE has spent more than 40 years in the engineering and environmental industry. He was one of the original founding partners of global environmental consulting firm ERM Group and the President of ERM-Southwest in Houston, Texas.

When the economy eventually fully reopens—A/E/C firms must be ready to hit the ground running. Those who prepare well will be able to experience a business reawakening. But what will separate those firms that are ready for business to take off on day one from those firms that may never see a full return of business? Post-COVID business will most likely not be business as usual. You will not be able to just pick up where you left off. So how best to develop a plan to navigate the now and be prepared for what will come later? Use the tool you have, update your strategic plan and help your leadership. If you don’t have a plan, there was never a time when you needed one more. Join us and learn how to: • Make decisions that align with your core values • Take advantage of new opportunities • Avoid wasting time on lost causes • Be ready when everything reopens About the Presenter: Susan Israel, AIA, LEED AP, has deep expertise in architecture, strategic planning, sustainability, leadership training, and organizational change. Before joining PSMJ, she founded and led two architecture practices for over 20 years that focused on delivering high end design and architectural services. Susan began her architecture career working for Moshe Safdie, Graham Gund, Finegold Alexander, among other architecture firms. Susan holds an A.B. from Harvard College, Master of Architecture from Harvard University Graduate School of Design, and attended the Museum of Fine Arts School in Boston.

A candid discussion on the impact of COVID-19 on A/E/C Mergers & Acquisitions with Karl Wohler Are your ownership transition plans on hold? Are you questioning the viability of your acquisition strategy? Are you wondering how COVID-19 could impact your discussions with potential buyers? If you answered ‘yes’ to any of these questions, you cannot afford to miss this FREE podcast with PSMJ Senior M&A Consultant Karl Wohler. Changing times like these can bring great opportunity for those willing to execute on bold strategies. But, this is definitely not the time for uninformed risk-taking or simply trusting your intuition. In this wide-ranging and action-oriented discussion, Karl shares: • Examples of how A/E/C mergers and acquisition transactions are coming together right now • The impact of COVID-19 on valuation and transaction structure • What you need to be doing to find quality buyers and sellers in this market • His predictions for what you can expect going into the second half of 2020 and beyond • And much more! In the podcast, we discussed finding quality M&A partners and PSMJ’s new tool for helping buyers and sellers connect faster, easier…and completely confidentially! Learn more at www.aecmatch.com.

THE WEEKLY LIVE AND ONLINE EXECUTIVE DIALOGUE A/E/C Senior Executive Briefing Hosted by PSMJ Founder and CEO Frank A. Stasiowski, FAIA along with PSMJ Senior Principal David Burstein, P.E. and with these special guests: Workplace Re-Boot: A Look Inside 'Next Normal' Life at 1,400-person HKS Dan Noble | President and CEO | HKS As HKS moves into the 'next normal', this also means redefining what it means to work in an office. In our candid discussion, Dan will share the workplace implications of the COVID-19 crisis at HKS and lessons learned that are setting it on a path of discovery and innovation. Leaders of A/E/C firms large and small are sure to take away new ideas for their re-opening plans. With offices around the nation and around the world, HKS is an interdisciplinary design firm comprised of architects and interior designers as well as researchers, urban designers, nurses, anthropologists, graphic designers and more. Getting it Done: How Field-Based Teams Stay Safe and Productive Kenneth Wm. Smith | CEO | T. Baker Smith We get a lot of questions from firm leaders about the unique aspects of running a field-based firm during this crisis. We'll be talking with Kenny Smith of engineering and surveying firm T. Baker Smith about how he's tackling some of the unique safety challenges of today's environment while keeping employees engaged and clients happy. TBS is a 250-person firm that provides engineering, environmental, on/offshore surveying, marine positioning, planning, and GIS/mapping services. PLUS PSMJ's own Kalyn Burke on the show to share valuable tips for re-opening your office safely. Kalyn is certified by the World Health Organization in Public Health Preparedness for Mass Gatherings and Events. We'll also share the latest insight and data on what lies ahead to help you build back better!

Accomplishing work in the new millennium has become synonymous with Virtual Leadership. The current competitive business environment and the changing nature of work and the workforce requires effective leadership that spans the boundaries of time and space to help employees to work together—apart. Leadership of virtual teams is not the same as leadership of face-to-face, co-located teams, explains harassment, discrimination, and bullying consultant, Dr. Susan Strauss. Leading a virtual team is more difficult; it requires a dynamic interaction between technological systems and human systems that the virtual leader has to address and balance for work to be accomplished. Susan discusses the tools and techniques firm leadership needs to facilitate “working together apart” in virtual environment. In this podcast, you will learn how to: • Define essential competencies of leadership in virtual environment • Plan for four essentials for virtual teamwork • Identify best characteristics of virtual team/employee • Recognize the tips for effective virtual meetings About the Presenter: Dr. Susan Strauss is a national and international speaker, trainer, author, and consultant. Her specialty areas include management/leadership development, organization development, Discrimination, and communication, She trains and consults with virtual managers and teams. Her clients are from business, education, healthcare, law, and government organizations from both the public and private sector. She is the author of over 30 books, book chapters, and articles and has appeared on national and international TV and radio programs . She has her doctorate in organizational leadership.

This is a unique, METALCON LIVE Weekly Broadcast with clear, no BS answers to your burning questions. Ready to put the brakes on sliding sales and negativity about the economic outlook? Want to know what other metal construction industry sales pros are doing in these uncertain times to buck trends and make their numbers? Wondering how to use this down-time to prepare for the pent-up demand on the other side? Join METALCON Co-Founder, in partnership with the Metal Construction Association and CEO Frank A. Stasiowski, FAIA and Rob Haddock, CEO and Founder of S-5! Metal Roof Innovations. Each Wednesday at 1:00 pm ET, these industry titans – featuring their industry guests - host this FREE online no-BS discussion of current challenges and workarounds. Find out what you need to be doing NOW to ensure your business comes out stronger when the dust settles. Register now and save your virtual "seat" for Wednesday, April 8, 2020. All you need is a computer, tablet or smart phone. This 60-minute discussion is FREE for our friends in the metal construction industry.

On March 31 , PSMJ Founder and CEO Frank A. Stasiowski, FAIA, appeared on The John Batchelor Show. This radio show broadcasts live from 9 p.m. to 1 a.m. each weekday on 770 WABC-AM in New York City, WBNW in Boston, 630 WMAL-AM in Washington, D.C., 630 WPRO-AM in Providence. And available anywhere via live stream. Frank addresses what the A/E/C industry is facing amid the COVID-19 crisis.

Winning work in the private sector follows a relatively simple process. But public sector business success is more complex. Mary Prescott shares ideas and strategies from creating potential opportunities with public agencies to the role of the public project manager. She covers PM traits clients like, data that sheds light on how to interact with public clients, and more. In this podcast, you will learn how to: • Focus on areas to create opportunities • Approach a government agency to assist in a change or crisis • Avoid the top 3 Mistakes consultants make • Assist governments during a disruption About the Presenter: Mary Prescott has 39 years of experience leading and managing programs, projects and governmental organizational change efforts. She is a PSMJ Project Delivery Excellence instructor. She drives projects at the City of Saint Paul and during long career with the Minnesota Department of Transportation has assisted new administrations with implementing their vision, mission and objectives.

The A/E/C industry has been talking about the emergence of the virtual office for what seems like decades. Is the day finally near at hand? Frank A. Stasiowski, FAIA, president of PSMJ Resources, thinks so. “Technology, the need for flexibility and the allure of low overhead will result in an explosion of new virtual design firms,” Stasiowski writes in his new book, Impact 2030: Disruptions in the Design Industry for the Next 10 Years. “With technology making it ever more seamless to work together even when physically far apart, at a much lower cost and greater convenience, virtual firms make too much sense not to become mainstream by 2030.” REMOTE NOW One firm that may be at the leading edge of the movement is Boston-based H+O Structural Engineering. Rens F. Hayes IV, P.E., one of the firm’s principals, says, “We leverage remote employees to help scale our production resources. This opens up our potential talent pool to the entire U.S. rather than just Boston or Denver,” where the firm’s two offices are located. “Everything we do lives in the cloud; we literally do not have one server in Boston,” Hayes notes. Forty percent of the Boston office’s computing power is provided by remote employees, he says, adding: “Weekly virtual meetings are held through a web-based conference solution such as Zoom Meetings. Internal collaboration also happens over one-on-one screen shares. With today’s remote desktop technology, there is virtually no lag with Revit, Bluebeam and our engineering software.” Remote employees often begin working for H+O on a part-time basis. According to Hayes, there’s less risk for the candidate because they don’t have to re-locate or make other life-altering decisions. That also benefits the firm, because it typically means the new employee can start work immediately. This approach acts as a trial phase for both parties. H+O only hires experienced personnel, usually those who have taken (or are about to take) the PE exam. With that kind of experience, remote employees can be productive on break-out tasks to support project managers, according to Jeremiah O’Neill, another of the firm’s principals; however, it’s difficult for them to take project accountability given their part-time availability. “Remote employees can function as if they were sitting in our office,” O’Neill says. “However, it’s important to balance remote and on-site office personnel, to make sure we have the appropriate staff local to the project for in-person meetings and site visits.” O’Neill suggests that excellent onboarding, training and design process documentation are critical to making the concept work. Just as important is the human side of the equation. “When you’re working remotely, it’s easy to feel isolated,” he says. The firm uses Slack to keep remote employees engaged with the rest of the team, and an annual holiday get-together helps build the office culture and strengthen internal relationships. Commitment from the entire staff is key to seamless collaboration. “Everyone from management on down has bought into the concept,” Hayes adds. “It’s just how we do business.”

In today’s fast-paced and technology-driven world, architecture and engineering (A/E) firms run on key performance indicators (KPIs). These are the early indicators of trouble and the benchmarks for success. But, it is far too easy to drown in meaningless KPIs and too many A/E firms are wasting time and money measuring the wrong metrics! This is PSMJ’s first-ever benchmarking presentation dedicated entirely to Canadian A/E firms! Greg Hart takes you through the financial and operational KPIs that drive success in top-performing A/E firms – what to measure, when to worry, and how to steer clear of trouble. These easy-to-measure (and difficult to manipulate) metrics cover growth, overhead, labor utilization, profitability, and more. In fact, many of the KPIs covered in this webinar are the metrics that determine PSMJ’s Circle of Excellence every year. Members of the Circle of Excellence represent the top 20% of participants in PSMJ’s A/E Financial Performance Benchmark Survey based on 13 key metrics. In this engaging presentation, you learn: • The financial and operational KPIs you need to be measuring. • The right (and wrong) ways to benchmark your firm’s performance. • How to turn benchmarking data into strategic action to get ahead of potential problems. • KPI and Canadian industry trends that will impact your firm. • And much more! Learn more today! Go to www.psmj.com/survey-participation About the Presenter: As a Senior Consultant with PSMJ, Greg is passionate about helping architecture, engineering, and construction (A/E/C) firm leaders strengthen their businesses to create lasting value. Greg has personally worked with hundreds of A/E/C firms over the past 13+ years. Outside of his consulting work, Greg plays a key role in PSMJ’s market research and industry intelligence programs. He advises on the development of the company’s annual Benchmark Survey Reports as well as PSMJ’s popular Quarterly Market Forecast. To view the webinar, go here: https://go.psmj.com/webinar-canada-benchmarking?utm_campaign=Survey%20Participation&utm_content=118320076&utm_medium=social&utm_source=twitter&hss_channel=tw-54925136

Profit optimizer, Brian Flynn, covers what business school never taught you--how to optimize a small business operation. Brian Flynn, P.E., BCEE, author of Maximizing Engineering Firm Profits—Profit Fundamentals, talks about making money when running a small engineering and architectural firm. In less than 20 minutes he presents the business fundamentals of SUM. He covers the basics about the SUM Concept—P=1- 1/(SUM), where profitability equals: • Salary to expense ratio • Utilization • Multiplier

Ryan Suydam invites your questions. Design firms understand that success depends on strong client relationships. A 2019 study commissioned by SMPS shows that 54 percent of A/E/C leaders believe they will be competing primarily on the basis of Client Experience (CX) by 2022. And yet, only 18 percent of firms have started exploring a CX initiative in their firm. The smartest firms are using CX to empower their strategic plans. Not sure how? Have other questions? Spend a half hour with Client Savvy’s Ryan Suydam, Chief Experience Officer and start to get some straightforward answer to your toughest CX questions.

Amid one of the most competitive job markets in history, A/E/C firm leadership are ready to consider any tool that may give them an advantage when it comes to recruitment, retention, and alignment of individual performance with firm performance. As the number of employee stock ownership plans (ESOP) has decreased, and the number of employees covered by them has increased, Bob Jack feels that with the right leadership, ESOP can lead to “a special employee ownership culture.” Author of Increasing Firm Competitive Advantage Through Use of an Employee Stock Ownership Plan (ESOP), Jack offers insight on how design firms can gain employee commitment, a takeover defense strategy, a plan for succession strategy, and a foundation for a good corporate culture. By attending this podcast, you will learn… -What is it like to go from publicly-traded to employee owned? - How well does worker enterprise and capitalism motivate employees? - Can you gain Millennial commitment through ESOPs? - Communicating the rewards of retirement distributions. We also talk with Jackie Shufelberger of Bartlett & West whose small firm is a successful mature ESOP. About the Presenter: Bob Jack career includes 24 years with global engineering and construction company Parsons Corporation in Pasadena, CA. Jack holds a BA in Economics from California State University at Los Angeles and earned an MBA from Azusa Pacific University and Masters of Science in Advanced Management from Claremont Graduate University’s Drucker School.

The most successful design firm leaders have one thing in common—they always look ahead. While they execute their plans for the current year, they look forward to the years to come: • How will they navigate through a potential economic downturn? • What impact will the 2020 elections have on their firms and the industry? • What investments should they be making? • What technologies should they be considering? Gene Marks, CPA and business owner, helps business leaders envision the future. He knows design firm leaders have people who rely on them—staff, clients, subcontractors, vendors, and partners—and expect them to grow and thrive in good markets and in more difficult times. Marks uses the most current information available and hard to come by data and shares the tactics, strategies, and ideas that firm leaders need to grow their businesses beyond 2020. By attending this podcast, you will learn... • Political candidates and their potential impact on healthcare, taxes, and the economy • Compensation and management trends and strategies you need to know • Tax and regulatory considerations in play in the decade ahead • Technologies coming in 10 years and decisions in this area needed now Handout: https://cdn2.hubspot.net/hubfs/279002/PODCAST%20Handout_Youre%20Living%20in%202019.%20Im%20Already%20in%202029_2020.pdf

The PSMJ 2020 participation season is open. Participate today (https://www.psmj.com/survey-participation). This year marks our 40th survey season. Only with your help can PSMJ share the most current, accurate, and valuable benchmarking data for the A/E/C industry. To give you a small taste of our comprehensive survey data, here’s PSMJ’s Dave Burstein addressing his recent compensation master class. Firms that benchmark enjoy greater and more sustainable success than their peers who do not measure and compare performance. And firms that participate in PSMJ surveys value hard data and are more likely to benchmark. Learn more today! Go to https://www.psmj.com/survey-participation

Forming a strategic alliance isn’t a walk in the park, but when it’s planned correctly and the parties commit the right level of leadership and resources, your architecture, engineering, or construction firm can win work that was previously out of reach. Here are 10 major benefits of forming a strategic alliance. A strategic alliance enables your firm to: 1. Gain new client base and add competitive skills. Seek an alliance partner with a strong specialty reputation to augment a firm’s skill set and create a force that offers the total package to your clients. Gaining new competitive skills without incurring the burden of recruiting, paying and caring for new staff is one of the two top alliance-model sellers. 2. Enter new business territories. Entering new geographic marketplaces with a partner who knows the ropes in a particular territory is the second top alliance-model seller because it can shave years off the geographic expansion learning curve. Seek an alliance partner with well-developed relationships and complimentary work experience in the territory you are targeting to create a force that offers a compelling total package to this new geographic marketplace. 3. Create different sources of additional income. Rather than duplicating resources or outsourcing to non-alliance partners, keep the work in the family by improving and expanding the resources already available within your own firm to service your partner. 4. Level industry ups and downs. Use your alliance partners to outsource work during rises in your or your partner’s marketplace economic cycle. Once your alliance is up and running and the new team has joint work experience under their belts, you can help each other out as the markets ebb and flow. 5. Build valuable intellectual capital. If you are trying to dig deeper, think harder. Be a more holistic client advocate, and ally with a complimentary or even a competitor firm to create the magic. 6. Affordable alternative to merger/acquisitions. The A/E/C industry is primarily a collection of small- to medium-sized firms. Leaders of these firms typically strive on independence and are more than likely reluctant to grow through the merger or acquisition of others. This model allows interdependence to occur where mergers and acquisitions is a dependent model, enabling leaders to have their cake and eat it, too. 7. Reduce risk. Keep doing what you do best. We were educated to understand that we can do “anything and everything.” The honest truth is—we cannot. But as a long-term team and collection of others with complimentary talents, we can come much closer to our ideal of doing anything and everything. 8. Leapfrog the competition. Reap the benefits of the hype surrounding “the federation.” A new alliance in the marketplace can become a formidable new force for competitors to fear. It will also fascinate clients. Create a solid value proposition for your new alliance from the start, building on it over time. 9. Gain new resources and improve existing resources. Provide your resource teams with in-depth training and mentoring without hiring trainers or consultants. 10. Create a different perception of each firm. For example, many observers may view your firm as a small firm that specializes in a narrow range of project types. By entering into a successful alliance with a well-established firm specializing in a broader range of project types, your firm will likely benefit from the reputation of the established firm, while creating a softer image for the well-established firm.

Emerging leaders not only need to understand technical skills, but also how the business works and the leadership skills they are going to need to be successful. It is essential to have a leadership development program that is formalized within your organization. By doing so, firms encourage their best stars to stay by investing in them. They also attract potential stars who want that type of training. Such action is a powerful recruiting and retention tool.

Listen as PSMJ Founder and CEO Frank A. Stasiowski, FAIA, author of IMPACT 2030—Disruptions in The Design Industry for The Next 10 Years, examines where the A/E/C industry is headed and details changes to a design profession. Frank explains how demographics, globalization, government expansion, and dramatic technological changes will benefit firms that plan — or seriously challenge firms that fail to map out their futures.

Capacity is the maximum possible output of a company. In the A/E/C industry capacity is usually measured in numbers of hours. Planning looks at the right amount of resources to cover not only current projects, but those coming on line in the near future. Since many firms are very busy these days, PSMJ’s Dave Burstein wonders how many leaders are currently worried about outselling capacity. “Right now, most firms find it easier to get more work than to hire more people,” Burstein says. But despite consultant advice to “stress” capacity, most firm leaders are worried about how to handle outselling their capacity. One thing that many principals fail to consider is the lag time between the date the client says they will start the project and the date they actually start it, Burstein says. “One large engineering firm studied this lag time scientifically and came up with some interesting results,” he explains. “For example, they found that on transportation projects, there was typically a 6 – 9 month slippage between the RFP start date and the actual project start date. “For projects in New York City or Los Angeles, the slippage averaged 12 months. And on design-build projects, the slippage averaged 18 months!” So, when considering whether you have (or can hire) the capacity to do the projects you are proposing, remember that they don’t always start when the clients say they will.

People are busy. Project managers who want to get their point across need to know how to speak and respond in a timely manner—while exuding both confidence and empathy. So what does effective communication look like? “Sometimes it's proactive to address risk, and sometimes it's reactive to address issues,” says veteran PM and organizational change agent Vicki Hoard, PMP, LSSBB, CSM, Management Consultant. “It's always a continuous process, and it improves as you go on. There are a lot of lessons learned and lessons taught.” Here’s how to start the process: • Be clear. Speak in plain language, be explicit, and use short sentences with concrete words—sort of like how information gets transmitted in an email or text. And be sure to address people by the proper pronoun. (For the sake of clarity, ask.) • Measure how you're doing. Establish a baseline by asking questions. How much rework do you have to do? Are there errors? Are your client’s needs met? What about the needs of the people in your firm—even those above you? • Don't dictate and demand. Bad communication, such as telling technical staff to stay in their lanes, can be shaming and lead to disarray. “Emotional vampires can suck the energy out of projects and ultimately sabotage them,” says Hoard. This can lead to overrun, scope creep, scheduling issues, stop work orders, and other negative impacts. • Avoid barriers. “Self-awareness is one of the biggest tools out there,” says Hoard. “One of the most important things a project manager can do is to be knowledgeable about yourself—to understand what you're doing, who you are, and what you’re there for. “People who jump to conclusions often hear what they expect to hear instead of what was actually said, and those who believe there is only one way to do something often struggle when working with a team. Bring people together to create “a shared culture that has meaning for everyone.” • Support others. The best project managers do not say, “My job is to make sure you do your job.” They say, “My job is to help you be successful in your job.” Hoard calls the second leadership style a “grow-with-you type of mentorship”—one that invites reflection from both sides. • Stay calm. People are much more responsive when a leader explains anger and frustration instead of expressing it. • Listen more. Ask questions, clarify, summarize, and provide feedback. “Don’t take it as a threat when someone on your team asks a question about what you meant,” Hoard says. • Use data. You want to be able to back up what you communicate. Says Hoard: “You never want anyone to question who you are and what you are in the organization. “You want to be trustworthy. You want to be able to say, ‘If I'm wrong, prove it. It's that important.’”

Join Karl Wohler as he invites all your questions—LIVE. What are the industry norms for valuation and deal structure? What are the critical milestones in the M&A process? Can a sale process facilitate retirement exits while allowing some shareholders to remain in the ownership group and maintaining a path to ownership for key employees? Spend a half hour with PSMJ’s Karl Wohler and start to get some answer to your M&A questions.

Design firms understand that their success depends on strong client relationships. But how many A/E/C firms use their resources to focus on their client experience (CX) strategy? And how well are firms implementing and measuring their CX initiatives and aligning these efforts with their strategic plans? Ryan Suydam, Chief Experience Officer of Client Savvy, talks with A/E/C professionals and offers insight on how design firms can look at CX that is not “one more thing,” but rather an integrated approach that organically drives employee adoption and results in increased loyalty, client acquisitions (and referrals), and sustainable growth.

Business metrics and strategic planning are areas that most A/E Project Managers dread, possibly avoid, and may even ignore. Yet, the creation and use of effective metrics to influence business strategy is one of the most important ways PMs can help firms bring about crucial strategic success. Joshua Plenert, author of Strategic Excellence in the Architecture, Engineering, and Construction Industries - How AEC Firms Can Develop and Execute Strategy Using Lean Six Sigma, talks with A/E/C professionals and offers insight on how they can apply the leadership of Shingo and the scientific thinking of Lean Six Sigma to create, execute, and communicate critical business metrics. With Shingo and Lean Six Sigma as critical backdrops, Plenert addresses some of the mistakes and apprehensions caused by ineffective and detrimental metrics. You will also learn the purpose of Business Metrics, how to develop and effectively execute good metrics, and how to avoid some of the common mistakes associated with metrics.

This is great opportunity to learn how A/E’s top firms engage employees, use recognition to impact performance, and how career development helps retain star performers. The author 1,001 Ways to Engage Employees, Recognizing & Engaging Employees for Dummies and 1,501 Ways to Reward Employees takes audience questions about 2019’s secrets top managers use to get the best out of their employees.

Effectively executed A/E contracts ensure overall business success and continuity of the firm. The management of these contracts, therefore, is very important and helps determine the degree of success or failure of the enterprise. Yet most firms do not have a dedicated person assigned to the business process called contract administration. Should they?

Join PSMJ performance improvement guru Brian Flynn, P.E., BCEE, author of Maximizing Engineering Firm Profits—Profit Fundamentals for this 60-minute podcast and learn how SUM does not replace the P&L statement, but instead provides managers a powerful, three-pronged tool for operating a profitable firm in 2019.

U.S. and Canadian GDP has been growing steadily since The Great Recession. And 2019 continues the trend as the economy is going strong. Since 2003, PSMJ has asked A/E firm leaders every three months about their outlook for over 50 A/E markets and submarkets. Join PSMJ’s David Burstein for this 30-minute podcast and learn: • More about what PSMJ’s most recent Quarterly Market Forecast tells us about proposal activity and backlog trends in various sectors and geographic regions in North America. • Why business in the A/E sector is brisk and why it will continue (at least for a while). • Why the housing market is the best early indicator of what will happen in most other A/E market sectors. • How to be part of the PSMJ’s Quarterly Market Forecast.

Peter C. Atherton, P.E., author of "Reversing Burnout, How to Immediately Engage Top Talent and Grow! A Blueprint for Professionals and Business Owners" This is great opportunity to learn how A/E’s top firms are facing tremendous changes—in their workforces, workplaces, markets, and technology—and coming up effective and profitable. The author of Reversing Burnout, How to Immediately Engage Top Talent and Grow! A Blueprint for Professionals and Business Owners takes audience questions about 2019’s secrets to achieving a culture that encourages true engagement and sustainable performance within a tempo of accelerating change. Peter invites you to ask about ways leaders can better engage staff, make top performers better navigators of achievement, and other key takeaways for success. Join us as Peter talks candidly and opens your mind to better combat burnout and increase performance. About the Presenter: Peter Atherton, P.E., is an A/E industry insider having spent more than 24 years as a successful professional, principal, major owner, and member of the board of directors for a high-achieving engineering consulting firm. Pete is now the President and Founder of ActionsProve, LLC (www.actionsprove.com), author of Reversing Burnout. How to Immediately Engage Top Talent and Grow! A Blueprint for Professionals and Business Owners, and the creator of the I.M.P.A.C.T. process. Pete works with A/E firms to grow and advance their success through strategic planning implementation, executive coaching, performance-based employee engagement, and corporate impact design.

The Gallup Organization reports that the percentage of engaged employees nationwide is just 32 percent. The rest are uninvolved, unenthused, and uncommitted to their jobs, their managers, and the organizations they work for. Join Bob Nelson, PhD, the world’s leading authority on recognizing, engaging & retaining employees today for this 60-minute podcast and learn: - Top drivers of employee engagement - Ways to provide employee recognition that most impacts performance - The role of career development in retaining today’s employees - What successful managers at top organizations do to get the best out of their employees About the presenter: Dr. Bob Nelson is considered the world’s leading expert on employee recognition, motivation, engagement and rewards. He is president of Nelson Motivation Inc., a management training and consulting company located in San Diego, California that specializes in helping organizations improve their management practices, programs and systems.

It seems all Boomer executives and Gen Xer managers are trying to successfully work with Millennials and other, even younger A/E professionals. But how best to break down generational stereotypes and counter-productive myths to create more productive work environments? Using a buzzer-beater format, RMF Engineering’s Tim Griffin and generational expert Larry Cahill unpack the generation myths of the current A/E industry conundrum. Through real-life experience and practical tips, they lay out what how the industry is dealing with offices filled with the experienced and the newly minted professional who need to work together. In this podcast, you will learn: - What firm leaders can do to bridge the gap between the generations - How to develop future leaders now, for tomorrow - Ways to deliver a training and mentoring culture - Keys to make delegation work — where young people can work and be trusted to take on relevant responsibilities About Your Presenters: J. Tim Griffin P.E., MBA, LEED AP is a partner and executive vice president with RMF Engineering, Inc., a national engineering consulting firm operating throughout the United States with projects across the globe. He is a licensed professional engineer and certified energy manager. Larry Cahill, CPEA, has over 40 years of professional consulting experience including working with Booz, Allen & Hamilton and Exxon Research and Engineering. His roles have included junior consultant, project manager, technical director, managing principal, vice president, and chief operating officer. Cahill has authored several books and has written over 80 journal publications.

This is great opportunity to learn how A/E’s top firms earn profits of more than 40 percent. The author of “Maximizing Engineering Firm Profits—Profit Fundamentals” takes audience questions about 2019’s secrets to achieving profitability that is better than 90 percent of firms. Brian invites you to ask about ways to improve operating efficiencies, how to make existing work more profitable, what is SUM metrics, and more. Join us as Brian talks candidly and open your mind to grasp ways to grow revenue and profits. About Your Presenter: Brian Flynn, P.E., BCEE has spent more than 40 years in the engineering and environmental industry. He was one of the founding partners of global environmental consulting firm ERM Group and the President of ERM-Southwest in Houston, TX. As a management consultant, Brian is frequently sought out by A/E firm leaders to improve their profitability, facilitate mergers and acquisitions, and lead project and financial management training programs.

Over the past three decades A/E firms have faced tremendous changes in the make-up of their workforces, the structure of their workplaces, the markets they serve, and the technology they use. And the tempo for change is accelerating. Over the past 10 years alone, we have seen a great recession packed with long hours for surviving staff, followed by a great boom producing more work than people. At the same time, progress has erased many traditional forms of practice and staff are more proactive and informed than ever before. Join Peter Atherton, P.E., author of Reversing Burnout, How to Immediately Engage Top Talent and Grow! A Blueprint for Professionals and Business Owners, for this 60-minute podcast and learn: - If the rumors of widespread burnout and disengagement are true - How our ability to recruit and retain top talent and profit as an organization are affected by staff and leaders who are not fully or properly engaged - The key takeaways that leaders and leadership teams need to know to successfully navigate the change and inspire greater long-term commitment and growth - When to step in and take action to prevent and reverse burnout while increasing both engagement and performance in you and your firm About Your Presenter: Peter Atherton, P.E., is an A/E industry insider having spent more than 24 years as a successful professional, principal, major owner, and member of the board of directors for a high-achieving engineering consulting firm. Pete is now the President and Founder of ActionsProve, LLC (www.actionsprove.com), author and creator of the I.M.P.A.C.T. process. Pete works with A/E firms to grow and advance their success through strategic planning implementation, executive coaching, performance-based employee engagement, and corporate impact design.

U.S. and Canadian GDP has been growing steadily since the recession. But is the recovery running out of steam. What will that mean for North American A/E firms? Since 2003, PSMJ has asked A/E firm leaders every three months about their outlook and proposal activity in over 50 A/E markets and submarkets. Join your colleagues and PSMJ’s Dave Burstein for this 60-minute live podcast and learn: - More about what PSMJ’s most recent Quarterly Market Forecast tells us about proposal activity and backlog trends in various sectors and geographic regions in North America. - Is business remaining brisk or are there pockets of weakness beginning to appear? - Why the housing market is the best early indicator of what will happen in most other A/E market sectors. - How to be part of the PSMJ’s Quarterly Market Forecast. About the Presenter: Dave Burstein, P.E. AECPM, is a Director and Senior Consultant with PSMJ. He provides consulting and training on a wide range of management and leadership topics. Prior to joining PSMJ, Dave worked for 26 years at Parsons Corporation, one of the world’s largest and most respected engineering-construction firms. During his tenure at Parsons, Dave held a variety of positions including President of Parsons’ 1,600-person, environmental subsidiary and President of Parsons’ 120-person, planning subsidiary.

This is unique opportunity to learn more about what the future holds for A/E and ask the author of IMPACT 2030—Disruptions in The Design Industry for The Next 10 Years what he thinks is in store for design firms over the next decade. About Your Presenter: In addition to being the Founder and CEO of PSMJ Resources, Inc., Frank Stasiowski is an advisor to CEOs and other leaders at many of the world’s top architecture and engineering firms. Additionally, he actively serves as an outside director for architectural and engineering firms around the globe, and Frank’s experience includes serving as a director for a publicly-traded, 4,000-person engineering firm. Frank helps his clients by challenging them to excel and to think differently about their constraints and obstacles. He sees his role as one of guiding firm leaders through a perspective that may not come naturally to them. He views success ultimately as clients not simply following his recommendation, but rather making their own decisions guided by his insight. Frank brings a special understanding and sensitivity to the issues facing design firm executives shaped by more than 40 years he has dedicated to helping design firms succeed. He is a licensed architect with degrees from the RI School of Design and a master’s degree in business administration from Bryant University with honors.

Size doesn’t matter. And for many A/E/C firms, there are much better options than the Big Dogs. When laying the foundation for an external firm sale, it’s tempting to focus only on the biggest fish, or the firms with the deepest pockets. But that’s a mistake. In this candid discussion with a seasoned M&A consultant serving both buyers and sellers in A/E/C firm transactions, you’ll learn how to discard common myths that limit your options and unnecessarily extend the search process. And how to make more confident decisions about when and with whom you’ll walk down the aisle. You’ll get proven strategies – based on actual transactions and negotiations – for: - Appealing to non-traditional buyers, such as mid-level partners, similar-sized firms, and private equity firms building a platform company - Making smart decisions based on the very latest data – not on the myths that lead to poor M&A outcomes. - Determining at the very beginning of negotiations if cultural differences will doom the sale of your firm, using a handy assessment tool - Sidestepping the common blunders that derail early-stage acquisition discussions - Achieving alignment when not every equity partner is on board with the proposed suitor and discussions are stalled. Plus, you’ll gain valuable insights into the current M&A landscape, including what’s hot (markets, specialties, and services), why the size of a potential buyer no longer has a bearing on whether or not the transaction will close, and how to create a “persona” of your ideal buyer. About the Speaker: Dion Kenney is a senior consultant in PSMJ’s mergers and acquisitions, valuation, and ownership transition practices. His approach is defined by recognizing the value of an organization aside from calculating its physical assets and multiples of revenues/profitability metrics.

How do you grow your firm beyond repeat business and referrals? Today you need smart, effective marketing and a culture of business development success to attract a steady stream of clients and grow in an increasingly competitive world. Join your colleagues and professional services marketing guru Mike Schultz, author of Professional Services Marketing—How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success for this 60-minute live podcast and learn the basics of a research-based marketing and sales approach. Mike reveals marketing strategies and tactics already used by thriving, high-growth firms. He’ll discuss–using practical steps and examples—how firm leadership can move from lackluster efforts to brilliant performance. You’ll learn: - The basics of a A/E marketing strategy - Mining data to create goals and milestones - How to take a disciplined approach to better sales - The best way to create a strong, steady flow of new clients About the Presenter: Mike Schultz is a bestselling author of Professional Services Marketing, Rainmaking Conversations and Insight Selling, Director of the RAIN Group Center for Sales Research, and President of RAIN Group, a global sales training and performance improvement company. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries transform their sales results and unleash their sales potential.

Last year’s top Circle of Excellence firms enjoyed profits of more than 40 percent. The worse performers stumble by with less than five. So what separates the stellar from the cellar? Tune into PSMJ performance improvement guru Brian Flynn, P.E., BCEE, author of Maximizing Engineering Firm Profits—Profit Fundamentals for this 60-minute podcast and learn 2019’s secrets to achieving profitability that is better than 90 percent of firms. Brian will reveal how to use the SUM (salary-to-expense, utilization, multiplier) metrics as a comprehensive management tool, price work competitively, and grow revenue and profit. He’ll discuss–using practical steps and examples—how firm leadership can move from lackluster profits to brilliant performance. You’ll learn: - Ways to improve operating efficiencies - Why you don’t have to accept paltry profits - How to take a disciplined approach to better performance - The best way to make existing work profitable About The Speaker: Brian Flynn, P.E., BCEE has spent more than 40 years in the engineering and environmental industry. He was one of the founding partners of global environmental consulting firm ERM Group and the President of ERM-Southwest in Houston, TX. As a management consultant, Brian is frequently sought out by A/E firm leaders to improve their profitability, facilitate mergers and acquisitions, and lead project and financial management training programs.

In a world where the POTUS and Mega Millions jackpots are larger than life and equally unpredictable, being able to forecast the immediate future seems outrageous. So sitting down to predict how the A/E industry and the professionals in it will grow and change over the next decade? Tougher still — but crucial. Listen as PSMJ Founder and CEO Frank A. Stasiowski, FAIA, author of IMPACT 2030—Disruptions in The Design Industry for The Next 10 Years, examines where the A/E/C industry is headed and details changes to a design profession where … - Clients visit buildings not yet constructed - Mistake-free designs reduces liability to zero - Structures collapse and are thrown away—on purpose - And more… Frank explains how demographics, globalization, government expansion, and dramatic technological changes will benefit firms that plan — or seriously challenge firms that fail to map out their futures. You learn how in the A/E/C industry of the future: - Client relationships with their buildings will begin with the RFP - Integrated project delivery will include project and data management - New disciplines like coast engineering and other climate-integrated specialties will emerge as essential - Teams of professionals talk via blockchain - And so much more Frank made bold predictions in the ‘80s, ‘90s, and ‘00s. Nearly all have come true. Stretching the mind to grasp your inevitable future is a scary proposition, but holding onto the past results in certain failure. About Frank: In addition to founding and leading PSMJ Resources, the leading global provider of practice management and performance improvement information for the A/E/C industry, Frank Stasiowski is an adviser to CEOs and other leaders at many of the world’s top architecture and engineering firms. He actively serves as a director for A/E organizations around the globe, including a publicly-traded, 4,000-person engineering firm. Frank helps his clients by challenging them to excel and to think differently about their constraints and obstacles.

No matter how much success a firm has achieved there is always some process that it can improve, deliverables people can make better, and enhance services to clients to make them more in line with their needs and desires. Charles Nelson, LFRAIA, AIA, AECPM, author of Managing Quality in Architecture, Second Edition. Integrating BIM, Risk, & Design Process offers firm leaders practical reasons to embrace quality management as a way to managing frustrating situations: - Services treated increasingly as a price-based commodity - Rework and scope creep not measured and impacting the bottom line - Providing great services and not winning more work In this one-hour podcast, Nelson offers–through lessons learned, pet peeves, case studies, and more—the straight forward answers to the questions that leaders in professional services firms ask regarding quality: - Why adopt a more rigorous, consistent, and open methodology to manage project quality - How to use risk analysis to improve market position and competitive advantage - When to build a new and better focus on clients—moving toward improved client communication About the Presenter: With more than 50 years of A/E industry experience, Charles Nelson has become a go-to expert on a wide range of management matters for A/E firm leaders. He leads PSMJ’s consulting and training in the Australia/New Zealand market. Charles’s hands-on experience includes a decade as the owner/manager of a Boston-based design/build firm. Using this hands-on experience, Charles has provided Project, Design, Quality, and Risk Management training since 1989. He has facilitated more than 300 workshops across three continents including programs at 10 American Institute of Architects national conventions. Charles has a bachelor’s degree in architecture and psychology, and studied Land Use Law & Legislation and Law of Construction Contracts at Harvard University.

There are very few places where young professionals can go today to find out what it takes to hit the ground running and succeed within a large consulting firm. It’s difficult to learn the ropes while you are executing tasks and meeting deadlines. Larry Cahill, author of “Can I Borrow Your Watch? A Beginner’s Guide to Succeeding in a Professional Consulting Organization”, offers young millennial engineers and scientists practical, how-tos covering how our business works and ways to navigate typical on-the-job challenges: - How do I “do” sales if I need to be 100% billable? - Run a project? Where do you learn to do that? - Why do I have to worry about financing, our firm is making money? In this one-hour podcast, Cahill offers–through lessons learned, pet peeves, case studies, and more—the straight forward answers to the questions that young engineers and other consultants in professional services firms ask. Young professionals and the leaders who must guide them will learn: - How billability is king and client sales is queen. Cahill talks how to navigate utilization targets and still exceed sales goals. - Project management survival. Cahill offers how to get work done, be profitable, and successfully reach the end where clients tell you how happy they are with the outcome delivered. - Realistic career expectation. “Sell the work, do the work, repeat the process”—Cahill covers fundamentals anyone can use to succeed. - Where consultants stumble when it comes to financial management—managing billing, collection, and more. About the Presenter: Larry Cahill, CPEA, has over 40 years of professional consulting experience including working with Booz, Allen & Hamilton and Exxon Research and Engineering. His roles have included junior consultant, project manager, technical director, managing principal, vice president, and chief operating officer. Cahill has authored several books and has written over 80 journal publications.

Those Baby Boomer executives and Generation Xer managers who successfully engage and channel the energy, creativity, and technology savviness of these professionals will meet today’s business goals and exceed tomorrow’s challenges. The task facing architectural and engineering firms is to first find the best and brightest young professionals from the Millennial Generation and then convince them that joining their architectural or engineering firms is a good bet for the future. Josh Miles, author of Bold Brand 2.0: How to Leverage Brand Strategy to Reposition, Differentiate, and Market Your Professional Services Firm details how brand can help your firm win the talent war: - Position your brand to attract those professionals drawn to your mission - Validate Millennials’ need to work with professionals whose vision most meets their own Meanwhile, Tim Griffin, P.E., MBA, LEED AP, author of Lattes, Puppies, and Unlimited Vacation: Attracting, Retaining, and Empowering Millennial Design Firm Professionals covers how appealing to young design professionals takes putting careful systems in place: - Deliver a training and mentoring culture where on-the-spot instruction and relevant experiences are commonplace - Where delegation is not a dirty word—where young people can work and be trusted to take on relevant responsibilities In this one-hour podcast, you will learn: - How to market that part of your firm that is most appealing to young professional architects and engineers - What Millennials find most attractive when it comes to firm culture and strategic goals - How architects and engineers can produce alongside this new generation of workers