Courses

Today’s professional services buyers are inundated with marketing messages from all directions. The marketplace is crowded, competition is fierce, and differentiation is difficult. So how do you connect and engage…

If your car isn’t running right you call a mechanic, but if your company sputters and wheezes, it’s your job to diagnose and fix the problem. By regularly monitoring key…

Aristotle Onassis said, “The secret of business is to know something that nobody else knows.” In a world of intense competition for A/E services, firms that uncover hidden client needs…

On average, 70% of your client’s fact-finding, opinion-building, and decision-making is done before they raise their hand and say: “I need an engineer.” That means 70% of the selection process…

Everyone has their own reasons for becoming an engineer, but very rarely do engineers set out early in their careers to become a project manager. In fact, many project managers…

How much of a factor is price? What are owners really asking for in the RFP? How do owners review responses to a solicitation? Is best value really best value? No…

Faced with a merger or acquisition, stakeholders – clients, staff, shareholders – often assess what OTHER changes they might make. This means firms are at peak risk for client and…

All engineering firm owners know that keeping an eye on operating profit and working capital is essential to increasing cash flow available to shareholders, and that increased cash flow raises…

The relationship between individual P.E. licenses and engineering firm licenses (COAs) is not widely understood. As a result, firms are often blindsided by regulatory fallout following a change in the…

Many engineering professionals are overwhelmed at the thought of having to conduct business development (BD) on top of project responsibilities, staff mentoring, and other key functions. Join Rich Friedman to…