Courses

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…

Available on 8/23. “All things being equal, people will work with people they like; all things not being equal, they still will.” – John Maxwell If you’re not winning the…

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…

Available on 7/8 Difficult conversations with clients, employees, and partners are an inevitable part of business. Still, few professionals have any formal training in how to properly manage conflict. Instead,…

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…

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…

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…

The Trump Administration has made significant changes to its review of H-1B visas, which engineering firms use to hire foreign nationals when qualified Americans are not available. These changes include:…

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…