Courses

What are the keys to becoming a great seller-doer or rainmaker? In interviews around the country, dozens of A/E executives shared their journeys from technical specialist to seller-doer to rainmaker.…

In many firms, accountability is the missing ingredient that allows mediocrity to become acceptable. Missed deadlines, average effort, and unmet expectations are excused because we “”don’t have time”” to really…

For the last 7-8 years, “”insight selling”” has been at the heart of most new B2B selling and marketing thinking. As the story goes, cold calls are dead and most…

Ever wondered why engineering services are less valued than other professional services? Attorneys, accountants, management consultants, marketing experts—to name a few—all command a higher labor multiplier than engineers. Perhaps it’s…

There’s one in every firm. You know, that person who carries that title of “”boss”” or “”manager”” while falling short of actually leading anyone. That’s because leadership isn’t bestowed by…

Did you know there are at least 6 different ways shares of stock can be exchanged with an Employee Stock Ownership Plan? Some companies sponsor 100% ESOPs while others own…

Did you know that just a 1% increase in utilization can mean $200,000 or more to a typical A/E firm? Your employees are your firm’s primary asset, and optimizing their…

The single biggest challenge in this hyper-active market is getting important tasks done. Join Leo MacLeod to learn a flexible, but proven approach to structuring your time and managing your…

Your firm made the shortlist – now what? Despite looking otherwise, the selection process becomes more subjective when it reaches the shortlist interview stage. Don’t just rehash your proposal highlights;…

Too many firms are “”flying blind”” when it comes to understanding their financial condition. They don’t have an accurate idea of where they are, or where they’re going. Lucky for…