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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:​ Learn more about PSMJ:​ 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: 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 the PSMJ's YouTube Channel: 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
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 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:
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:
The PSMJ 2020 participation season is open. Participate today ( 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
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Podcast Details

Created by
PSMJ Podcasts Presents
Podcast Status
Sep 27th, 2018
Latest Episode
Mar 31st, 2021
Release Period
Avg. Episode Length
About 1 hour

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