Engineering Management Institute

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For Engineering Firms, It Takes More Than Talent to Win

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For Engineering Firms, It Takes More Than Talent to Win is a guest post by Christian HaringTalent

You’ve got plenty of talent and depth on your bench, and your sales team is doing a great job putting together compelling proposals. Yet too often, your team is cut in the final round, or turned away before you’ve even had a chance to show what you’re capable of. If you’ve been in this business for any length of time, you know every play can’t be a touchdown. Yet if you find yourself going up against the same competitors over and over again, or pursuing projects that aren’t an ideal fit, there’s one way to refresh that pipeline and win more business that few engineering firms appreciate or exploit. In fact, it’s probably the last aspect of your business that you would associate with winning anything, let alone new business: regulatory compliance.

Whether you see it as a growth driver or not, licensing and entity management are basically the playing field you provide for your business development teams. And at key moments throughout your firm’s corporate lifecycle, licensing influences your playbook as well, affecting agility, profitability, and performance long after the contracts are signed. By creating a favorable regulatory playing field, equipping your team, and embracing the power of compliance to enhance your brand, you can position your firm to win more of the projects you really want.

Own the Field

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How to Sell Yourself in a Job Interview to Guarantee a Job Offer

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How to Sell Yourself in a Job Interview to Guarantee a Job Offer is a guest post by Nader Mowlaee

Job Interview

You’ve sent out your resume and cover letter and gotten that job interview you wanted. Are you ready? Because now it’s time to concentrate and do whatever it takes to get the job you’ve always wanted. Begin by learning everything there is about the company you’re interviewing at, the person you’re be meeting, and the position you’ll be interviewing for.

Go to LinkedIn and search for other people with the same job title, who work at the same company. Go to all their profiles and see what information and data you can gather about their work and projects. Write everything down and take it to the interview with you; and feel free to ask questions based on what you found.

From your first attempt to contact a person and throughout the entire interview process, keep the 7-38-55 Rule Of Communication in mind. This is a communication model by Albert Mehrabian, a professor of psychology at UCLA, which suggests that the word we speak and say out loud is only 7% of what is read and understood by the recipient of our full message. 38% of our message comes from the intonation (pitch) and changes in the volume and speed of our voice, while a whopping 55% is from totally non-verbal cues such as body language, facial impressions, and posture.

Make sure that your body language and tone of voice demonstrate your level of enthusiasm for the job you’re interviewing for. Sit up straight, shoulders back, arms in front of you, not crossed, while keeping eye contact in order to show your confidence with your body in addition to your verbal cues.

Follow these tips to ace every stage of your upcoming interviews and get more job offers than ever before.

1st Job Interview: Ask Questions and Identify Problems

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Better Marketing for Engineering Firms Through Better Public Speaking

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Better Marketing for Engineering Firms Through Better Public Speaking is a guest post by Shoots Veis, P.E.

Marketing

Colter has been enjoying working at his job as an engineer at a regional engineering firm.  He is good at his job, liked by his co-workers and management, and has moved up a couple of rungs at the company.  At his last performance evaluation, he visited with his manager about starting to take on client relations and they agreed Colter should look for an opportunity to begin creating a relationship with a client.  He was motivated by the prestige of being a client manager, saw it as the chance to make another move up in the company, and begin planning how to cultivate the new client relationship.

A couple of months after his evaluation, Colter was invited to sit in on a strategic planning session for the company.  One of the discussions was about how the firm could grow through the acquisition of new clients and specifically, how they could find new municipal clients.  They listed about a dozen cities they would be interested in pursuing and it turns out that Colter knew the assistant public works director, Tim Harrison, in one of the cities.  They had met through the local section of ASCE, served together on a couple of outreach projects, and usually sat with each other at the monthly luncheon.

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The Foundation of a Great Management Career in Engineering

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This is a guest blog post by Mary Jane Riccardi, SPHR, MBA

Management Career

Whether project management or organizational management, the foundation of a great management career starts with exceptional technical/professional performance. Many engineering professionals start their careers with strong technical skills, honed through years of schooling, challenging work assignments, and delivering on project management expectations. Moving into a project or organizational management role takes a new set of skills, which can be developed long before acquiring the manager title.

Through developing professional consulting competencies engineers can accelerate their skill development while providing additional contribution to their firms. Also, it allows early career engineers to demonstrate their people skills to those internal decision makers, who may be making those promotional decisions.

So what specifically are professional consulting competencies? After talking with and listening to many junior and senior professional consultants in the A/E industry, I developed a 10-competency model that can be used to guide any engineer in their role as a professional consultant. Executing on technical skills and abilities can develop the first four, the next five require focus on people. Pursuing self-development is important regardless of your career goals.

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How to Increase the Efficiency of Your Construction Project

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How to Increase the Efficiency of Your Construction Project is a guest post by Holly Welles

Construction ProjectConstruction project efficiency has become a problem over the last 50 years. In spite of advances in construction technology, project efficiency has dropped by nearly half, which leaves jobs undone for years after their projected completion date. Construction holds the title of the industry that has the lowest productivity gains of any comparable sector, leaving many people to wonder what could have slowed down the workflow so much. Despite all of this, there are some things that project managers can do to increase the efficiency of their construction projects.

Be Proactive, Not Reactive

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Delivering Stellar Client Service to Engineering Clients

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Stellar Client Service

Every A/E firm talks about delivering stellar client service and many deliver to that mark.  Why?  Well, before I can provide my opinion let’s set the definition for what constitutes stellar client service.

From my foxhole, stellar client service = responsiveness, collaboration, and establishment of crystal clear expectations.  Without these three elements, you will certainly not develop stellar anything, let alone client service.

Thirty years ago, I learned what delivering stellar client service was as a bus boy, then as a waiter, in a posh restaurant.  We in the A/E industry can learn a lot from the hospitality industry when it comes to client service and “delivering an experience”. From my time servicing clients on two-tops, then four-, six- and eight-tops, I learned how to gauge what our guests (i.e. clients) wanted and when.  How to read body language, how to interact with the guests to establish rapport beyond a transactional relationship, and how to ensure they left with an experience, not just a meal.

In short, I learned how to turn eating into an experience.  I also learned that when it’s done correctly, your fees (i.e. tips!) go up.

Delivering stellar client service in the A/E industry requires engineers to transform the technical act of engineering services from the technical stuff many clients don’t understand (or want to), into an experience.  This is much like the transformation of eating dinner from a biological requirement into a memorable experience.

The 6 Ingredients for Stellar Client Service

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BIM as an Effective Tool in Project Management

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BIM as an Effective Tool in Project Management is a guest post by Shakti Prasad

BIMBIM (Building Information Modeling) has been revolutionizing the AEC industry in terms of economic and technical viability, over the past few years. The advantages of the long-term application of BIM can be leveraged most efficiently in the field of project management. The need for management of an asset is a continuous process; from inception to demolition, a true cradle to grave cycle which involves handling large volumes of data, handling a lot of responsibilities, and so on for which BIM is the one-stop solution. Project managers need to embrace Building Information Modeling, interrogate the BIM information and reap the maximum benefits out of it for effective project management.

How Building Information Modeling (BIM) facilitates effective project management?

There are 2 broad aspects of Building Information Modeling which enables it in facilitating project management:

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How Engineers Can Develop Necessary Soft Skills to Excel in Their Careers

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How Engineers Can Develop Necessary Soft Skills to Excel in Their Careers is a guest post by Tiffany Rowe

Soft SkillsThe five years of an engineer’s bachelor’s degree program are filled with complex math and science. Indeed, almost all of an engineer’s training pertains to the hard skills they will directly apply to problems in their field during the course of their career. Yet, what most new engineering grads discover as they enter the workforce is that they are woefully under prepared to function in the workplace because they have failed to develop their soft skills.

Hiring managers are always looking for well-developed soft skills, even in engineers. The ability to communicate, to work in teams, to think creatively and adapt swiftly to new situations are mandatory in the modern workplace, and it is unlikely that an engineer will find success without cultivating such skills. Fortunately, it isn’t difficult to enhance one’s soft skills, both inside and outside an educational environment. Here are a few ways engineers can build the skills they need to excel in their careers.

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5 Laws for Engineer Career Success

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5 Laws for Engineer Career Success is a blog post by Tom Jager

Career Success

“Engineering is the closest thing to magic that exists in the world.”

This quote comes from Tesla’s CEO Elon Musk and beautifully describes what each engineer wants to do and should do to achieve career success: create, innovate, and improve everything around them.

Becoming a successful “wizard,” or engineer, has never been easy because the profession requires complex skills and even more complex responsibilities. To enter such a career, one has to develop the courage and personality traits needed to endure all the challenges one will face in this profession.

Despite a popular opinion, knowledge alone is insufficient to succeed as an engineering professional. You have to have that desire to design the things that millions are only dreaming about. That’s what drives people working on such amazing projects such as an autonomous car and an upcoming flight to Mars.

What else distinguishes these brilliant engineers?

The ability to follow the unwritten laws of the profession that keep them focused and moving forward.

In this article I’d like to focus on these laws in hopes that they can help you to become a successful or more successful engineer.

Law #1: Do Good Work

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Strategies for Delivering a Presentation to a Hostile Audience

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Strategies for Delivering a Presentation to a Hostile Audience is a guest post by Shoots Veis, P.E.
hostile audience

As engineers we often get the opportunity to work on great projects. We often transform the landscape through construction and make life safer and more efficient for the people using our infrastructure. However, not everyone is going to see it that way. Many of us have had to deliver a presentation to a hostile audience that does not think a certain project is the best idea. They come to the meeting with a preconceived notion of the project, not happy at the thought of what is proposed to be built.

If you are already a less than confident public speaker, speaking to this type of audience can be one of the hardest things to accomplish. They tend not to share your viewpoint, may have a dislike for technical answers, and may not value engineering expertise. Speaking to this type of crowd is never going to be easy, but there are a few things you can do to get ready.

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