Engineering Management Institute

Business Development

TCEP 236: Unlocking Hidden Value and Elevating Your A&E Firm’s Success

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A&E In this episode, we delve deep into the realm of business management and leadership for your architecture and engineering A&E firm’s success. Our guest is June Jewell, CPA, a distinguished business management authority and CEO of AEC Business Solutions. June is renowned for her best-selling book, “Find the Lost Dollars,” and her latest publication, “RAISE Your Value,” which outlines a 5-step approach to discovering untapped value, creating a winning competitive advantage, and raising fees. In this episode, June elaborates on these principles and enlightens us on their application in practice.

***You can view the video version of this episode here.***

Engineering Quotes:

A&E

Here Are Some of the Questions I Ask June:

  • Can you explain how your new book, “Raise Your Value,” relates to the commoditization of A&E services and why it’s happening in the industry?
  • Can you explain the concept of commoditization and why it is occurring in the A&E industry, as discussed in your new book “Raise Your Value”?
  • Why is strategic client selection important for firms, and what are some effective strategies for selecting the right clients?
  • What are some tips for uncovering hidden value within a firm, as discussed in your book, that can help listeners improve their approach to business?
  • Can you walk us through the 5 steps “Raise Your Value” formula outlined in your new book and explain how it can help firms increase their value and fees?
  • What are some strategies that firms can employ to avoid the trap of competing solely on price?
  • What trends do you see shaping the future of the A&E industry and how can firms adapt to stay ahead of them?
  • What final advice or key takeaways would you offer to up-and-coming leaders in the industry who are seeking to enhance their firm’s value and profitability?

Here Are Some Key Points Discussed in This Episode About Unlocking Hidden Value and Elevating Your A&E Firm’s Success:

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TCEP 231: Unlocking the Potential of a Strong Online Presence for Civil Engineers

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Online PresenceIn this episode, I speak with Lindsay Diven, CPSM, a marketing and sales manager at Full Sail Partners and the host of the podcast “Marketers Take Flight.”, about the significance of developing a robust online presence. We discuss the importance of social media, the steps firms can take to enhance their online visibility, and how to create an effective social media marketing plan.

Engineering Quotes:

Online Presence

Online Presence

Here Are Some of the Questions I Ask Lindsey:

  • Why is having a social presence important for civil engineering leaders?
  • What steps can engineering firms take to enhance their online visibility and demonstrate their expertise?
  • If engineering firms only have 10 minutes per week to establish an online presence, what are some strategies they can implement?
  • How can a strong online presence help engineering firms gain their clients’ trust?
  • Could you provide some tips for creating an effective social media marketing plan for an engineering business?
  • What final advice would you offer civil engineers seeking to establish an online presence?

Here Are Some Key Points Discussed in This Episode About Unlocking the Potential of a Strong Online Presence:

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TCEP 215: Improving Your Seller-Doer Skills as an Engineering Professional

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seller-doerIn this episode, I talk to Amanda Payne, Associate Vice President and Business Development Director at Horner & Shifrin, about the role of a seller-doer and how it has changed from before the pandemic to where we are today. She also provides some great tips on how you can improve your seller-doer skills as an engineer.

Engineering Quotes:

seller-doer

seller-doer

Here Are Some of the Questions I Ask Amanda:

  • How was your journey from a business development manager to Director, to now being an Associate Vice President, accomplished and what motivated you to progress in your career?
  • How would you describe a seller-doer and the responsibilities of a seller-doer today?
  • What are some of the skills that an engineering professional should have to become a seller-doer and how would you recommend they develop these seller-doer skills?
  • How has the role of a seller-doer evolved from pre-pandemic, to during the pandemic, to now where we are hopefully heading out of this pandemic?

Here Are Some Key Points Discussed in This Episode About Improving Your Seller-Doer Skills as an Engineering Professional:

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TCEP 208: How AEC Firms Can Market Their Companies: The Right Way

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market your companyIn this episode, I talk to Will Schnier, P.E., Chief Marketing Officer at WGI, about marketing strategies for AEC firms, and how you can market your company the right way.

Engineering Quotes:

market your company

market your company

Here Are Some of the Questions I Ask Will:

  • Why is marketing important for both small and large engineering firms?
  • For someone new to marketing in engineering, what advice can you share with them to get them started with marketing?
  • What about marketing on platforms like LinkedIn and Facebook?
  • How do marketing strategies help firms?
  • What would you say is the best overall marketing strategy to market an engineering firm?

Here Are Some Key Points Discussed in This Episode About How AEC Firms Can Market Their Companies: 

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TCEP 206: Project Management for Civil Engineers: Invoicing, Write-Off’s, and Project Profitability

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project profitabilityIn this episode, I talk to Mike Lozanoff. P.E., owner at Lozanoff Consulting Services, LLC about invoicing in engineering firms, write-offs, and how these two actions can affect the project profitability of a consulting engineering firm.

Engineering Quotes:

project profitability

project profitability

Here Are Some of the Questions I Ask Mike:

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TCEP 199: Growing a Civil Engineering Firm: With a People-First Approach

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In this episode, I talk to Walfrido Pevida, P.E., the Founder and Chief Engineer at Pevida Highway Designers, LLC about growing a civil engineering firm, the importance of a company’s vision and mission, and the roles people play when building a business.

Engineering Quotes:

Growing a Civil Engineering Firm

Growing a Civil Engineering Firm

Here Are Some of the Questions I Ask Walfrido:

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TCEP 191: What Civil Engineers Need to Know About Proposal Writing

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Proposal Writing

In this episode, I talk to Matt Handal, a proposal expert and author of the book called “Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time,” about proposal writing for engineers. He share some great tips that you can use as a working engineer to get better at this process.

Engineering Quotes:

proposal writing

proposal writing

Here Are Some of the Questions We Ask Matt:

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TCEP 190: Marketing and Business Development Strategies for Civil Engineers

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business development

In this ‘episode, I talk to Gabe Lett, FSMPS, CPSM, LPC, author of THE AEC PROFESSIONAL’S GUIDEBOOK, and a marketing guru in the AEC industry that helps civil engineers find the right clients and projects for the maximum mutual benefit. In the episode, we talk about marketing and business development for civil engineers and why civil engineers should partner with their marketing professionals.

Engineering Quotes:

EngMgtInstitute Gabe Lerr Tweet this

Antonhy J Fasano Tweet this

Here Are Some of the Questions I Ask Gabe about Marketing and Business Development:

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TCEP 188: Why People Development Is Important When Growing a Civil Engineering Firm

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People Development

In this episode of The Civil Engineering Podcast, we talk with two engineers from Alaska that decided to start their own firm and really focused on people development within their firm. They are Garret K. Gladsjo, P.E.and Lucas Chambers, P.E., co-owners and principal engineers at proHNS LLC. We talk about how investing in your staff can help grow your company tremendously.

Engineering Quotes:


Here Are Some of the Questions I Ask Garret and Lucas:

  • How did you end up starting your firm and what services does your firm provide?
  • Talk to us about the importance of people development at your firm, and how you find, develop, and retain the right people?
  • How do you ensure that the right people are doing the right things and that you promote the right people into the right position at your firm?
  • How do you identify who needs what training or development? Do you have a process to ensure you are consistently developing your people?
  • Problem-solving is the essence of what engineering leaders do, but how do you and your company identify the problems that arise?
  • Once you identify problems, does your company have a specific process for solving them? If so, what does it look like?
  • What are some typical problems that you see in civil engineering firms, specifically when they are trying to grow or scale?
  • Do you have any final advice to civil engineers out there who are trying to grow their own companies, or who are considering pursuing a career similar to yours?

Here Are Some Key Points Discussed in This Episode About People Development:

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TCEP 153: Concrete Trends and Career Development Strategies for Civil Engineering Professionals

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Concrete Trends

In this episode of The Civil Engineering Podcast, I talk to Ron Burg, P.E., the Executive Vice President of the American Concrete Institute, also known as ACI. Ron discusses some interesting trends in the world of concrete, but also provides some important strategies for career development for civil engineering professionals based on his long and successful career journey.

Engineering Quotes:

concrete trends

concrete trends

Here Are Some of the Questions I Ask Ron:

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