• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar

Engineering Management Institute

  • About
    • Meet Anthony Fasano, P.E.
    • EMI’s Mission, Vision & Values
    • Meet Team EMI
  • Content
    • Blog
    • Podcasts
      • The Engineering Career Coach Podcast
      • The Civil Engineering Podcast
        • Women in Civil Engineering
        • Civil Engineering Entrepreneurs
        • The Civil Engineering CEO Podcast
      • The Structural Engineering Channel
      • The Geotechnical Engineering Podcast
      • The Engineering Quality Control Podcast
      • The Engineering Project Management Podcast
      • AEC Engineering and Technology Podcast
      • This Week in Civil Engineering
    • TV
    • Videos
    • Books
    • Recommended Reading
    • Sponsors
  • Services
    • Training
    • Hiring Solutions
  • FE-PE Exams
  • Clients
  • Contact
  • Training

  • About
    • Meet Anthony Fasano, P.E.
    • EMI’s Mission, Vision & Values
    • Meet Team EMI
  • Content
    • Blog
    • Podcasts
      • The Engineering Career Coach Podcast
      • The Civil Engineering Podcast
        • Women in Civil Engineering
        • Civil Engineering Entrepreneurs
        • The Civil Engineering CEO Podcast
      • The Structural Engineering Channel
      • The Geotechnical Engineering Podcast
      • The Engineering Quality Control Podcast
      • The Engineering Project Management Podcast
      • AEC Engineering and Technology Podcast
      • This Week in Civil Engineering
    • TV
    • Videos
    • Books
    • Recommended Reading
    • Sponsors
  • Services
    • Training
    • Hiring Solutions
  • FE-PE Exams
  • Clients
  • Contact
  • Training

TCEP 083: How Civil Engineers Can Create Added Value for Clients

May 9, 2018 By EMI

http://media.blubrry.com/engineeringcareercoach/traffic.libsyn.com/civilengineeringpodcast/TCEP083.mp3

Podcast: Play in new window | Download | Embed

Create Added Value

In episode 083 of The Civil Engineering Podcast, I talk with Mel Lester, Management Consultant from BizEdge, about how civil engineers can create added value for clients. Mel gives some very specific strategies that you can start implementing right away in your career to create added value for your clients.

Here are some of the questions I ask Mel:

  • Why is it so important to create added value for your clients?
  • Can you talk about developing a client centered perspective?
  • How do you deliver business-driven results?

Engineering Quotes:

Create Added Value

Create Added Value

Here are some key points discussed on how you can create added value for your clients:

  • Value drives business success. The more value we deliver to our clients, the more value is returned to our firms.
  • Value creation is a huge business topic that is getting more popular as time goes by.
  • Creating value for clients is something we do not talk about enough as an industry.
  • Engineering firms do things that are significant, but they don’t articulate them well. It’s important to learn how to better connect the work engineers do to the significant results their projects achieve.

Here are 5 strategies for creating added value for clients:

  • Develop a client-centered perspective:
    Project Myopia – It’s the tendency, common among engineers, to get caught up in the details of executing a project and not see the bigger picture. It’s a focus on project tasks rather than goals. We should not just focus on the technical aspects of a job, but also on the non-technical aspects that matters to our clients.
  • Deliver business-driven results:
    Understanding the why behind what we do is a simple but very powerful concept. We need to better understand the business drivers behind our projects. We can break business drivers down into 3 levels namely:

    • Strategic Needs;
    • Technical Needs and
    • Personal Needs.
  • Provide outstanding client experiences
  • Build strong client relationships
  • Create and share valuable content

More details in this episode…

About Mel LesterCreate Added Value

Mel Lester is a management consultant, trainer, and contrarian strategist helping architecture and engineering firms improve business performance and build competitive advantage. Mel has been blessed with over 40 years of diverse experience as both consultant and manager in the A/E industry. He does a good deal of speaking and writing on a wide range of issues relevant to A/E firm leaders and business developers.

His Specialties include Strategic planning, leadership development, operational efficiency, project management, business development, client service, quality assurance, behavior-based safety, human resources, professional development, personal productivity, and executive coaching.

Sources/References:

TCEP 080: Is Civil Engineering Becoming a Commodity?
AE Resource
Mel’s LinkedIn Account
Engineering Management Accelerator Workshop (Online) | 5 PDHs

This episode is brought to you by PPI, the leader of civil engineering FE or PE exam preparations. Use promo code TCE8 for a 20 % discount at ppi2pass.com

Books Mentioned in this Episode:

 Managing The Professional Service Firm

Please leave your comments or questions in the section below on how you can create added value for your clients.

  • If you enjoyed this post, please consider downloading our free list of 33 Productivity Routines of Top Engineering Executives. Click the button below to download.

    Download the Productivity Routines

To your success,

Anthony Fasano, PE, LEED AP
Engineering Management Institute
Author of Engineer Your Own Success 

 

Related Posts

  • TCEP 037: 10 Tips for Providing Stellar Service to your clients for Civil Engineers
  • TCEP 047: Keeping Young Civil Engineers Billable
  • TCEP 105: From Civil Engineering to Helping Civil Engineers in Texas Every Day
  • TCEP 020: Business Development for Smart Civil Engineers
  • TCEP 098: Management Skills that Civil Engineers Should Build

Filed Under: Career Goals and Challenges, TCEP-The Civil Engineering Podcast Tagged With: Build strong client relationships, Civil Engineers, Create and share valuable content, Deliver business-driven results, Develop a client-centered perspective, Engineering Firms, Mel Lester, Personal Needs, Provide outstanding client experiences, Strategic Needs, Technical Needs, value, Value creation, Value for Clients

Reader Interactions

Trackbacks

  1. 2operator says:
    January 10, 2022 at 11:52 am

    1thought

    Log in to Reply

Primary Sidebar

Subscribe To Our Newsletter

And Get Custom Content Delivered To You Weekly

PM Training

engineering management lessons

career readiness

Categories

  • AECT – AEC Engineering and Technology Podcast
  • Blog
    • Business Development
    • Business/Entrepreneurship
    • Career Goals and Challenges
    • Communication/Public Speaking
    • COVID19
    • Credentials
    • Enlightenment
    • Ethics & Integrity
    • Job Search/Salary/Relocation
    • Leadership/Management
    • Mentoring
    • Networking/Client Relations
    • News and Events
    • Organization/Productivity/Time Management
    • Personal Development and Professionalism
    • Program Management
    • Project Management
    • Travel
    • Work Life Balance
  • Civil Engineering
  • Engineering Career TV
  • Engineering Technology
  • TCEP-The Civil Engineering Podcast
    • Business Development
    • Business/Entrepreneurship
    • Career Goals and Challenges
    • Civil Engineering Entrepreneurs
    • Communication & Public Speaking
    • Credentials
    • Ethics/Integrity
    • Infrastructure
    • Job Search/Salary/Relocation
    • Leadership/Management
    • Mentoring
    • Project Management
    • Women in Engineering
  • TECC Podcast-The Engineering Career Coach Podcast
    • Business/Entrepreneurship
    • Career Game Changers
    • Career Goals and Challenges
    • Communication/Public Speaking
    • Credentials
    • Enlightenment
    • Job Search/Salary/Relocation
    • Leadership/Management
    • Mentoring
    • Networking/Client Relations
    • News and Events
    • Organization/Productivity/Time Management
    • Personal Development and Professionalism
    • Project Management
    • Work Life Balance
  • TEPM – The Engineering Project Management Podcast
  • TEQC – The Engineering Quality Control Podcast
  • TGEP – The Geotechnical Engineering Podcast
    • Tunneling Series
  • TSEC-The Structural Engineering Channel
  • TWiCE
  • Uncategorized
  • Women in Engineering

TECC Sidebar Featured Final

ENGINEERING MANAGEMENT INSTITUTE

We Can Help You:

  • Build solutions to attract talented professionals.
  • Develop your staff’s people skills.
  • Create career roadmaps for your staff.
  • Provide PM training for your professionals.
  • Build custom development programs.
  • Scale sustainably.

Location:

50 E. Ridgewood Avenue #129

Ridgewood NJ, 07450

800-920-4007

Copyright © 2023 • All Rights Reserved • Property of Engineering Management Institute • Terms of Service • Privacy Policy

SPECIAL DOWNLOAD

33 Productivity Routines of
Top Engineering Executives

x