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AUGUST RELEASE 2016 FINANCIAL PERFORMANCE SURVEY. If you want to know how your firm’s performance stacks up, the 2016 Financial Performance Survey of Architecture, Engineering, Planning & Environmental Consulting Firms has all the answers you’re looking for. The 2016 Financial Performance Survey contains all the financial sta- tistics you need to find out exactly where your firm stands among your peers. The most comprehensive data on operating expenses, personnel costs, and more are at your fingertips. And these statistics are just the beginning of this report – this year’s edition will have more charts, trend lines, and visuals, so you can really see the areas where your firm could improve. The 2016 Financial Performance Survey of A/E/P & Environmental Consulting Firms will help you: z Compare your firm’s financial performance to your competitors’ z Improve financial statements and accounting methods z Maximize profitability

z Get a handle on the latest issues and challenges facing the A/E industry

Does your firm have the staff resources it needs to stay on top of all financial and administration issues? Find out! This survey will show you the typical breakdown of F&A staff for a firm of your size. Topics covered in this comprehensive report include: z Key financial statistics z Personnel costs z Other financial statistics Order your Financial Performance survey today at zweiggroup.com/ survey.php

BUSINESS NEWS CALORIS ENGINEERING, LLC COMMEMORATES 10TH ANNIVERSARY JULY 1 July 1, 2016, marked one decade since four partners founded Caloris Engineering in Easton, Maryland. In the past decade, the evaporation, membrane filtration, and drying firm has grown to more than 30 employees with offices both in Easton and in Modesto, California. Caloris celebrated the milestone with a ribbon- cutting at its Easton office and an anniversary picnic for employees, customers, and partners on June 17. “We would like to thank all of our customers over the past 10 years for their support,” said Caloris President Jim Peterson. “The next 10 years promise even more growth and innova- tion as we continue to expand our technology and service offerings.” Caloris’ technical innovations over the past 10 years have helped customers in the dairy and juice industries to process fine food and

beverage products with increasing efficiency. “We take great pride in standing behind each system we provide,” said Artur Zimmer, co- founder and CEO of Caloris. “I want to thank our customers for placing their trust in us over our 10-year history. I am equally proud of our success in creating an eminently com- petent workforce of more than 30 employees, including highly trained individuals in design, engineering, business, and other professional disciplines.” Besides the core dairy and juice industries, Caloris systems are increasingly used by man- ufacturers to treat industrial wastewater, allow- ing them to reduce hauling costs and reuse clean water in their facilities. Caloris’ highly en- ergy efficient mechanical vapor recompression systems treat industrial wastewater, recover clean water, and minimize waste volumes. Caloris’ new reverse osmosis and membrane treatment options assist with processing these

streams, while the company’s new thin film dryer technology removes the remaining water to achieve zero liquid discharge. Caloris offers custom-designed evaporator systems for a multitude of applications, pre- engineered packaged evaporators, membrane filtration solutions, and spray drying systems, in addition to providing expertise in upgrading existing systems for higher production capac- ity and energy efficiency. Caloris also offers field services for installation, commissioning, and maintenance to Caloris customers. Caloris Engineering was founded in 2006 by Art Zimmer, Linda Zimmer, Daniel Neth, and Barry McFarland. In 2014, Caloris entered into a strategic partnership with 3A Ventures of Minneapolis, Minnesota, and Jim Peterson joined as president of the company. In 2015, Caloris expanded its presence on the West Coast, with the establishment of an office in Modesto, California.

If you’re like much of the industry, 70 percent or more of your work comes from repeat clients. It’s a precarious position to be in. Would you like to ride your current wave of prosperity until you crash on the shore during the next market downturn? New firms are entering the market every day and old firms are finding new ways to innovate and market themselves. Don’t sit still and get comfortable with the same marketing methods and the same clients. It’s a matter of when, not if, you will get beaten by the competition. CHRISTINA ZWEIG is Zweig Group’s director of research and marketing. Contact her at christinaz@zweiggroup.com. “Don’t sit still and get comfortable with the same marketing methods and the same clients. It’s a matter of when, not if, you will get beaten by the competition.”

CHRISTINA ZWEIG, from page 3

pictures of projects for your brochure has since retired and now lives in Pensacola. 9) All of your graphic design work is done in MS Paint. 10) Your prospective client list still contains the names from a tradeshow you attended in 2008. If things are going well for you, and they probably are, you might be feeling that a shake-up or change would be unwise. But if you’re guilty of one or more of the above, it might be time to reevaluate your marketing plan, budget, and staff. Change, invest, and reinvigorate yourself before it’s too late. “Change, invest, and reinvigorate yourself before it’s too late.”

THE ZWEIG LETTER August 22, 2016, ISSUE 1165

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