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Table of Contents
03 Welcome to the 2022 M&A Next Symposium
04 About Zweig Group
05 Thank you to our sponsors
06 Charleston recommendations
07 Agenda
08 Sponsor contact codes
10 M&A Next Symposium speakers in order of appearance
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Zweig Group Team
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Notes
25 Zweig Group’s seminars & services
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Dear AEC leaders and decision makers,
Welcome to Zweig Group’s M&A Next Symposium!
We are so glad you are joining us for this important event. Building on the success of our first M&A Next Symposium, this year’s agenda and topics are truly going to capture the “Next” part of the program design, as we have all had to develop and adapt quickly to a rapidly evolving deal-making climate. The last two years of AEC merger and acquisition activity have truly reinvented the transaction playbook. Everything from deal pacing to valuations to deal structuring has changed, not to mention the specific value drivers that buyers and sellers are highlighting in their target strategy development. With a record number of M&A transactions closing within the AEC industry last year, and an outlook that projects an even higher transaction volume in 2022, all parties involved in deal- making have to be fluent in the changes, as well as grounded in their fundamentals in order to be competitive and take advantage of the market conditions.
The next few days will be filled with lots of valuable information, important industry connections, and hopefully some new opportunities.
Sincerely,
Jamie Claire Kiser, Managing Principal and Director of Advisory Services
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Our Vision is simple. ELEVATE THE INDUSTRY.
With industry performance metrics shattering all-time records, there’s never been a better time to be in this profession. There’s also never been a better time to be running an AEC firm – and that’s where Zweig Group can help. With a vision to Elevate the Industry™, Zweig Group’s mission is to be the leaders in driving performance and purpose for the AEC industry. Driven by the latest data and case studies from the highest performing firms in the industry, Zweig Group equips you with the tools and resources you need to be even more successful. Advisory and consulting services – We provide resources for any business management challenge you face. Zweig Group has expert advisors and consultants to help you drive performance and purpose in every area – from board level advisory, to acquisitions, strategy, succession, valuation, recruiting, marketing and business development, and beyond – Zweig Group has a team for you. Research, analytics, and reference – Everything from real time data and research on the industry to timeless reference materials for every aspect of your business, including The Zweig Letter - the only weekly management newsletter for leaders in the AEC industry. Training and development – We provide training for every aspect of your firm, targeting nearly every level of the organization from project managers to C-Suites. What sets our learning programs apart is that they are taught by our top advisors who work inside and alongside AEC firms daily. They bring real life data and stories of what really drive performance and purpose in today’s AEC firms. We also offer customized in-house training programs that are custom-tailored to address your firm’s unique needs. Industry events – We host the annual, highly-acclaimed ElevateAEC Conference, one of the largest gatherings of AEC leaders for networking, learning, and celebration. Staying on the pulse of the industry, we also address industry hot topics like mergers & acquisitions and risk management through events like M&A Next Symposium, and AEC Executive Roundtable. Awards and recognition – We have an expansive and highly competitive awards programs aimed at driving performance in firms and celebrating success. This includes the only national “Best Firms To Work For” contest in the AEC industry and the largest employee experience program in North America. ElevateHER ™ - More than a movement, ElevateHER is Zweig Group’s commitment to our vision to Elevate the Industry. It is about the future of the AEC industry and our commitment to embrace, promote, and ensure equal opportunities for everyone in the AEC industry regardless of gender, race, sexual orientation, or ethnicity. Each cohort is a special task force comprised of individuals with a passion to promote equiry, diversity, and inclusion as a means to combat the recruitment and retention challenges in the industry. Each cohort operate as a think tank, developing tangible and actionable strategies to help solve the challenge.
We hope we can help you find new resources to help you drive purpose and performance for you and for your firm. If you have any questions, we are an easy phone call away at 800-466-6275.
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A special thank you to our 2022 M&A Next Symposium Sponsors
Unanet is a leading provider of ERP solutions purpose-built for Government Contractors, A/E, and Professional Services. More than 2,000 project-driven organizations depend on Unanet to turn their information into actionable insights, drive better decision-making, and nurture business growth.
Everything we do is done for one reason: to help our clients succeed. We use our specialized knowledge to make the very most of their opportunities for growth. And, we keep an ear to the ground to keep up on new and emerging markets, service areas and industries yet to be developed. Our team rethinks conventional practices and use technology to engage in expanding communities and operate without boundaries. The entire world provides inspiration for the greater good of all our clients.
Combining industry research, personal experience, and interviewing brokers and underwriters, we conclude there’s a better way to manage enterprise risk. The real decision is to commit to a risk management strategy while having confidence the outcome makes 1) your firm safer, 2) your firm more viable and resistant to adversity, 3) and if the circumstances are right, changes cash flow and profit for the better. ZGRS has an offering and a process in place to develop the risk strategies, assess enterprise risk, recommend solutions, and help you implement the solutions.
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Welcome to Charleston!
We gathered some recommendations on places around town we have enjoyed, and hope you will too, cheers.
The Ordinary is a Southern style seafood hall and oyster bar. It’s also Jamie Claire’s favorite restaurant in all of Charleston! 544 King St. - 7 minute Uber Drive from the Emeline
Poogan’s Porch is great if you want fantastic southern cooking, bbq and bourbon. 72 Queen St. - 8 minute walk from the Emeline
Millers All Day is a casual and trendy brunch spot with incredible pastries and coffee. 120 King St. - 10 minute walk from the Emeline
The Royal American is a little north of downtown proper and is said to have one of the best Philly cheesesteaks in the South! 970 Morrison Drive - 7 minute Uber Drive from the Emeline
Folly Beach, Sullivan’s Island, or Isle of Palms are all highly recommended to see the ocean and get your feet in the sand!
Scan the QR code to view the Emeline’s Insider Guide to Charleston, utilize the complimentary bicycles and check out an interactive map!
Scan here for FUN FACTS about one of America’s oldest cities!
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Agenda
Thursday, April 28th
3:00pm
Check-in begins
4:00pm
Welcome Reception sponsored by Clayton & McKervey begins
4:45pm - 5:30pm
Opening panel - M&A Perspectives: A Panel Discussion with the buyers and sellers of HED
6:30 pm
Welcome Reception sponsored by Clayton & McKervey concludes
Friday, April 29th
8:00 - 8:30am
- - Breakfast - -
8:30 - 9:00am
State of M&A in the AEC Industry Review of the record-breaking M&A activity in 2021 and the key trends that will impact M&A Next.
9:00 - 10:00am
The Framework of the Deal Peter Grupp, Lawson-Weitzen
10:00 - 10:45am
Strategy x Culture: Keeping your head in a changing M&A market. Panel discussion with Aaron Tippie, Westwood Professional Services, and Amber Milot, ECS Group.
10:45 - 11:00am
- - Networking Break - -
11:00 - 11:45am
Breakout sessions Breakout A: Tracey Eaves, Zweig Group: Valuation Deep Dive Breakout B: Sarah Kinard, Zweig Group Research Partner: Using Market Research to Drive M&A Strategy
Breakout C: Will Swearingen, Zweig Group, Ownership Transition Considerations in M&A
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Friday, April 29th continued
11:45 - 12:30pm
- - Networking Lunch sponsored by Unanet - -
12:30 - 1:15pm
Growth mode: Executing an inorganic growth strategy and enjoying every minute of it. Panel discussion with Joe Carter, EIS Holdings, Scott Wallington, GEI Consultants, and Tony Mirchandani, RTM Engineering Consultants
- - Break - -
1:15 - 1:30pm
1:30 - 2:45pm
Roundtable discussions
Closing remarks
2:45 - 3:00pm
Closing coffee conversations sponsored by ZGRS
3:00 - 3:30pm
Dathan Gaskill
Lucas Hayden
Kevin Johns
Ryan Cruice
Ben Smith
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2022 M&A Next Speakers
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Peter Devereaux is CEO at Harley Ellis Devereaux, an award- winning design firm offering planning, architecture, engineering, interior and landscape architecture services from office locations in: Boston, Chicago, Dallas, Detroit, Los Angeles, Sacramento, San Diego and San Francisco. In addition to serving as Principal-in-Charge of one or two projects to remain active in Design, HED’s core business activity, Peter’s primary responsibility is to establish and implement the company’s Strategic Plan as approved by the Board of Directors. This means his efforts are targeted on creating a supportive work environment in all eight of the company’s locations by guiding the activities of company’s six project support groups: Finance, Human Resources, Legal, Marketing, Operations and Technology.
Peter Devereau, FAIA, LEED AP Chairman and CEO HED San Diego, CA pdevereaux@hed.design
A career focused exclusively on Healthcare Architecture with experience ranging from campus master planning to medical equipment replacements for both inpatient and outpatient facilities along the entire continuum from hospitals to medical office buildings to senior living. Specialties: Significant OSHPD and local governmental agency approval processes experience with a proven approach of team building to generate creative problem solving and a LEAN champion for HED. As managing principal, Brett is responsible for the San Francisco and Sacramento offices. He also serves as an HED board member, a LEAN champion and a healthcare studio leader.
Brett Paloutzian AIA, LEED Green Associate Principal HED San Francisco, CA bpaloutzian@hed.design
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In the early 2000’s Enrique Suarez was design principal in a mid-size Chicago architecture firm that merged into the then HarleyEllis. He has navigated the challenges of growing with the company, as it morphed from a three- office entity in the mid-west to a 450-person national design practice. In his tenure at HED, Suarez has held various roles from studio leader, to national studio leader, to Managing Principal and then Corporate Marketing Leader.
Enrique Suarez AIA, LEED AP BD+C Corporate Marketing Leader HED Chicago, IL esuarez@hed.design
Described by his clients as outstanding, effective, and efficient, Peter Grupp engages in a diverse legal practice representing clients in both complex corporate transactions and litigation matters. Peter’s practice areas are complimentary, and enable him to guide clients through multi-faceted business transactions, anticipating and protecting against the issues and pitfalls he encounters through his litigation practice. Peter will continue his legal practice as a corporate attorney specializing in the representation of corporate structure, governance and licensure compliance. Peter has closed over 60 acquisitions with Lawson & Weitzen, LLP, representing both buyers and sellers, with a particular focus on engineering, architecture, environmental, accounting, consulting and insurance organizations. Peter joined Lawson & Weitzen, LLP, as an associate in 2016, and has been named a Super Lawyers Rising Star in 2019 and 2020.
Peter Grupp Partner Lawson & Weitzen Boston, MA pgrupp@lawson-weitzen.com
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George E. Christodoulo is known by his clients as a dealmaker to whom they look to for advice and counsel not only early in negotiations, but also during the conceptual stage of deals. They look to George to structure, negotiate, document, and close transactions, protecting their interests in collaborative discussions. Representing individuals and privately owned entities in all aspects of corporate and employment law, George has handled over 300 merger and acquisition transactions and over 50 internal succession engagements. He heads the firm’s practice team representing domestic and foreign professional service firms, including architecture, engineering, environmental, accounting, and consulting entities, in mergers and acquisitions and private equity investments, ownership transition, state individual and corporate professional licensure requirements, and governance matters. George has edited and written articles and books regarding Small and Middle Market Company Mergers and Acquisitions, Executive Terminations, and Ownership Transition and Mergers and Acquisitions of Professional Service Organizations. He was Executive Editor of The Insider’s Guide to Mergers and Acquisitions for A/E/P and Environmental Consulting Firms (Zweig White & Associates, Inc.; 1997), was an Executive Editor of A/E Mergers & Acquisitions Cookbook (ZweigWhite; 2007) and is the author of A Guide to Mergers & Acquisitions for A/E/P and Environmental Consulting Firms (ZweigGroup; 2015).
George E. Christodoulo Partner Lawson & Weitzen Boston, MA GChristodoulo@Lawson-Weitzen.com
Aaron is responsible for developing, communicating, and sustaining strategic initiatives, including the support of acquisition pursuits, and identifying new business opportunities. Having joined Westwood in 2005, Aaron has shown dedication to the development of emerging markets and supporting the expansion of new service offerings across multiple business lines at Westwood. Aaron is instrumental in helping Westwood achieve greater strategic alignment and to support the company’s vision for creating entrepreneurial partnerships that exceed expectations while providing solutions for success. Aaron is a shareholder in the firm and has served multiple years on Westwood’s board of directors.
Aaron Tippie, P.E. Chief Strategy Officer Westwood Professional Services Minneapolis, MN Aaron.Tippie@westwoodps.com
Aaron also held a seat in Zweig Group’s inaugural ElevateHER Cohort in 2020, amd continues to advise current cohort members.
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Amber Milot has worked in the engineering consulting business for almost 18 years. Beginning in February 2003, she served as the Controller overseeing the operations of the Accounting, Human Resources and Information Technology departments of her previous engineering firm, Ellis & Associates. Ellis was acquired by ECS in October 2015, at which time Ms. Milot was given the opportunity to expand on her role in the HR world by taking on the Recruiting Manager position. Her time serving in the leadership role of Controller gave her both the business and human background to successfully execute an expanded talent acquisition program.
Amber Milot V P and Director of Mergers & Acquisitions ECS Chantilly, VA
amilot@ecslimited.com
Over the last 19 years, Tracey has completed valuations ranging from small businesses to multi-million dollar operating companies to holding companies with a variety of assets. She has worked in the industry since 2010 and specializes in valuations for architecture, engineering and planning firms. Assignments include companies in the United States, Canada, Saudi Arabia, Jordan, and Spain. Additionally, Tracey serves as an expert witness on business valuation litigation matters. Tracey holds the senior-level Certified Business Appraiser (CBA) designation conferred by The Institute of Business Appraisers, the Certified Valuation Analyst (CVA) designation conferred by the National Association of Certified Valuators and Analysts, the Business Certified Appraiser (BCA) designation conferred by the International Society of Business Appraisers, and the Certified Machinery and Equipment Appraiser (CMEA) designation conferred by the NEBB Institute. Tracey currently serves as the co-chair of the International Society of Business Appraisers’ Board of Governors. She is a member of the Institute of Business Appraisers, NACVA, the NEBB Institute, and the International Society of Business Appraisers.
Tracey Eaves Consultant, Valuation Services Zweig Group Farmington, NM
teaves@zweiggroup.com
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Sarah is a strategic visionary with nearly 20 years of experience in professional services firm strategy, marketing, and implementation. A past VP of Global Marketing & Strategy, she is known as a change agent, frequently hired by firms to create a strategy rooted in research, business practice, and scale resulting in their unique growth plan. Sarah’s career has taken her from a well-regarded regional firm, to a national K-12 firm to begin a higher education practice so successful that it went global, to a Global Interior Architecture firm focused on Hospitality. Her experience and understanding of differing markets across the globe, project types, and growth strategies bring thoughtful, tailored solutions to Zweig Group’s clients. Sarah has an Interdisciplinary BA in Business and Communications and in Spanish.
Sarah Kinard Consultant, Market Research Services Zweig Group Dallas, TX
skinard@zweiggroup.com
Will has worked closely with management teams across the US to develop ownership transition plans, ranging from simple one- to-one transactions to complex projects that require a great deal of modeling and stakeholder education. Will analyzes and reports on the data AEC managers need to run successful firms. From developing benchmarking tools to compensation programs for transition planning, Will builds resources for decision makers. Prior to joining Zweig Group, Will provided navigation and telemetry services for oil exploration projects, conducting data analysis for the integration of GPS and seismic readouts. Will comes from a long line of architects and has a passion for the industry that is unmatched.
Will Swearingen Principal & Director of Ownership Transition Zweig Group Fayetteville, AR
wswearingen@zweiggroup.com
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As CEO, Tony Mirchandani is responsible for RTM’s vision, strategy and operations to provide quality engineering in a customer- focused culture. By leading a collaborative team, he fosters RTM’s commitment to continuous quality improvement, best practices initiatives and enhancing the professional development programs. Throughout the firm’s growth, Tony has formed partnerships with local and national architectural firms accounting for 75% of new business, tripled the original clientele base and drove 50% year over year growth since 2004. His expertise spans mergers and acquisitions, business development, financial management, engineering and leadership. With a strong background in both technical and operations environments, he has a unique understanding of project management, quality control and the ability to exceed client expectations.
Tony Mirchandani Chief Executive Officer RTM Engineering Consultants, LLC Chicago, IL tony.mirchandani@rtmec.com
As CSO of EIS Holdings LLC, Joe’s general areas of focus are strategy development and implementation, acquisitions, and quality. EIS Holdings, is an environmental services firm performing structural remediation, indoor air quality services, water remediation, soil remediation, demolition activities, and consulting services. For more than a decade, he has also acted as CEO of Snyder Environmental, an environmental remediation firm which specializes in commercial asbestos, lead paint, mold, select demolition, duct cleaning and soil remediation in the mid-south. Snyder’s license footprint includes Texas, Oklahoma, Arkansas, Mississippi, Kansas, Louisiana, Missouri, and Tennessee. Projects have been conducted fromWyoming to Nigeria, including Maritime environments. During my tenure the team grew more than 6 times in annual revenue and has been profitable every year. In 2019, Snyder merged with EIS Holdings which has facilitated tremendous growth opportunities for the entire Snyder team.
Joe Carter Chief Strategy Officer
EIS Holdings Southlake, TX
Joe.Carter@eisholdings.com
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Scott Wallington has over 25 years of company building experience in the consulting engineering industry with an emphasis on strategic planning, operational management, business development, account management, client representation, marketing and mergers/ acquisitions. During his career, he has lead complex project delivery and client- specific support programs in several geographic locations and end markets. Mr. Wallington has acted as a project director and/or client representative on major capital projects in the transportation, sports, commercial and retail sectors with total project budgets in the $250 million to $6 billion range. Scott has extensive previous experience in several international markets including Mexico, Canada, The United Arab Emirates and the State of Qatar.
Scott Wallington Chief Development Officer GEI Consultants Lansing, Michigan swallington@geiconsultants.com
Dathan Gaskill brings a 30-year career in corporate finance to Zweig Group. He most recently was the CFO of Garver, LLC, a 100-year-old award winning multi-disciplined engineering, planning, architectural, and environmental services firm with over 900 employees across the US. Prior to Garver, Gaskill was Treasurer and Head of Corporate Finance and Mergers & Acquisitions at Acxiom, one of the world’s largest data and outsourcing companies. He also spent a decade in equity research at Stephens Inc, the largest investment bank offWall Street. As the Managing Director of Zweig Group Risk Solutions, Dathan brings experience in capital markets, both buy and sell M&A transactions, international M&A (Europe and Mexico), complex financing, risk management, governance, and investor relations. He is a team player and team builder who enjoys working with a variety of colleagues and peers. His hobbies include cycling, community service and spending time with his wife of 35 years. Dathan holds a BS in Computer Science and an MBA with a concentration in Finance from the University of Arkansas.
Dathan Gaskill Managing Director Zweig Group Risk Solutions Little Rock, AR
dgaskill@zweiggroup.com
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Prior to joining Zweig Group, Jamie Claire practiced law and also worked in commercial banking. She joined Zweig Group in 2015 with an initial focus on M&A and has transactional experience with businesses in all stages, from new firms with growth needs to established firms seeking to wind down. After being promoted to Director of Advisory Services in 2016, her responsibilities increased to include strategic leadership over all of Zweig Group’s consulting areas, including valuation, ownership transition consulting, marketing consulting, M&A, recruiting and executive search, and strategic planning. Jamie Claire holds a Masters of Business Administration, Juris Doctor, and Bachelors of Arts in History. She is a managing principal at Zweig Group and serves on the firm’s board of directors. Additionally, she is an outside board member to Miyamoto International, based in Sacramento, CA; and is on the board of the Buffalo River Foundation, a 501(c)(3) nonprofit dedicated to conserving the Buffalo National River. Recently, she founded the platform ElevateHER as part of Zweig Group’s mission to Elevate the Industry.
Jamie Claire Kiser Managing Principal & Director of Advisory Services Zweig Group jkiser@zweiggroup.com 479.530.4184
Passionate about the business side of design and technical service firms, Chad has built a career on leading them through growth and change. He has worked with AEC firms throughout the U.S. on a variety of needs – strategic business planning, turnarounds, partner separations, organizational restructuring, mergers and acquisitions, marketing and sales, growth campaigns, and more. As a registered professional engineer, Chad brings an in-depth knowledge of what makes professional service firms and the people who work for them unique. Working in the industry for more than 20 years, he has been involved in many aspects of the business including design, project management, department management, regional office management, and directional leadership. He holds a MBA and BS in Civil Engineering from the University of Arkansas and is a registered professional engineer in several states.
Chad Clinehens, P.E. President & CEO Zweig Group cclinehens@zweiggroup.com 501.551.2659
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Zweig Group’s Mergers & Acquisitions Team
Will Anderson Analyst Dallas, TX wanderson@zweiggroup.com 501.766.0603
John Bray, CM&AA Advisor Dallas, TX jbray@zweiggroup.com 314.753.0019
Andy Chavez, CM&AA Senior Analyst Dallas, TX achavez@zweiggroup.com 817.600.4434
Adrian de la Garza Analyst Dallas, TX adelagarza@zweiggroup.com 972.922.7597
Drake Hamilton Senior Analyst Dallas, TX dhamilton@zweiggroup.com 903.748.1624
Justin Ramirez, Esq. Advisor Fayetteville, AR jramirez@zweiggroup.com 870.270.3266
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Zweig Group Staff
Shirley Che Director of Marketing & Media Dallas, TX sche@zweiggroup.com 817.312.9506
Tom Godin Advisor, Strategic Planning
Katelyn Dover Marketing Manager Dallas, TX kdover@zweiggroup.com 214.883.2714
Washington D.C. tgodin@zweiggroup.com 703.213.9689
If you have any questions, comments or concerns about this symposium or any other Zweig Group events, please reach out to Shirley Che at 817.312.9506, or Katelyn Dover at 214.883.2714.
Scan to listen and learn about the latest in the industry! zweiggroup.com/blogs/podcast
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M&A Perspectives: A Panel Discussion with the buyers and sellers of HED
State of M&A in the AEC Industry Review of the record-breaking M&A activity in 2021 and the key trends that will impact M&A Next.
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The Framework of the Deal with Peter Grupp
Strategy x Culture: Keeping your head in a changing M&A market. with Aaron Tippie & Amber Milot
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Breakout Sessions
Breakout A: Tracey Eaves - Valuation Deep Dive Breakout B: Sarah Kinard - Using Market Research to Drive M&A Strategy Breakout C: Will Swearingen - Ownership Transition Considerations in M&A
Growth Mode: Executing an inorganic growth strategy and enjoying every minute of it. Panel discussion with Joe Carter, Scott Wallington & Tony Mirchandani
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Roundtable Discussions
Scan the QR code to be taken to the 2022 Valuation Report of AEC Firms.
Use code MANEXT2022 at checkout for 20% off.
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2022 Learning Opportunities
Learning is your competitive advantage. Zweig Group is your life-long learning provider of choice.
VIRTUAL SEMINARS
IN-PERSON SEMINARS
JUN 16-17 The Principals Academy Miami, FL
JUN 1, 8, 15, 22
Elevating Doer-Sellers 11am-1pmCT
JUN 22-24 AEC Executive Roundtable Dallas, TX
JUN 7, 14, 21, 28
Project Management 11am-12:30pmCT
JUL 14-15 Elevating Doer-Sellers Houston, TX
JUL 12, 19, 26 + AUG 2
Leadership Skills for AEC Professionals 11am-12:30pmCT 11am-12:30pmCT
AUG 11-12 Leadership Skills for AEC Professionals New Orleans, LA SEP 14-16 ElevateAEC Conference & ElevateHER Symposium Las Vegas, NV
Group rates available for some of the offerings. Contact events@zweiggroup.com for more details. Zweig Group also offers customized seminars to address your firm’s specific needs. Get in touch today, and bring these seminars to your firm.
ELEVATE THE INDUSTRY 800.466.6275 zweiggroup.com/learning
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Zweig Group Services
Strategic Planning
Ownership Transition
Valuation
We help you develop solid and actionable plans designed with your firm’s unique and nuanced needs at the core of our practice.
Every strategic decision impacts an AEC firm’s value. Understanding where your firm stands in today’s market requires industry expertise.
Firms with strategic plans are 12% more profitable. We get your team thinking strategically.
Mergers & Acquisitions
Marketing & Business Development
Risk Management
We blend industry expertise and unrivaled visibility for a seamless transaction that is so much more than a “transaction.”
We can help turn your risk from just a liability to an asset and cash profit center.
We develop campaigns to invigorate your brand, differentiate your firm and build relationships that drive business to your bottom line.
Education & Training
Executive Search
Survey Findings
The #1 requested benefit from employees is professional development. We provide all the training your firm needs to grow your people so your firm can grow.
Talent is hard to come by. We put our talented team-and our expansive network-to work for you to identify and secure the greatest assets of any AEC firm.
We provide survey findings on topics ranging from compensation to top performing industry procedures and benefits.
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