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O P I N I O N
Humility, but also pride
The collective achievement of any given AEC firm is oftentimes shared only with prospective clients during the proposal process, and that’s a lost opportunity.
E very few years, I find myself working closely with our corporate services and marketing personnel to compile historical information relevant to our pursuit of a key contract opportunity. On occasion, these requests require us to demonstrate our skills, in terms of our experience, with certain types of projects within a specified period of time. Most recently, I was working on a submittal in which we were asked to demonstrate the depth and breadth of our skills in regard to several remedial technologies.
Marc Florian
many projects we have performed across the many continents on which we have worked. It’s pretty incredible when I stop and think about it, and I trust each of you reading this knows of similar-type statements being used to describe your organizations. But, here’s my point. Statements like these aren’t hype; they “Every time I go through this type of exercise I’m reminded of what our organization has amassed in terms of its resume, and it’s impressive.”
The fact is, every time I go through this type of exercise I’m reminded of what our organization has amassed in terms of its resume, and it’s impressive. I trust the same can be said for each of your firms, as well. But, here’s the problem. I think the day-to-day demands and activities within each of our offices often prevent us from seeing the true picture, in a corporate sense, of what we have become. I believe that’s probably the case for most junior or even mid-level personnel whose primary role is production oriented, or those staff housed in remote offices where the work might not be all that diverse. In my firm, there’s a sentence I often insert into our larger proposals that speaks to how
See MARC FLORIAN, page 10
THE ZWEIG LETTER July 16, 2018, ISSUE 1256
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