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BUSINESS NEWS KLEINSCHMIDT ASSOCIATES ENTERS STRATEGIC ALLIANCE WITH THE CONSERVATION FUND Kleinschmidt Associates , an engineering, regulatory and environmental consulting firm, announced that they have entered into a strategic alliance with The Conservation Fund. The Conservation Fund has worked in all 50 states to protect more than 8 million acres of land since 1985. Conservation takes many forms, and the fund’s programs interpret and practice conservation in a mutually reinforcing way to make sure the value of natural resources in America remain essential to our prosperity. “Kleinschmidt Associates has a long history of designing and implementing energy and water resource projects that strive to protect and enhance natural resources,” says Scott Ault, chief technical and operations officer with Kleinschmidt. “From designing effective fish passage at hydroelectric facilities to developing wetland mitigation plans for large-scale linear projects, our goal is to develop mitigation approaches that function long into the future and offset all potential impacts to natural resources. In that regard, we were naturally drawn to working with The Conservation Fund and this strategic alliance is a mechanism to formalize our relationship.” The strategic alliance outlines an understanding between the two organizations to collaborate on wetland and stream mitigation and endangered species conservation projects. “The Conservation Fund looks forward to
our collaboration with Kleinschmidt to create meaningful and lasting land, water and wildlife solutions to meet the often-complex mitigation needs of energy and infrastructure projects,” said Roberta Zwier, director of mitigation solutions at The Conservation Fund. “Our expertise in land conservation and Kleinschmidt’s expertise in habitat restoration projects, particularly wetland and stream restoration, creates opportunities to increase the conservation benefit of our projects and expand the suite of services we can offer to our respective clients and partners.” Kleinschmidt Associates performs engineering, regulatory and environmental consulting for North American energy companies and governmental agencies that strive to protect and enhance the natural environment without compromising performance. The firm works at the intersection of regulatory requirements, environmental science, and engineering solutions to achieve its clients’ objectives. For more than half a century, Kleinschmidt has delivered new ideas that offer practical solutions to tough problems and sensitive issues. Kleinschmidt’s goal is to bring energy, water, and the environment into balance so future generations will thrive. The Conservation Fund makes conservation work for America. By creating solutions that make environmental and economic sense, the Fund is redefining conservation to demonstrate its essential role in future prosperity.
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1200 North College Ave. Fayetteville, AR 72703 Chad Clinehens | Publisher cclinehens@zweiggroup.com Richard Massey | Managing Editor rmassey@zweiggroup.com Christina Zweig | Contributing Editor christinaz@zweiggroup.com Sara Parkman | Senior Editor and Designer sparkman@zweiggroup.com Liisa Andreassen | Correspondent landreassen@zweiggroup.com
MARK ZWEIG, from page 1
2) Once you figure out the markets you can serve well (and profitably), put a list together of every single client that fits into that market definition. Most AEC firms do not take this step. Their target client lists have huge gaps in them because no one ever bothered to research and define a complete list. Or, management may have the false notion that only potential clients they have sat in front of, or those they know for sure have projects and funding for them, should be targeted. Not the case. You want a complete list here. 3) Now that the target markets and clients that make them up have been determined, it’s time to figure out which of those clients are the best long-term prospects for work. This takes some research. And in these cases, extra efforts must be applied to be sure to identify all decision makers and potential influencers of a selection process. And the marketing and business development plan has to include specific (and sufficient) steps to be sure every single one of these people is aware of the firm and thinks favorably of it. 4) Now that the target markets and clients are identified (and there is usually much, much more potential in them than the typical AEC firm realizes at first blush), it may be time to take another look at the target markets and ask yourself which other markets wouldn’t be too difficult of a stretch to expand into. For example, healthcare-focused ar- chitects may decide in some cases that the higher education market is one they should explore. Reason being, they may have done healthcare work on university campuses so client knowledge and relationships to exploit could already be there, making non- healthcare, higher-ed work a logical extension for them. So how are you doing here? Taking these steps could help you get more focused on the right clients and projects and that could lead to more success over the long (and short) term. MARK ZWEIG is Zweig Group’s chairman and founder. Contact him at mzweig@zweiggroup.com.
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© Copyright 2019. Zweig Group. All rights reserved.
THE ZWEIG LETTER July 29, 2019, ISSUE 1306
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