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ON THE MOVE LEO A DALY EXPANDS FEDERAL BUSINESS GROUP WITH THREE KEY APPOINTMENTS Global planning, architecture, engineering and interiors firm LEO A DALY has expanded its federal business group with three key hires. Michael Huffstetler, promoted from interim corporate director of federal programs, leads a nationwide network of federal-agency client managers, business developers, and marketing professionals, aligning the firm’s planning, architecture, engineering, interior-design, and program-management capabilities to serve federal agencies and industry partners. He is based in the firm’s Omaha, Nebraska office. Huffstetler has 30 years of experience in the AEC industry, including 10 years active duty service in the U.S. Air Force. Since joining LEO A DALY 14 years ago, he has held a number of leadership roles, including international director of operations; national director for Department of Homeland Security programs; and most recently, interim corporate director of federal programs. Previously he served in the U.S. Air Force as a civil engineering officer and architect and subsequently worked as a project manager with AECOM . “LEO A DALY has a long history of delivering design excellence to the U.S. federal government. This is honorable work for us. My mission is to grow our relevancy through committed stewardship to our agency clients as we continue expanding our already broad design portfolio of projects and expertise,” Huffstetler said. Leslie Shepherd has been hired to lead the firm’s General Services Administration market sector. He is based in the firm’s Washington, D.C. studio. Shepherd draws on 28 years of experience in design leadership at the U.S. General Services Administration, and four years in the private sector focused on GSA work. As chief architect of the public building service for 12 years, he was responsible for the design excellence program across 11 regional offices, overseeing

$10.5 billion worth of active projects and $1.5 billion of new projects per year. He served as senior advisor to the administrator and commissioner, and provided national leadership for GSA regarding design and construction policy, quality, and innovation. He joins LEO A DALY from EYP , where he was director of planning. Debra Crafter has been hired to lead small- business engagement for its federal business development team. As small-business program manager, Crafter will engage with and support small businesses partnering with the firm on federal design projects and contracts. She is based in the firm’s Washington, D.C. studio. Crafter draws on more than 25 years of experience in sourcing, procurement, contracts, and management, and a proven track record of partnering with small businesses to grow their capabilities and deliver successful projects to the federal government. She joins LEO A DALY from CenturyLink Government, where she led strategic sourcing and small business programs. LEO A DALY is recognized for its excellence in planning and designing large, complex building projects for the U.S. government throughout the world. The firm is currently engaged in projects for federal agencies including the Department of Defense, Department of Veterans Affairs, Department of Homeland Security, General Services Administration, Department of Justice, Department of the Interior, Department of Energy, and the National Guard Bureau. LEO A DALY is a leader in the design of the built environment, and one of the largest planning, architecture, engineering, interior design, and program management firms in the world. Since 1915, the firm has had an unyielding focus on design excellence to create exceptional spaces that enhance and enrich the human experience. LEO A DALY has more than 800 design and engineering professionals in 29 offices worldwide. The firm’s award-winning, diverse portfolio includes projects in a wide range of markets in more than 91 countries, all 50 U.S. states, and the District of Columbia.

1200 North College Ave. Fayetteville, AR 72703 Mark Zweig | Publisher mzweig@zweiggroup.com Richard Massey | Managing Editor rmassey@zweiggroup.com Christina Zweig | Contributing Editor christinaz@zweiggroup.com Sara Parkman | Editor and Designer sparkman@zweiggroup.com Liisa Andreassen | Correspondent landreassen@zweiggroup.com

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Email: info@zweiggroup.com Online: thezweigletter.com Twitter: twitter.com/zweigletter Facebook: facebook.com/thezweigletter Published continuously since 1992 by Zweig Group, Fayetteville, Arkansas, USA. ISSN 1068-1310. Issued weekly (48 issues/year) $250 for one-year print subscription; free electronic subscription at thezweigletter.com/subscribe Article reprints: For high-quality reprints, including Eprints and NXTprints, please contact The YGS Group at 717-399- 1900, ext. 139, or email TheZweigLetter@ TheYGSGroup.com. © Copyright 2018, Zweig Group. All rights reserved.

MARK ZWEIG, from page 1

These may provide a much better indicator of how someone is feeling versus what they are saying on the surface. 5) Consider the person’s “history” and how that could affect them. Human beings have excellent memories. Their brains process and store everything – even if it isn’t all on a conscious level. Knowing as much as you can about someone’s past can impact your ability to understand what they are telling you. It isn’t a complete picture necessarily, but nevertheless it’s part of the puzzle. Their experience will influence their thinking. 6) Make sure you don’t let your own prejudices and pre-conceived notions influence you to the point that you aren’t paying attention to the “here and now” of what the other per- son is telling you. Not everyone is the same, nor do we all react the same way. It’s good to be able to generalize as a marketer selling something. You have to. But in selling/ managing other people, it can really get you in trouble. MARK ZWEIG is Zweig Group’s chairman and founder. Contact him at mzweig@zweiggroup.com.

THE ZWEIG LETTER October 29, 2018, ISSUE 1270

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