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ELEVATE / DIVERSI FY TLC EARNS RENEWEL OF JUST LABEL TLC , which initially earned their JUST label in 2016 as one of the first MEP firms globally to do so, has earned renewal of their JUST label. TLC is one of two organizations in Florida to have earned this distinction and one of only 85 profit and non-profit organizations worldwide to hold JUST labels. JUST is a voluntary disclosure and transparency platform created by the International Living Future Institute to measure social justice and equity in the workplace. JUST requires that organizations seeking the label disclose a range of firm and employee related metrics. By renewing, TLC continues its commitment to social justice. JUST indicators include Diversity, Worker Benefit, Equity, Local Benefit, Safety and Stewardship, and the label is valid for two years, requiring those
seller, technical professionals must develop a variety of skills to strategize, build, and deepen relationships – the key to successfully winning work. And, just like our architects, engineers and contractors received an education to mas- ter their technical skills, they also need training to master business development skills. Invest in a consistent, interactive training program for your doer-sellers that is focused on real clients and real projects, and has an accountability plan built in. 8)Fun! Make business development fun. Get creative. Create healthy competition. Develop incentives that recognize success. And, then, watch your doer-sellers soar. 9)Celebrate. Don’t forget to celebrate! Celebra- tion honors the hard work it takes to bring work in the door. And it shows gratitude to your team while reinforcing and motivating your doer-sellers for their next pursuit. Cel- ebrate success immediately in a meaningful way with your entire organization. Share what was accomplished, how it made a contribution, and why it’s important. And, be sure to rein- force the action – the action plan that led to the win and consistent good habits and qualities of your doer-seller team – in addition to celebrat- ing the financial rewards of the win. 10) Reward. When doer-sellers feel valued, their productivity increases and they are motivated to repeat behavior. Praise and recognition are essential to building confidence. People need to be respected and valued by others for their contribution so reinforce positive action with rewards. Create a culture of collaboration and cross selling by rewarding teams. Send hand- written notes when you catch someone doing something right. It’s the little things that are meaningful. As Managing Director at Zweig Group, JEN NEWMAN, CPSM utilizes her more than 20 years of AEC specific experience to help firms grow their people and profits while elevating the industry. She can be reached at jnewman@zweiggroup.com. going through the JUST process to regularly revisit and disclose information. “TLC has long been a transparent organization for our employees, sharing financial information regularly and providing access to key performance indicators,” stated Michael P. Sheerin, TLC CEO. “We are committed to the communities in which we live and work, regularly supporting socially responsible projects and volunteer efforts. The JUST process helps us identify areas where we could create or adjust policies and practices, increasing value in our employee’s lives, as well as enriching our communities.” TLC is an award-winning engineering firm serving healthcare, education, transportation, government, and commercial markets across the United States and around the world.
ELEVATE YOUR DOER SELLERS! Zweig Group is proud to offer two opportunities for helping you elevate your doer- sellers: 1. Elevating Doer- Sellers. Two-day seminar designed specifically for technical professionals in AEC firms. Participants will walk away with business development strategies and techniques that will empower them to grow their careers as they help their firms grow. This seminar is available in Salt Lake City, Chicago, and Houston. Visit bit.ly/1291ELEVATE to learn more or register. Training Program. A multi-month training program where Zweig Group experts work with your technical professionals to train them in BD skills. Most technical people didn’t go to school for BD, so they they need training in order to be successful doer-sellers. Zweig Group will put your people through hands-on exercises, putting best practices into action, so the biggest benefit at the end of the program is that your people have either brought in a new client or brought in work from an existing client. Contact Jen Newman at jnewman@ zweiggroup.com to learn more about this opportunity. 2. In-House Doer- Seller Business Development
JEN NEWMAN, from page 3
a standing meeting with your doer-seller team to review, among other things, market and cli- ent intelligence, current pursuit and prospect initiatives, and debriefs of wins and losses. By providing a forum for open dialogue focused on business development, your doer-sellers will not only feel supported, but also understand they have accountability for their actions. And, be sure and celebrate the successes! 4)Teamwork. Teamwork creates energy, encour- ages cross selling, and promotes learning. Busi- ness development does not occur in a vacuum; it’s always a team effort. Encourage and reward teamwork and watch your doer-sellers flourish. “Make business development fun. Get creative. Create healthy competition. Develop incentives that recognize success. And, then, watch your doer-sellers soar.” 5)Goals and expectations. Work together to set clearly-defined goals and expectations for your doer-sellers that focus their efforts on the best and most efficient strategies to win new work. Creating individual business development plans are a powerful tool and help your doer- sellers take ownership of clients and pursuits and better manage their resources, time, and energy. 6)Metrics. Put key metrics in place, make them visible, measure them, refine, and repeat. De- velop both quantitative and qualitative metrics. Not everything can be directly attributed to revenue so measure return on objectives along with return on investment. This is particularly important to remember when it comes to rela- tionship building. 7)Training. In order to become a successful doer-
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THE ZWEIG LETTER April 8, 2019, ISSUE 1291
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