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ON THE MOVE NEW HAMPSHIRE ENVIRONMENTAL FIRM GEOINSIGHT HIRES PFAS TRAILBLAZER NIKKI DELUDE ROY AS NEW VICE PRESIDENT GeoInsight, Inc. , a leading New England-based firm providing strategy in environmental, engineering, water resource, and environmental health and safety services, announced that it has named Nikki Delude Roy as vice president. Roy said, “GeoInsight is a group of technically excellent professionals. I am thrilled at the opportunity to combine my technical expertise, local network, and organizational leadership experience to continue driving strategic growth at GeoInsight. The culture of the firm – which combines strategic and technical thinking with genuine commitment to personal service – is a great fit for me and I am excited to help grow and lead this team.” President, Brian Kisiel said, “Nikki truly embodies our philosophy. I am looking forward to seeing her leadership bring GeoInsight to new heights.” With more than 15 years of technical and leadership experience, Roy is recognized in
New England and beyond for her strategic approach to complex environmental challenges. Her consulting expertise has focused on site assessment and remediation projects throughout the United States for transportation, manufacturing, and waste sector clients. Prior to joining GeoInsight, Roy served Golder Associates as a Senior Consultant and New England and New York Group Leader. Over the past few years, Roy has become an industry thought-leader through her work with emerging contaminants including per- and poly-fluoroalkyl substances and her efforts to keep abreast of the evolving regulatory scene. In addition to being involved in the regulatory, legal, and strategic components of several large projects where emerging contaminants were identified as chemicals of concern, Roy has also provided technical support to the New Hampshire Business and Industry Association during New Hampshire’s development of PFAS legislation, where she received New Hampshire Business and Industry Association’s “2018 Above and Beyond Award.” Roy regularly
presents at local and national conferences (e.g., New Hampshire Air & Water Regulatory Conference, SWANA 2019 WasteCon, Transportation Research Board) on issues associated with emerging contaminants and co-authored a national article for the American Bar Association. Jim Roche of New Hampshire Business and Industry Association says, “Nikki regularly shares valuable, technical expertise with her colleagues on the Business and Industry Association’s Manufacturing & End Users Policy Committee. She was particularly helpful to us as we navigated public policy challenges surrounding regulation of emerging contaminants like PFAS. GeoInsight is gaining a knowledgeable, articulate, and approachable asset in Nikki. We look forward to her continued contributions to the Business and Industry Association.” GeoInsight is New England’s leader for high-quality environmental strategy and engineering. Since 1993, GeoInsight’s talented technical and strategic consultants are sought out for their personal and attentive approach.
LINDSAY YOUNG, from page 9
project. You probably have clients that hire you because they like your work and your people. They don’t haggle you over fees and rarely comment about your price. (Honestly, this might be the time to raise their fee.) Being a good listener helps in all aspects of life. Listen to your clients. They will tell you. “Every business owner wonders if their price is too high, too low, or just right. As an architect, engineer, or contractor, you have years of experience and knowledge to provide to your clients and should be compensated well for it ... Your services, talent, and experience are worth every penny.” 5)Walking away. You must be willing to walk away from a prospect or client that isn’t willing to pay you what you are worth. That’s very difficult but you must do it. We are all very fortunate right now with the amount of work architects, engineers, and contractors have, so you’re probably turning away projects because you are too busy (not necessarily because of fee or price, although this should be a deciding factor when pursuing additional work). Showing the value that you and your business have is instrumental in the success of your firm. Don’t be afraid to charge what you are worth. You want clients who value your relationship and appreciate your talent. You’ve earned it and you’re worth it! LINDSAY YOUNG is president and founder of nu marketing. She can be reached at lindsay@numarketingllc.com.
understand why your fee is what it is. (These are the factors that differentiate you from others.) 2)Proof. The second step to showing your value is to prove it. This can be done through providing testimonials, letters of recommendation, and references from your repeat, satisfied clients. You can talk all day long about how wonderful you are, but having your client hear someone else talk about how wonderful you are is much more effective! Word of mouth marketing is still the strongest form of marketing. When you purchase a table at an event and invite clients and prospects, this is a great way to prove your value. At some point throughout the night, the prospect and client will be talking about your firm and the experience they had with you. Obviously, you have brought a client with whom you have a strong relationship, so they are going to sing your praises. This happens quite often, so be strategic when inviting clients and prospects to events. It can make a world of difference in your business development efforts. 3)Confidence. Be confident. This sounds so easy but if you waver or seem hesitant in what you are wanting, the client will see right through this. You must be confident in the fees you are requesting for your services. When you give them the proposal or fee structure, give the client time to comprehend it. Don’t immediately assume they aren’t going to pay that fee. Wait for them to respond. You don’t want to be arrogant, but you want to be confident. No one wants to work with someone who rolls over at every negotiation tactic. You are worth what you charge, so don’t let the fear of offending a client keep you from charging what you deserve. 4)Listen. Listening is part of showing your value, because it demonstrates that you care about the other person’s opinion. You will also learn by listening to your client and asking good questions. If you listen, you’ll understand what their hot buttons are and communicate the value you bring to the
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THE ZWEIG LETTER February 3, 2020, ISSUE 1330
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