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ON THE MOVE TATA & HOWARD, INC. WELCOMES PETER GOODWIN AS SALEM, NH OFFICE MANAGER Tata & Howard, Inc. , a Northeast leader in water engineering consulting, is pleased to welcome Peter Goodwin to the firm. Goodwin joins Tata & Howard as the new office/project manager in the Salem, New Hampshire office. In this role, Goodwin will manage the Salem office while working directly with clients and a team of design engineers in a variety of civil engineering projects including pipelines, pump stations, and water/wastewater treatment facilities. Goodwin has 35 years of municipal engineering consulting experience and is known in the industry for his strong business development experience with demonstrated success in company growth and expansion.
His professional experience includes a wide range of water, wastewater, stormwater, and environmental engineering projects, including planning, design, permitting, construction administration, operations, and funding assistance. Goodwin’s most recent experience has been associated with cutting edge technologies in asset management and trenchless rehabilitation/replacement of aging infrastructure. “Peter’s extensive experience in project management and client services will be instrumental in the continued growth of our firm,” said Paul Howard, P.E., senior vice president and co-founder. “We are looking forward to his contributions and are excited to welcome him to the team.” A graduate of Northeastern University,
Goodwin holds a bachelor’s degree in civil engineering and has been active in several state and regional professional associations. He is a current board member for the New Hampshire Public Works Association as well as the committee chair for the New England Water Environment Association-Veterans Workforce Development Committee. He is also a past-president of the New Hampshire Water Pollution Control Association and former State Director for the Maine Water Environment Association. Founded in 1992, Tata & Howard, Inc. is a 100 percent employee-owned water, wastewater, stormwater, and environmental services consulting engineering firm dedicated to consistently delivering innovative, cost- effective solutions in the water environment.
CINDY MCGOVERN, from page 9
results with this person in the future, but it signals that the professional relationship you want reaches far beyond a single transaction. It says you care enough to stay in touch. You don’t have to spend a ton of money or time saying “Thank you.” Simple gestures can be just as powerful as grand ones. For example: ❚ ❚ A note – handwritten or via email – that includes a specific reference to something the recipient did for you or talked to you about can elevate a casual business relationship to a more important one. ❚ ❚ After crashing on a deadline, an in-person pat on the back for a job well done – again, with specific mentions of achievements – lets an employee know that you notice and appreciate hard work. ❚ ❚ Posting a positive online review for a company or a service professional takes just minutes. But its impact can be enormous if it results in additional business for the vendor. ❚ ❚ Returning a favor after someone has done one for you tells the other person that the relationship is not one-sided. ❚ ❚ Some sincere words of appreciation can pick up an employee or co-worker who is showing signs of burnout or depression. ❚ ❚ A gift card worth as little as $5 is still a gift. Hand them out to people who serve you year-round, like the person who delivers packages to your office, the agent at the rental-car company you frequent, or the receptionist in the lobby of your building. Don’t wait for the holidays; make it a surprise. When you say “Thank you” to someone who said “yes” to a request, you pave the way for the next “yes.” Follow the lead of the most successful sales professionals whenever someone gives you something or does something for you: Realize that hearing a “yes” isn’t the end the deal. It’s the start of the next one. DR. CINDY MCGOVERN, known as the “First Lady of Sales,” speaks and consults internationally on sales, interpersonal communication and leadership. She is the author of Every Job is a Sales Job: How to Use the Art of Selling to Win at Work . For more information, visit drcindy.com and connect with her on Twitter and LinkedIn.
customers long after they have made the sale. They thank them for their business. They check later to ask if the customers are happy with their major purchases. They ask what else the customer might need that they can offer. It’s all part of creating a “customer for life,” and it’s a strategy that any employee, manager, or vendor can imitate in an effort to create good working relationships and agreeable clients, staff, and co-workers. Consider the late Bob Bergland, a former U.S. Secretary of Agriculture and member of Congress who later worked as the general manager of an association with hundreds of employees. He was known for making the effort to learn the names of as many of those employees as he could, and for taking the time to stroll around the building every now and then to shake their hands and thank them for their service – by name. When it came time for him to ask employees to go the extra mile, they were happy to return that goodwill. I can share a practice of my own that works for me: As a small business owner, I hand-write thank-you notes on fancy paper and mail them in time for Thanksgiving delivery each year to every client, employee, and vendor I have ever done business with – even former ones. When I find myself in need of a favor, a discount, or a rush job, they’re happy to help me. Especially if someone gives you something you really want, like a raise, a promotion, a job, or new business, it’s important to show your gratitude. In fact, most hiring managers say they expect a thank-you email from every job applicant who got an interview. Even if you didn’t get the raise or job you asked for, show your gratitude to the person who spent time and consideration on your request. And don’t show that gratitude just once. Continue to follow up with everyone who has helped you or considered it. That kind of follow-up not only sets you up for positive
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THE ZWEIG LETTER December 16, 2019, ISSUE 1324
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