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TRANSACT IONS ARORA ENGINEERS, INC. ACQUIRES GRAFTON TECHNOLOGIES, INC. Arora Engineers, Inc. (Arora, Hot Firm #45 for 2016) and Grafton Technologies, Inc. announced that they have merged their capabilities by Arora acquiring the assets of Grafton, an aviation information technology firm located in Newburyport, Massachusetts. “The acquisition of Grafton demonstrates our commitment to creating one of the most unique minority-owned multidisciplinary engineering and geospatial technology firms in the nation delivering a vast array of

services for the built environment,” said Manik Arora, PE, president and chief executive officer, Arora. “In addition, Grafton’s business aligns well with our new commercial structure and is an excellent strategic fit for our geospatial technology practice, which will benefit from a significantly enhanced service portfolio and delivery capacity in growing markets. The acquisition further solidifies Arora’s bench strength to deliver even larger geospatial projects for aviation, transportation, government, commercial, and education infrastructure. Technology is a key component in our philosophy of

‘rethinking infrastructure’ as we consistently bring smarter solutions to the systems that are taking our society into the future.” “The Arora-Grafton combination brings together the depth and innovation that our growing and evolving market demands,” said Randy Murphy, president and founder of Grafton Technologies. “We are excited to take a working relationship that has grown over the years to the next level and together offer the services, solutions, and ultimately the project satisfaction our clients deserve.”

BOB MCGEE, from page 9 “thanks,” and addressing your email using “good afternoon, Ms. Smith” is much more professional than “hello Sue.” Think twice about your wording and always be sure to be polite and thank someone for their time. After all, no one is obligated to talk to you, so let your clients know you appreciate and value their time. ❚ ❚ Online presence. When people want to learn more about your firm, they often turn to the internet. They browse your website and search your social media content. Is your Facebook or LinkedIn account active? Was the last time you posted in 2014? If so, it’s time to do some house-keeping. Your online presence has the potential to be upbeat, strong, and portray your business to be booming. Make sure your consistent, quality content portrays these things. Start post- ing about projects, good news, company culture, and more! PROPOSAL SUBMISSIONS. The purpose of proposals is to bring awareness to your company and to show a client that you are the best fit for the job. They are a direct reflection of your company – you can look at it as a mirror of your busi- ness. It is imperative that the content of your proposal is flawless. If you are physically mailing a proposal to a client, it is necessary to ensure the packaging and titling is neat, written clearly, and wrapped properly. Taking the extra minute or so to convey a clean, well-organized delivery will make your client feel good even before reading your cover letter. Whether it is a conscious impression or sub- conscious snap-judgement, remember these tips to ensure your best possible appearance. Proposals are a direct reflection of your company’s worth, and act as a deciding factor in public opinion. Consider breaking up letter proposals with graphics. They provide “eye candy” interest and show that you went the extra mile in putting the proposal together. There is nothing worse “The purpose of proposals is to bring awareness to your company and to show a client that you are the best fit for the job. They are a direct reflection of your company – you can look at it as a mirror of your business. It is imperative that the content of your proposal is flawless.”

than page after page of text, droning on about the project and your qualifications. If you aren’t qualified, you won’t be selected. Spend the time to show your unique approach through the use of photos and graphics. It is one thing to talk about a “state-of-the-art green roof,” it’s another to show an example. “First impressions in the AEC industry go a long way. Be sure to be conscious of your communication, proposal submissions, and timeliness and presentation to ensure that you and your firm are being represented properly.” TIMELINESS AND PRESENTATION. Perhaps the most important of all. Answering emails, arriving to a site, and returning a phone call all have something in common: They must be done in a timely manner. If you are late showing up somewhere or forget to get back to someone within the week, you are representing yourself and your company as either uninterested, irresponsible, or just plain disorga- nized. Why would someone want to go into business with another person or company who has such characteristics? The answer: They wouldn’t. On another note, presentation coincides with timeliness. If you respond quickly and show up on time, you have won half the battle. The other half of presenting yourself properly has to do with appearance. As much as we don’t want to admit it, our appearance is a big part of people’s judgments. Always be sure your shirt is tucked in, bring an extra pair of stockings in case yours rip, and if you have a company shirt or pin, wear it! Every detail counts, so keep this in mind. You are not only representing yourself, but your services and company. (No pressure, right?) First impressions in the AEC industry go a long way. Be sure to be conscious of your communication, proposal submissions, and timeliness and presentation to ensure that you and your firm are being represented properly. Do any of them wrong or without commitment and you will waste your time. Do them well and you will set the stage for a successful long-term relationship. BOB MCGEE is the director of marketing and communications at Pennoni. He can be reached at rmcgee@pennoni.com.

THE ZWEIG LETTER May 29, 2017, ISSUE 1202

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