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ON THE MOVE BURNS & MCDONNELL ADDS VISIONARY IN UTILITY AND GRID MODERNIZATION A leading visionary and innovator in utility and grid modernization has joined Burns &McDonnell , where he’ll help clients navigate evolving regulations, market conditions, and industry needs. Doug Houseman brings nearly four decades of engineering andconsulting experience toBurns & McDonnell, the No. 1 firm in North America in electrical transmission and distribution as ranked by Engineering News-Record . As utility modernization lead consultant, Houseman will evaluate and implement new technologies, processes and systems, as well as help clients develop policies and standards. “Doug brings unique ideas to each project

or challenge,” says Lucas McIntosh, project manager and distribution planning lead at Burns & McDonnell. “We are thrilled to have him join our team and help our clients define and achieve modernized operations, systems, technology, and policies.” Houseman will focus on advanced metering infrastructure, distribution, and substation automation, enterprise asset management, distributed energy resources and distribution management infrastructure, standards, and processes – and more. “One of the best parts of my career has been having people trust me to help them with first-time efforts,” Houseman says. “Whether it was metering in Europe, demand response in the U.S, wholesale

markets in Australia or microgrids in Africa, people have given me the trust to figure it out. I want to help the next generation of engineers understand how to do that with confidence.” Houseman’s experience includes assisting with an Italian utility’s network of 27 million smart meters — meters allowing the utility to change breakers remotely rather than by visiting each location every time a customer wants a higher limit, a move that generated enough savings to finance the entire project. He also has been working with Burns & McDonnell on Entergy projects, helping make changes to the utility’s internal standards to improve the grid’s resiliency and save money.

GREG KANZ, from page 11

in design. ❚ ❚ Market sector expert and client relationship manager ❚ ❚ Promote peers in your firm to clients to create the next generation of relationships ❚ ❚ Speaking engagements, publication, and media ❚ ❚ Strategic leader (10-plus years). The pinnacle of the BD ca- reer path is market sector leadership. You influence firm-wide client pursuits, project-type targets, growth, and business planning. Your knowledge about trends, opportunities, and challenges makes you valuable to clients. Most importantly, you invest in your firm’s staff as a mentor, guiding career de- velopment and ultimately the succession and sustainability of your firm. “If your new generation finds fulfillment in continuous learning, and takes time to build the trust of colleagues and clients, your firm will be an innovative, growing enterprise with a deep bench of leaders.” WHERE TO START. For skills, knowledge, and abilities in market- ing and business development, check out the Society for Marketing Professional Services “Body of Knowledge” or MARKENDIUM. It defines six areas of marketing and busi- ness development to learn: marketing research, planning, client and business development, proposals, promotional activity, and management. The essence of business development is the ability to form trust-based relationships. There are an array of skills, knowledge, and abilities you can teach beyond simple selling techniques. If your new generation finds fulfillment in continuous learning, and takes time to build the trust of colleagues and clients, your firm will be an innovative, growing enterprise with a deep bench of leaders. GREG KANZ is marketing director for Shive-Hattery Architecture- Engineering. He can be reached at gregkanz@shive-hattery.com.

❚ ❚ First five years. Foundational to your success is knowledge of your firm’s values, capabilities and experience. Share your story about why you are excited to be part of your firm with anyone and everyone. Look for ways to give back through par- ticipation in professional and non-profit organizations. This will help you develop a network of professionals/peers and meeting skills. ❚ ❚ Develop communication, marketing, and presentation skills ❚ ❚ Research opportunities through relationships, networks, and media ❚ ❚ Understand your personality type (everyone can be effec- tive) and how to connect with people ❚ ❚ Five to 10 years. Existing clients are ideal training ground for learning relationship development. Through client service, accountability, and availability you become a trusted advisor to long-lasting clients. Spending time with clients – profes- sionally and socially – is important. Tell stories that interest them and share anecdotes related to their needs and goals. ❚ ❚ Participate in presentations ❚ ❚ Take leadership roles in volunteer and professional organi- zations ❚ ❚ Make calls on client/opportunities related to personal ex- pertise and referrals from relationships “Good leadership will help this new generation build confidence, learn social skills, and lead a more balanced, meaningful life.” ❚ ❚ Expert and mentor (10-plus years). After a decade of experience, the decision makers are your network of profes- sionals/friends become decision makers. You lead marketing calls and presentations. Develop presentation teams and strategies. Connect colleagues with clients and opportunities, and mentor them through the process. In the broader market, leverage your personal experience, expertise, and knowledge

THE ZWEIG LETTER September 18, 2017, ISSUE 1216

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