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T R E N D L I N E S W W W . T H E Z W E I G L E T T E R . C O M D e c e m b e r 4 , 2 0 1 7 , I s s u e 1 2 2 6

Overhead rate vs. NSR/FTE

Thoughts on financial reports

G etting the information you need on how to run your business in a timely manner is an absolute requirement for survival and success in the A/E business today. As business owners this has to be our expectation. If we don’t demand it we won’t get it. That said, besides timeliness, there are many other considerations as it relates to getting financial information on our businesses. Here are some of my thoughts: ❚ ❚ More is NOT always better. In fact, as it re- lates to financial information, more could be worse. Too much information obscures what is critical. This is one of my biggest pet peeves about finance and accounting types in our business. They dump information on us. Many times it is stuff we don’t need and obscures the stuff we do need. ❚ ❚ Do your calculations according to the in- dustry standard. What I mean here is if you compare yourselves to industry norms, make sure you are calculating the same way the in- dustry norms were calculated. A good example is utilization. I have seen firms that published utilization percentages AFTER deducting for vacation and sick leave, whereas the industry norm is reporting it including those hours in the calculation. Therefore, the firm was patting itself on the back for how well they were doing when they weren’t. ❚ ❚ Speaking of norms, don’t compare yourself to mediocre performers. I find that this is what most companies do. They look at their utilization, or labor multiplier, or days out- standing for AR, or any number of other data points on their performance in the context of the industry overall. I always think that is

“Getting the information you need on how to run your business in a timely manner is an absolute requirement for survival and success in the A/E business today. As business owners this has to be our expectation.”

Mark Zweig

According to Zweig Group’s 2017 Financial Performance Benchmarking Tool , most firms generate less than $140,000 of net service revenue per full-time employee. But when you compare overhead rates to NSR/FTE by the profitability of firms, you can see that average-profit and low-profit firms have a much higher overhead rate than other growth categories. This shows the route to profitability is established through optimizing overhead costs and balancing that with the ability to generate revenue. OPEN FOR PARTICIPATION zweiggroup.com/survey-participation/

MORE COLUMNS xz M&A INSIGHTS: The work martyr Page 3 xz GUEST SPEAKER: Radical sabbatical Page 5 xz FROM THE CHAIRMAN: Heart to heart Page 5 xz GUEST SPEAKER: Pivotal moment, pivotal decisions Page 11

F I R M I N D E X Fleis & VandenBrink Engineering, Inc.......6 Fluor Corporation....................................2 Timmons Group......................................8 WesTech Engineering, Inc.......................4

Conference call: Paul Galdes See MARK ZWEIG, page 2

Page 6

T H E V O I C E O F R E A S O N F O R A / E / P & E N V I R O N M E N TA L C O N S U L T I N G F I R M S

BUSINESS NEWS FLUORAWARDED CONTRACT FORWORLD’S LARGEST PROPYLENE OXIDE AND TERTIARY BUTYL ALCOHOL PLANT Fluor Corporation announced that it was selected by LyondellBasell to perform the engineering and procurement for its propylene oxide and tertiary butyl alcohol project located at its Channelview and Bayport complexes outside of Houston. Fluor booked the undisclosed contract value into backlog in the third quarter of 2017. The project represents the single-largest capital investment in LyondellBasell’s history. When completed, the plant will produce 1 billion pounds per year of PO and 2.2 billion pounds per year of TBA. At the peak of construction, the project is expected to create up to 2,500 jobs and approximately 160 permanent positions when operational. PO is a building block of many everyday products, including bedding, furniture, carpeting, coatings, building materials, and adhesives. The TBA will be converted to fuel additives that help

Take your advice from Mark Zweig to-go.

gasoline burn cleaner and reduce automobile emissions. “This facility is a strategic part of LyondellBasell’s organic growth plans and we are pleased to continue our partnership on this project,” said Mark Fields, president of Fluor’s Energy and Chemicals business in the Americas. “Using our Zero Base ExecutionSM approach, the LyondellBasell and Fluor team developed a fit-for-purpose solution that optimized the plant design, leveraged global procurement opportunities and implemented a cost-effective modularization approach. Our integrated solutions approach substantially reduced the facility’s capital costs and helped LyondellBasell achieve their final investment decision on this world-scale chemical facility.” LyondellBasell is one of the largest plastics, chemicals and refining companies in the world. Fluor has participated in the project since the commencement of front-end engineering and design in 2015.

MARK ZWEIG, from page 1

a bad idea. The industry overall is made of tens of thousands of 15- to 20-person firms that don’t do all that well. If the aspirations for your firm exceed those, please select ap- propriate norms to compare yourself to. ❚ ❚ If something looks funny, dig into it. I see lots of mistakes in financial reports put together by people working in A/E firms. Some of them are even made by people who are CPAs. If you see something that looks like it doesn’t add up, ask questions. I find that the numbers frequently don’t add up. There may be a good reason for it (in which case you need to understand what it is and why) or, there could just be a messed up spreadsheet. Both happen! ❚ ❚ Never take any income statement or balance sheet for what it says without prob- ing. What I am talking about here is when I see firms that look like they aren’t making any money and then you find out they paid out a million dollars in bonuses with $7 million in revenue and the bonus dollars were all simply charged off to “labor” and expensed out above the profit line. This profitable company appeared unprofitable at first glance. Ditto for balance sheets with depreciated real estate on their books. Their equity could be vastly under-reported as a result. Or, they could have five-year-old ARs on the books that they will never collect that make them look stronger than they really are. It goes both ways. ❚ ❚ Look to the future as opposed to the rearview mirror. Too much of the reporting and attention in our business is given to events that have already happened. We can’t do anything about those things. But what we can do is look ahead and make changes that will impact us in a positive way. That’s the real purpose of the number tracking from a management point of view. What predictive metrics are you tracking? ❚ ❚ Share the numbers with everyone – and if not everyone, everyone who needs them. Everyone can potentially affect your performance in a positive way. Everyone needs reinforcement that they are doing the right thing if the results are good. Why not share this information? ❚ ❚ Remember that people respond to what you measure and report! Measure and re- port on utilization, and you will have people who do a great job eating up labor budgets. Measure and report on effective labor multiplier, and you will have people who don’t charge time to jobs that they should be charging time to. Measure and report on busi- ness development hours worked and you will have a lot of time charged to BD. What are your thoughts on this subject? Email me with any questions or comments! MARK ZWEIG is Zweig Group’s chairman and founder. Contact him at mzweig@zweiggroup.com.

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THE ZWEIG LETTER December 4, 2017, ISSUE 1226

O P I N I O N

I recently read a report from Project: Time Off called, “The Work Martyr’s Cautionary Tale: How the Millennial Experience Will Define America’s Vacation Culture.” I strongly recommend it to leaders in the AEC industry. The work martyr No generation owns the work ethic, but when it comes to motivation and anxiety, there’s a big difference between millennials and boomers.

While I am always pleased to read reports of millennials labeled as something other than slackers, I was less-than-thrilled to read that millennials are the most likely generation to want to be seen as a “work martyr” – one who avoids taking vacation for one of several essentially narcissistic-sounding reasons: 1) No one else at my company can do the work while I’m away. 2) I don’t want others to think I am replaceable. 3) I want to show complete dedication to my company and job. Guilt associated with vacation led to another depressing conclusion: Millennials are the most likely generation to forfeit time off, even though they earn the least amount of vacation days. I find this interesting for a couple of reasons. During my financial management seminar, I

point out that firms overemphasize utilization in a misguided attempt at accountability that causes employees to respond to what is measured. I’ve heard comments from younger staff during interviews like, “Sometimes I work slowly on projects so I am 100 percent billable and so I don’t get griped at.” That shows a real missed opportunity to emphasize quality over quantity. If your firm is one that focuses on chargeability as the end-all metric, especially for younger staff, another finding in the article is particularly “Millennials are the most likely generation to forfeit time off, even though they earn the least amount of vacation days.”

Jamie Claire Kiser

See JAMIE CLAIRE KISER, page 4

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

BUSINESS NEWS WESTECH ENGINEERING, INC. AND MICROVI BIOTECH, INC. SIGN EXCLUSIVE ALLIANCE AGREEMENT TO COMMERCIALIZE MICROVI’S BREAKTHROUGH BIOLOGICAL WATER TECHNOLOGIES WesTech Engineering, Inc. has signed an exclusive alliance agreement with Microvi Biotech, Inc. to promote Microvi’s innovative biological technologies for the water and wastewater industries. The agreement gives exclusivity to WesTech to promote Microvi’s technologies in the U.S. and Canada, while also pursuing advantageous partnerships globally. The alliance builds on the foundation of existing partnership projects, including water and wastewater projects in California, Arizona, Illinois, the United Kingdom, and Australia. WesTech’s initial focus will be to provide turnkey solutions for drinking water nitrate removal. Microvi’s innovative nitrate removal technology, DenitroviTM, has been awarded approval by California’s stringent Division of Drinking Water, and is also NSF/ANSI 61 certified. Microvi’s water technologies are based

on polymer-microorganism composites – called biocatalysts – which contain a high density of a single species of microorganisms (natural, non-pathogenic, non-genetically modified). These biocatalysts actively convert targeted pollutants into non- harmful by-products without producing a biological waste stream. engineered “Biological treatment offers significant advantages for water treatment solutions,” said Rex Plaizier, CEO of WesTech. “WesTech’s broad manufacturing and process design experience, coupled with its extensive sales networks, are ideal for providing comprehensive solutions that will accelerate adoption of Microvi’s revolutionary biological technology for water treatment,” Plaizier said. “This exciting alliance is another indication of Microvi’s commitment to the water industry, which realizes significant benefits to our customers across the globe,” said Fatemeh Shirazi, CEO of Microvi. “These benefits include a small footprint, lower operating expenses and no environmental impact. Our breakthrough technologies, coupled with

WesTech’s 45-year history of providing process solutions, align innovation, engineering, and experience in ways that will transform the way our customers treat water and wastewater,” Shirazi said. WesTech Engineering, Inc. provides process solutions for water treatment, liquids/solids separation, and biological treatment needs to municipal, industrial, and minerals clients worldwide. Founded in 1973 and based in Salt Lake City, Utah, WesTech is an employee- owned company, with more than 500 employees in seven countries. Microvi is a leading green technology company based in the San Francisco Bay Area that develops next-generation technologies for the water, wastewater, and bio-based chemical industries. Microvi’s approach has been demonstrated in a wide range of applications, including at large scale, to enable smaller footprints, increased productivity, and disruptive economics compared to current technologies.

JAMIE CLAIRE KISER, from page 3

For example, asking to take on additional tasks instead of honing one specific skill is perceived by management as having an inability to focus. Desperately asking how to move up the organizational chart is perceived as the “trophy” generation that wants to “check the box and get a promotion.” Expressing a fear of being “pigeon-holed” into a specific studio or department is viewed as flighty and uncommitted to building expertise. My personal favorite is complaining that young people are always on their phones. Contrast that with this finding: More than half of millennials, the study reports, feel that it is acceptable to answer a work email during dinner, versus 22 percent of boomers. When I hear these behaviors, I understand the frustration of leadership, but I also recognize that deeply-entrenched fear of being replaced and unemployable – justifiable fears known to those of us who graduated during the recession. “I don’t think any generation owns the work ethic, but I do think that there are different motivators and different anxiety-inducers for capable, motivated staff across the organizational chart that leaders of any age would be wise to consider.” I don’t think any generation owns the work ethic, but I do think that there are different motivators and different anxiety-inducers for capable, motivated staff across the organizational chart that leaders of any age would be wise to consider. JAMIE CLAIRE KISER is Zweig Group’s director of consulting. Contact her at jkiser@zweiggroup.com.

illuminating: Millennials call their bosses “the most powerful influencer over their time” – more influential, that is, than their families. “The article partially attributed the work martyr mentality to coming of age during the Great Recession, with the economic downturn leading to a long and painful job search that left an indelible mark in the work ethic of millennials.” The article partially attributed the work martyr mentality to coming of age during the Great Recession, with the economic downturn leading to a long and painful job search that left an indelible mark in the work ethic of millennials. I can personally attest to this: I graduated right at the very rock-bottom of the recession and was once turned down for an unpaid summer internship in my field due to “lack of experience.” Ouch! I was also once turned down for a night job at a bakery when I was in law school. (“You’re just not Panera material” is a joke my husband still finds funny). Knowing that hard work is not enough to get ahead, and that you can be turned away from volunteering for a company, will never be too far out of my mind. The fear and guilt associated with feeling replaceable is a constant thread in my professional development, and I think that some of the frustrations that I hear from more experienced leaders in firms about “kids these days” is rooted in that experience.

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

O P I N I O N

Radical sabbatical We all need a lengthy, unadulterated turning-off of our brains. How do you start? Try taking a break from the lifelong grind.

S abbatical – rooted in the Greek word sabbatikos – the word speaks to the act of taking a break. Historically, such a break has been exclusive to those in academia or religious ministry, and less for business professionals. But, like everything else, times are changing. In fact, so much so that even the U.S. Navy offers sabbaticals – called Career Intermission Programs.

Sylvia Montgomery GUEST SPEAKER

It was hard to recognize that working harder to change a situation was not necessarily smarter. Deciding to stop doing what I knew best, even when in conflict with personal values, was hard. Leading up to the leap, doing what I did best posed “Seven months ago, I started my sabbatical – and it was not a planned event. I wish I could say it was. For a planner, an unplanned and self-initiated sabbatical is not a stress-free situation. In fact, it’s quite the opposite.”

For many individuals, sabbaticals are planned events. I’m a planner. Since high school, I’ve had a plan. I’ve crossed all the Ts and dotted all the Is by pursuing degrees and careers that aligned to my personal road map – each experience and position was a stepping stone to the next. Like many of my Gen-X peers, a strong work ethic was the common thread that wove each of those experiences together. Seven months ago, I started my sabbatical – and it was not a planned event. I wish I could say it was. For a planner, an unplanned and self-initiated sabbatical is not a stress-free situation. In fact, it’s quite the opposite.

See SYLVIA MONTGOMERY, page 8

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

Paul

P R O F I L E

Conference call: Paul Galdes President of Fleis & VandenBrink Engineering, Inc. (Hot Firm #30 for 2017), a 200-person civil engineering firm based in Grand Rapids, Michigan.

By LIISA ANDREASSEN Correspondent “M arketing is very important,” Galdes says. “We actually increased marketing during the recession and when the recession was over, business skyrocketed.” A CONVERSATION WITH PAUL GALDES. The Zweig Letter: The A/E market is great right now. What are you doing to cushion your firm in the event of a downturn? Paul Galdes: We’ve been blessed. The last three to four years have been tremendous for us as a firm. But, we have to remember to be realistic. Here are some things we are doing to prepare for a down- turn: ❚ ❚ Pay down any debt.

❚ ❚ Put offices in places where we know clients will need us. ❚ ❚ Invest in technology – upgrades to IT, phones, and security. ❚ ❚ Continue to be aggressive with our marketing. “The last three to four years have been tremendous for us as a firm. But, we have to remember to be realistic.” TZL: What’s the greatest challenge presented by growth? PG: Maintaining culture and communication be- tween staff. We have a goal to improve these things. We have a culture committee that works with mar- keting. They just completed a video that illustrates

Paul Galdes, President, Fleis & VandenBrink Engineering, Inc.

THE ZWEIG LETTER Dece

l Galdes

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what it’s like to work here. We had a culture video release party in November. We’ve also invested in new video con- ferencing technology. It’s easy to use and requires one click. It’s this technology that makes it easy for people to connect face to face and get to know each other a little better. TZL: In the event of failure, how does your firm react? PG: We teach our project and group managers to take a breath, pause, and not panic. Internally, we discuss what happened, try to fix what went wrong and don’t place blame. We’ll likely use it down the line as a “lesson learned” subject. We air it all out, tell the story and do our best to ensure it doesn’t happen again. “Entrepreneurial thinking is a quality we always look for. It’s this type of thinking that helps a firm to improve, grow, and move forward with more efficiency. We encourage our leaders to take reasonable risk. Engineers tend to be risk adverse, so it’s something that needs to be nurtured.” TZL: Monthly happy hours and dog friendly offices. What do today’s CEOs need to know about today’s workforce? PG: We’ve hired a lot in the past four years and most of those hires are right out of college. During the recession, we weren’t hiring so we were aging as a workforce. With these new hires, we had to take a good, hard look at how to en- gage the younger workforce. Like anyone else, they need to feel valued as employees. They also want to know that they are doing work that benefits society as a whole. We work to communicate how our projects are doing that. We also do fun stuff on a regular basis like trivia nights at a local res- taurant and every year, on our work anniversary, manag- ers make breakfast for employees at all nine of our offices. Football season is also pretty big around here. We have tail- gate parties in the offices for Michigan State games and hold chili cook-offs, too. Space wise, we are working to tear walls down. The younger workforce wants collaborative spaces. We’re doing some renovations that include: ❚ ❚ Adjustable workstations where people can stand or sit ❚ ❚ Three-foot versus six-foot high cubicle walls ❚ ❚ More collaborative areas (living-room type areas) where people can connect TZL: The talent war in the A/E industry is here. What steps do you take to create the leadership pipeline need- ed to retain your top people and not lose them to other firms? PG: We try to identify leaders early on. We challenge them

to grow and to take on projects where they can be champi- ons. We’ve always chosen to be a growth company – 10 to 15 percent per year – so we can present opportunities for lead- ership. It’s the key to keeping future leaders engaged. TZL: How do you deal with underperforming employees? What are your steps for removal after they have prov- en to be ineffective, or even counterproductive, to your firm? PG: We’ve always veered on the compassionate side and try to fix it. We identify problems early and are honest with people. If there’s a problem, we’ll work on a correction plan together. That usually works. As a result, the employee typ- ically becomes dedicated moving forward. If it does not work, we will help them to find something else that better suits them. TZL: How does marketing contribute to your success rate? Are you content with your marketing efforts, or do you think you should increase/decrease marketing? PG: It’s very important. We look at firm surveys every year to see how we compare. Each year, we typically allot about 10-12 percent of our budget to marketing. We actually in- creased marketing during the recession and when the reces- sion was over, business skyrocketed. TZL: If there was one program, course, or degree pro- gram that you could take or recommend before becoming a principal or owner, what would it be? PG: Basic business skills. Running a firm is a lot different than running a project. There are things like HR and leases to handle. TZL: What is the role of entrepreneurship in your firm? PG: Entrepreneurial thinking is a quality we always look for. It’s this type of thinking that helps a firm to improve, grow, and move forward with more efficiency. We encourage our leaders to take reasonable risk. Engineers tend to be risk ad- verse, so it’s something that needs to be nurtured. TZL: What’s your prediction for 2017 and for the next five years? PG: We’re right on track for our 2017 expectations. Our growth is about 12 to 15 percent. For the next five years, we want to maintain a growth between 10 and 15 percent. We’re also planning to branch out into a few new business areas. Four years ago, we started an operations company to help wastewater system companies. We’ve had a difficult time staffing for that but hope to find people to assist with those management efforts. We’re going to start marketing that soon. In addition to being president of Fleis & VandenBrink Engineering, Galdes is also senior vice-president of affili- ated companies F&V Construction, and F&V Operations and Resources Management.

ember 4, 2017, ISSUE 1226

SYLVIA MONTGOMERY, from page 5

Just stare into space, stare at the waves, get lost in the butter- flies in your garden, or anything of the like. ❚ ❚ Sleep! Nap! Then, sleep some more. Sleep is undervalued. Take a nap, sleep in. Just because! Don’t apologize. ❚ ❚ Get moving. Our bodies, our temples. We all know we only get one life, yet we don’t take care of that life as we should. ❚ ❚ Manual labor is good. Getting your house in order leads to spiritual renewal – the piles and projects can all benefit from decluttering. In some weird way, the manual labor leads to the mental decluttering that leads to mental clarity. I’m sure some research has been done on this! ❚ ❚ Creativity comes from clarity. Period. ❚ ❚ Have fun. Why not! Spend time with those you love – fam- ily, friends, pets. Make a list of all those you’ve not seen because you were busy working. If you are en route to meet one of them, take a detour and stop by to see the sights. They won’t mind if you are late! ❚ ❚ Meet a friend for lunch. And have wine. Living in D.C. where politics cuts through everything, you can always count on a good glass of wine to a attract positive and bipartisan conversation. ❚ ❚ Make no excuses. You are where you are because you made it so. Deal with it and don’t run from it. ❚ ❚ Leave the ego at the door. You are a person, not a title. It seems straight forward, but again, we all tend to lose sight of that when running in that gerbil wheel. ❚ ❚ Consider alternatives. Be open to opportunities that align to life goals. It’s OK to want to do something new, even if you end up sticking to your knitting. ❚ ❚ Figure out what you don’t want to do. It’s just as important as knowing what you want to do, if not more so. ❚ ❚ Trust your gut! Comes in very handy when considering the previous two points. ❚ ❚ Read. There is so much to learn beyond your own area of ex- pertise. Before my leap, all of my reading was on books about marketing and business. This summer, I rediscovered an old love – reading for fun. During the eclipse, I read a nonfiction book about the solar system. Imagine that! Whether fiction or nonfiction, each bit of reading helped my brain to heal. ❚ ❚ Play. For this one, my granddaughter was essential. Even if you don’t have a child in your life, find opportunities to play. Try seeing a matinee on a weekday; even better, see a movie on opening day, first showing. Pretty cool! ❚ ❚ Get to know yourself. Really spend time with yourself. Alone. Thinking. Quietly. As I’ve come to learn, so many of us actually don’t do this. Note: This is not the same as meditat- ing, a habit I hope to one day develop. There are many nuggets of wisdom beyond the ones I’ve shared here. Of course, this gift called “my sabbatical journey” could not have happened without the support of my family and my strong network of friends and professional colleagues. What’s next for me? I’m looking forward to working with people I like and respect. No regrets. It’s been a good journey. Now, it’s time to be productive, purposeful, and happy! SYLVIA MONTGOMERY is a business development manager for Timmons Group. She can be contacted at sylvia.montgomery@ timmons.com.

a paralyzing conundrum and the thought of considering anything else was quickly associated with failure. But, was is it really? I was about to find out. My sabbatical started off slow – there were lots of emotions to navigate and the mental acuity was just not there. In fact, my brain felt like it had an outdated computer drive. One of those old PCs where the RAM was so overtaxed that all one heard was a dull grinding. About five weeks into my sabbatical, I ran across the book Leap: Leaving a Job with No Plan B to Find the Career and Life You Really Want , by Tess Vigeland. Wow, there were actually others who had felt like me. Vigeland said the book “is also about finding a new definition of success.” Tess poses the important question – who am I without my job? To figure that out, I needed to heal my brain – easier said than done. At the onset of my leap, friends and business acquaintances all wanted to know the answers to two questions: 1) How do you decide to take a sabbatical? 2) What do you do on a sabbatical? As I’ve shared above, the answer to question No. 1 was – I didn’t know. I was winging it! “I felt I was trapped by my work because I was an owner/partner. What awoke in me one day was the realization that nothing is as permanent as you think. I’m not alone in being caught in the ambition trap, or perpetually living in the ‘should syndrome.’ They both result in too much work.” Let me tell you, there are a lot of folks out in the professional world who want to take a sabbatical. It’s the elusive mirage that sits just a bit out of reach; mysterious, attractive, and seductive. Sadly, the early weeks were just the opposite. They were filled with fear, doubt, and a general feeling of “what the heck!” The answer to question No. 2 also elicited a consistent comment from everyone who heard of my story – just pursue your hobby! The reality is, I have no hobbies. I worked. My life consisted of working. I felt I was trapped by my work because I was an owner/partner. What awoke in me one day was the realization that nothing is as permanent as you think. I’m not alone in being caught in the ambition trap, or perpetually living in the “should syndrome.” They both result in too much work. My journey is now in hindsight and I can share with you the lessons I picked up along the way. ❚ ❚ Your brain needs rest. We live in a society where it’s normal to be jumping from activity to activity. A harried pace is sec- ond nature. A “just in time” mentality. We all need lengthy, unadulterated “turning off” of our brains. How do you start?

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

O P I N I O N

S omething I learned a long time ago has to do with my relationship with my clients. If they love me and I love them, I’ll do my best work, and they’ll refer me to their friends. So, what does that love look like? Heart to heart Do your clients really love you? And do you love them? Before jumping into a big contract, you might want to know.

fake it. Establishing a bond with the client must come from your heart. So, what does it look like if your client just isn’t a fit for you, or you for him or her? And, by the way, there is usually one person – the leader of the client relationship – who will set the tone for the way the relationship is going to evolve. Don’t kid yourself or the client by talking yourself into a scenario that things are going to be “I found early in my career that if I don’t like or don’t trust the client or their motives for what they’re planning, I’m not going to do my best work, and they’re not going to be very happy with me.”

Let’s start from my first meeting with a new client. How do I feel about that client? Can we work together? Do I feel empathy for what they’re trying to accomplish? Do I even like them? Am I personally committed to what they want to do? Without building from this foundation, I can’t do my best work, and the client is unlikely to relate very well to me either. So, how does one get started? If these factors are not part of how your relationship develops, I suggest you move on quickly. You’ll have more fun, and so will your client. I found early in my career that if I don’t like or don’t trust the client or their motives for what they’re planning, I’m not going to do my best work, and they’re not going to be very happy with me. An architect’s energies will only accomplish great things if these factors are in place. And you can’t

Ed Friedrichs

See ED FRIEDRICHS, page 12

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

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CHARLESTON, SC October 25-26

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

O P I N I O N

Pivotal moment, pivotal decisions Under threat, firms solve problems when leaders commit to the right roles and the right people to inform, inquire, and act.

Y ou’ve all been there. A room full of eight, 18, or even 80 anxious people. You have come together to express alarm about a recent negative event. Usually someone or something catalyzed it: Several people left suddenly, saying they found the firm practice out of touch with the modern market. A long-term client took its new marquee project to another firm. The next generation of leaders announce that now is their time to lead, here or elsewhere. Emotions run high, rationality runs low, and everyone wants leadership to fix it – now.

Julie Benezet GUEST SPEAKER

also have no time. Leadership must uncover root causes and spearhead change – now. best. Best means setting aside ego and putting the right people into the right roles.” “Situations that threaten a firm’s future demand immediate leadership attention. They also ask for their

How you got there is unclear. What happened to the firm plan for updating the marketing strategy? Who failed to check in with the client? What did we avoid doing that allowed our competitors to appeal to our emerging leaders? One thing is clear. Solving the problem will require entering uncharted, choppy waters where difficult conversations and untested ideas await. These situations carry no checklists. The formulaic processes of a strategic planning retreat, client services training, or succession planning may not square with the actual problems at hand. You

See JULIE BENEZET, page 12

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

ED FRIEDRICHS, from page 9

❚ ❚ Their motivations for doing the work align with mine (things like sustainability; energy and resource efficiency; what the project will accomplish for the community, and the people who will use it). In other words, things that matter to me. Failing this, I really should refer this client to someone else. The same advice holds for engineers and planners. If you don’t feel that there will be a strong bond and an alignment of goals and values, move on. ED FRIEDRICHS, FAIA, FIIDA, is a consultant with Zweig Group and the former CEO and president of Gensler. Contact him at efriedrichs@zweiggroup.com. “Urgent circumstances call for three major leadership roles. All share a willingness to deal with ambiguity. They also require persons who are trusted, willing to take behavioral risks, and have senior executive support. Each role carries specific attributes and deliverables.” of asking, listening, and reporting back without varnish. The person uses open-ended questions, listens actively with as- tute follow-up questions, and tolerates silence, creating room for people to collect and evolve their thoughts. Listening without judgment is essential, as leaders need to learn what people truly think, not what they want them to think. 3)The legislator. The legislator evaluates the investigator’s findings and converts them into an action plan. The legislator must understand firm governance, i.e., what structures are in place, what needs to be changed and what authority is re- quired to implement new measures. Equally significant is sell- ing the plan to the board, management, and firm employees. Selling is advocacy in its highest form. To win buy-in, the leg- islator must know what motivates each constituency. Board members want concise, strategic summaries of ideas that will protect the firm’s future. Management cares about what new responsibilities they must assume, and when. Employ- ees want to know what is in it for their careers and quality of working life. They also want the dates, deliverables, and prom- ised results for the plan. An ability to read people is essential. Knowing what social style to assume in pitching the plan to different stakeholders is critical when addressing those who are not highly intuitive. Effecting change in hard times happens when leaders commit to the right roles and the right people to inform, inquire, and act. JULIE BENEZET spent 25 years in law and business, and for the past 16 years has coached and consulted with executives from virtually every industry. She earned her stripes for leading in the new and unknown as Amazon’s first global real estate executive. She is an award-winning author of The Journey of Not Knowing: How 21st Century Leaders Can Chart a Course Where There Is None . She can be reached at julie@ juliebenezet.com.

all right. You can fabricate excuses (e.g., you really like the key contact; a few people in the firm have their hearts in the right place) because you really need the work or think it could result in a great addition to your portfolio. A good fit and a successful relationship is all but guaranteed if I can honestly say: ❚ ❚ I really like this person and think we could become great friends (after all, we’re going to be working with each other for a long time). ❚ ❚ I trust this person and their motives, for the project, for the people they’re doing it for, and for the community at large.

JULIE BENEZET, from page 11

Situations that threaten a firm’s future demand immediate leadership attention. They also ask for their best. Best means setting aside ego and putting the right people into the right roles. Different leaders have different strengths. Some are organizers. Others are idea makers. Still others are conciliators. Ideally, they all can do all these things. On short notice, however, each of them might be challenged by one or more of these attributes. Urgent circumstances call for three major leadership roles. All share a willingness to deal with ambiguity. They also require persons who are trusted, willing to take behavioral risks, and have senior executive support. Each role carries specific attributes and deliverables. In deciding who will lead what, firms should match the leaders to the roles, not the roles to the leaders. One person can fill more than one role. Firms also should consider emerging leaders. “Different leaders have different strengths. Some are organizers. Others are idea makers. Still others are conciliators. Ideally, they all can do all these things. On short Three leadership roles: 1)The messenger. Once the senior executives acknowledge the problem, someone must tell the relevant stakeholders. The goal is to inform them about the situation and launch the campaign to cure it. The messenger should possess strong communication skills to describe the current state, adopt a style that informs rather than alarms, and convey its impor- tance to the firm. Tailoring the pitch to match the audience is key. Board mem- bers want to know the impact to the firm bottom line. Man- agers care about the consequences to their teams. Individual employees want to hear about their job security and career prospects. The messenger opens the door to inquiry, without pre-judgment as to its outcome other than moving the firm into a better place. 2)The investigator. The investigator takes on the tough work notice, however, each of them might be challenged by one or more of these attributes.”

THE ZWEIG LETTER December 4, 2017, ISSUE 1226

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