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BUSINESS NEWS U.S. AIR FORCE AWARDS JACOBS 53RD WING TECHNICAL SUPPORT SERVICES TASK ORDER Jacobs Engineering Group Inc. has received a task order to support the United States Air Force 53rd Wing operations. The task order was awarded with a value of $204.9 million over four years and nine months if all options are exercised, and focuses on the provision of information technology support for weapons and computer systems related to systems development and operational activities. Work sites are primarily located at Eglin Air Force Base, Florida, with some additional services at Nellis, Creech, Tyndall, and Lackland Air Force bases, as well as the Patuxent River Naval Air Station. “This win builds on Jacobs’ longstanding partnership with the U.S. Air Force, ranging from research and development to test and evaluation, as well as support for complex IT and network programs,” said Jacobs Senior Vice President Aerospace and Technology Darren Kraabel. “This award reinforces our commitment to offer innovation and best practice solutions to the weapons system integration, cyber security, and IT markets.” Services detailed in the task order include a wide variety of support to weapon systems engineering and integration solutions, network solutions, test and evaluation network support, cyber security, software, computer systems

development, network systems operation, and operational test and evaluation support. It also includes support to related Department of Defense agency military operations, including the Foreign Partners and Foreign Military Sales defense programs. FLUOR’S NUSCALE POWER SMALL MODULAR NUCLEAR REACTOR DESIGN CERTIFICATION ACCEPTED FOR REVIEW BY U.S. NUCLEAR REGULATORY COMMISSION Fluor Corporation announced that NuScale Power, in which Fluor is the majority investor, has received notice that its design certification application has been accepted for review by the U.S. Nuclear Regulatory Commission. By accepting the completed application for review, the NRC confirms that NuScale’s submission addresses all NRC requirements and contains sufficient technical information to conduct the review. NuScale’s small modular nuclear reactor commercial power plant technology can deliver the energy diversity needed to power unique energy needs while also providing a safe, more flexible, carbon-free power generation solution. “Fluor is pleased that the NRC validated the receipt of NuScale’s design certification application in such a timely manner,” said David Seaton, Fluor’s chairman and CEO. “We believe that the future of the U.S. new-build power generation industry includes NuScale’s small modular reactor technology and that

NuScale is uniquely positioned as the only U.S. company leading the way.” “This is a great next step for a new U.S.-based nuclear technology and a step that affirms NuScale as a true leader in SMR technology development,” said John Hopkins, NuScale’s CEO. “The exceptional news that the NRC was able to accept our application during the 60-day docketing review period is validation of NuScale’s hard work over the past eight years.” NuScale’s small modular reactors include scalable plants, and the facility output can be incrementally increased depending upon the demand. The technology’s operational flexibility can also be integrated with other carbon-free renewable energy sources like wind and solar to provide consistent power and to help enable stable grid performance. NuScale marked a major milestone on December 31, 2016, when the company asked the NRC to approve its SMR design, the first submitted in the United States. Fluor has supported NuScale since October 2011 – before the U.S. Department of Energy announced its cost-sharing program – as part of a long history with nuclear energy. For more than 60 years, Fluor has been providing the engineering, procurement, construction, and maintenance of nuclear power plants.

the AEC industry. Period. Our new marketing seminar titled True Marketing for AEC Firms is the first of it’s kind in the industry. We go into hardcore marketing theory and prove the need for real investment in an attempt to break free from the reactive, never-ending cycle of proposals and interviews. Most firms react to preexisting market demand and find themselves very close to the industry average win rate of about 20 to 30 percent. Other firms with a real marketing strategy create demand, generate opportunities, and win more work and profit more from that work. More wins and more profit fuel growth, which in turn fuels returns to shareholders, which fuels demand for the stock. All of this contributes to a healthy, successful firm that out-paces the industry. You just gotta have faith! CHAD CLINEHENS is Zweig Group’s president and CEO. Contact him at cclinehens@zweiggroup.com. “Firms with a real marketing strategy create demand, generate opportunities, and win more work and profit more from that work. More wins and more profit fuel growth, which in turn fuels returns to shareholders, which fuels demand for the stock.”

CHAD CLINEHENS, from page 3

fact is, marketing may take a long time to produce results, and even then, the results may be difficult to tie back directly to the investment. However, that doesn’t mean we shouldn’t try to measure the ROI on marketing, and to do so to the best of our ability. A firm that employs a strong open book management philosophy, where a variety of metrics are tracked monthly and reported to the entire organization, can greatly aid in seeing the trends that should result from an intentional investment in true marketing. Some metrics include number of website hits, dollar volume of new work booked, proposal hit rate, social media likes/follows/shares, number of new contacts in the marketing database, etc. “The fact is, marketing may take a long time to produce results, and even then, the results may be difficult to tie back directly to the investment. However, that doesn’t mean we shouldn’t try to measure the ROI on marketing, and to do so to the best of our ability.” Take it from a company that has studied the industry for almost 30 years – marketing fuels growth and profits in

THE ZWEIG LETTER May 8, 2017, ISSUE 1199

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