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ON THE MOVE MCMAHON ASSOCIATES, INC. PROUDLY PROMOTES MARK A. ROTH, P.E. AND JOHN R. WICHNER, P.E., PTOE AS ASSOCIATES OF THE FIRM McMahon Associates, Inc. , a transportation engineering and planning firm, announced the elevation of Mark Roth, P.E. and John Wichner, P.E., PTOE to the title of associate of the firm. This designation is bestowed by the McMahon Board of Directors of the firm in recognition of the overall leadership they have demonstrated, and in expanding and capturing service and firm growth in new geographic markets, while earning respect and continuing to build relationships with clients and peers. Associates are viewed by the Board as key contributors and partners in the firm’s present and future success, individuals who effectively advocate and lead company programs and policies, and who have the presence and leadership capabilities that inspire and instill confidence in our staff and clients. Roth is the general manager of McMahon’s Philadelphia office. Since establishing the office in 2016, Roth has led its growth through client and teaming partner development, as well as talent recruitment which has already required a doubling of the downtown location office space. Roth has more than 25 years of transportation engineering and planning experience, 22 of which are with McMahon, for municipalities, states and private entities leading small to very large projects providing
expertise in evaluating present and future traffic patterns, congestion management strategies, corridor development improvements and regional highway network modeling, to name a few. Prior to opening the Philadelphia location, Roth was the Office Lead for the firm’s New Jersey office, based in Yardville, New Jersey. Wichner, P.E., PTOE is the office lead for McMahon’s Lehigh Valley Region, based in Allentown, Pennsylvania. Wichner was instrumental in establishing the firm’s Lehigh Valley office in 2013 and has managed several key projects in northeast and eastern Pennsylvania, including the PPL Center Event Management Plan for the City of Allentown which included the addition of traffic responsive equipment at 35 signalized intersections and the creation of a 24- hour Traffic Management Center for the city. Regionally, Wichner focuses on private sector and municipal transportation projects, multimodal transportation projects, and preparation and/or review of the transportation elements of land development applications for uses such as industrial, hospitals, educational facilities, commercial/retail users, residential/ office complexes, and infill redevelopment projects. He also champions the Mid-Atlantic Region’s business development efforts in the private sector. Wichner’s contributions to the region earned him the Lehigh Valley Business 40 Under 40 recognition in 2015.
“It is always a great pleasure to witness the evolution of our talented staff as they advance into senior leadership roles within our firm,” said Joseph DeSantis, P.E., PTOE, president and CEO of McMahon Associates, Inc. “Within their office geographic areas, Mark and John have been instrumental in the development of business, establishment of strong client and partner relationships, and solidifying our presence in the local community. Mark and John also play a key role in the success of the Mid-Atlantic region by leading important firm programs such as our regional planning sessions, business development activities, and staff mentoring initiatives. The Board and I are pleased to designate Mark and John as new Associates, as they continue to contribute to our broader growth and success.” Since 1976, McMahon Associates, Inc. has specialized in delivering innovative engineering, planning, design, and technological transportation solutions to our clients. We have built trusting and lasting relationships by satisfying, and often surpassing, the needs of both governmental and private sector clients. We provide services for transportation projects from planning, to design and permitting, through construction. With more than 200 dedicated professionals in 15 offices along the East Coast, McMahon has the talent, ability and expertise to address any transportation assignment.
MARK ZWEIG, from page 9
anything from you if they first don’t know you. Once they know you, they will hopefully like you. And once they like you, they have a chance to trust you. Only if they trust you will they actually buy whatever it is you are selling. 10) Volunteer to be of service. Being helpful so you can establish yourself as a “go-to” resource for the client has always been a great way to sell our industry’s expensive intangible services. This means solving a problem, sharing an idea, or doing something else for them that is helpful. It’s a great selling tactic. 11)Know when to pass the baton. I have noticed over the years that some business developers do not know when to make the introduction to someone else in the firm who is more knowledgeable. Whether it is fear of not getting credit or selfishness or just being stubborn, this is a problem to look out for as it is completely avoidable. 12) Follow up. Once anyone else is involved, or you get that first small opportunity to be of service, follow up to make sure it went well and the client is happy with you. Sometimes when that baton is passed, things do go wrong. The baton is dropped. Someone doesn’t do what they say they will. You want to make sure that doesn’t happen with you and blow this opportunity for your company. Getting on the phone right now may be the single most important thing you can do to bring in new work. So stop reading and start calling! MARK ZWEIG is Zweig Group’s chairman and founder. Contact him at mzweig@zweiggroup.com.
thanking the client for taking your call but quickly move to telling them the reason for your call is that you heard they had a need for your services. Then be quiet and wait for their response. 7) Speak more slowly than you normally would. This will help the client have the time they need to switch gears mentally from whatever they were doing before you called. It’s essential. Speaking slowly will also show that you are not the typical “telemarketer fast-talking sales type,” and are instead just a serious professional trying to be of service. 8) Stay away from politics or any other controversial subjects. Right now it seems like even social distancing and mask-wearing are being construed by some as political statements. Make no assumptions about anyone and what their politics are. Best to avoid anything that could make them think less of you. 9) Remember “KLT – know, like, trust!” No one will buy “There has probably never been a better time to get on the phone to call clients and potential clients. They are more likely than ever before to answer a call and will likely spend more time talking to you than they would have pre-COVID-19.”
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THE ZWEIG LETTER JUNE 1, 2020, ISSUE 1347
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