FINANCIAL MANAGEMENT: Stop Buying Software That Nobody Uses.
Before investing in any new technology, conduct a "day-in-the-life" audit of your target users. Shadow them, understand their pain points, and get their buy-in before making a purchase. The most successful tech implementations start with user champions, not executive mandates. If your staff can't clearly articulate how the tool will make their daily work easier, don't waste money on it.
PROJECT MANAGEMENT: Scope Creep Starts Earlier Than You Think.
Most scope creep isn't malicious – it's the result of vague initial discussions. In your first client meeting, document everything discussed, even informal "what-ifs" and "wouldn't it be nice" comments. Send a follow-up email summarizing the conversation and explicitly noting what's included and excluded from the proposed scope. This prevents later "but we talked about that" disputes. Get more tips for getting scope creep under control in PSMJ’s AEC Project Management Bootcamp.
BUSINESS DEVELOPMENT: Stop Competing on Price and Start Competing on Schedule.
When clients push for lower fees, pivot the conversation to the schedule. "We can deliver this for your desired budget, but it will take 18 months instead of 12. Here's what we can accomplish in 12 months at this budget level." Often, speed matters more than cost, and this approach positions you as a problem-solver, not just a cost center. Get your copy of PSMJ’s The Value Pricing Imperative for Design Firms to learn more ways to rethink the value that your firm brings to the table.
SUCCESSION PLANNING: Ownership Transition and Leadership Transition Are Two Very Different Matters.
Many firms fail because they conflate these issues. Leadership succession should start 5-10 years before ownership transition, focusing on developing business acumen, client relationships, and decision-making skills. Financial capacity for ownership can be built separately through profit sharing, equity appreciation, or external financing. Address leadership development first. PSMJ’s Mastering AEC Ownership Transition is packed with tips, tools, and templates to make your transition a success.
MARKETING: Today’s Marketing Funnel Dictates Tomorrow’s Revenue.
Without a steady flow of new prospects entering at the top, your backlog will inevitably run dry. For AEC firm leaders, each stage of the funnel—from awareness to conversion—directly shapes the clients and revenue you’ll rely on six, twelve, or even twenty-four months from now. Ignoring the funnel today is essentially deciding to starve your firm of opportunities tomorrow. Start measuring early-stage lead flow (conversations, connections, and even website traffic) to get your arms around what might lie ahead. You get what you measure.
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