GROWTH STRATEGY: First grow where you are already winning
It can be tempting to chase growth by adding services, markets, and geographies…all at once. In reality, the fastest growth often comes from doubling down on your strongest client types and project profiles first. Beyond that, expanding in multiple dimensions (e.g. service and geography) at the same time is very risky. Instead, get focused and strategic on one growth dimension. And, remember that any growth dimension must have a passionate champion to be successful. Get more insight and perspective on achieving long-term sustainable growth at PSMJ’s AEC Business Accelerator Lab, coming to beautiful Napa Valley in April 2026.
FIRM VALUATION: Many business appraisers are missing this critical skill…at your expense.
With a privately-held company, so many strategic growth and investment decisions hinge on a reliable opinion of your firm’s value. But, too many valuation “experts” are lacking a basic understanding of the core engine that drives the value of your firm: project management. More specifically, AEC project management. Without a good working understanding of concepts such as WIP, Target Direct Labor Multiplier, and Earned Value, you could end up with a valuation opinion that is wildly inaccurate.
BUSINESS DEVELOPMENT: Systematize business development so that you can stop relying on “rainmakers.”
If growth depends on a handful of senior rainmakers, it is fragile and unscalable. High-performing AEC firms run on repeatable business development systems, such as institutionalized target lists, defined pursuit roles, CRM discipline, and regular pipeline reviews tied to strategy. Business development should be a process, not an personality trait. Learn more about making smart business development moves in PSMJ’s Simplified AEC Business Development Workshop.
TALENT OPTIMIZATION: Compete on long-term growth potential over near-term flexibility.
As the frothy labor market of the past few years starts to cool in many areas, your recruiting strategy needs to shift. Talent magnets are clearly articulating what success looks like at 12, 36, and 60 months as well as what skills, behaviors, and results unlock advancement. Of course, there is inherent value in flexibility (e.g. hybrid work) but that is not what will help you stand out now.
STRATEGIC PLANNING: Kill the SOP monster before it kills your momentum.
Standardization does not equal scalability. As firms grow, outdated or overbuilt SOPs quietly choke profitability, slow decisions, and suppress leadership development. The highest-performing firms ruthlessly limit “non-negotiable” SOPs to what truly drives project success, cash flow, and risk management—and give teams latitude everywhere else. Growth requires clarity and empowerment, not bureaucratic comfort. This tip comes straight from the latest issue of PSMJ – the journal that is an exclusive benefit of PSMJ PRO membership – featuring a discussion with Warren Ladbrook, a PSMJ AEC Project Management Bootcamp Instructor and Senior Director of Project Management at Withers Ravenel
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