PSMJ Podcasts Presents

During normal economic times, architecture and engineering (A/E) firms run on key performance indicators (KPIs). These are the early indicators of trouble and the benchmarks for success. The Great Recession taught us that closely monitoring these indicators is even more important during turbulent economic times. Jenifer Navard takes you through the financial and operational KPIs that drive success in top-performing A/E firms – what to measure, when to worry, and how to steer clear of trouble. These easy-to-measure (and difficult to manipulate) metrics cover growth, overhead, labor utilization, profitability, and more. In fact, the 13 KPIs covered in this webinar are the metrics that determine PSMJ’s Circle of Excellence every year. Members of the Circle of Excellence represent the top 20% of participants in PSMJ’s A/E Financial Performance Benchmark Survey based on these 13 metrics. In this engaging webinar, you learn: - The financial and operational KPIs you need to be measuring during normal times and during the current era of uncertainty. - The right (and wrong) ways to benchmark your firm’s performance. - How to turn benchmarking data into strategic action to get ahead of potential problems. - KPI and industry trends that will impact your firm. And much more! About the Presenter: Jenifer Navard brings over 25 years of experience in business and financial management. Her experience ranges from auditing with one of the top 5 public accounting firms to financial accounting and management of mid-sized companies in a diverse range of industries. In addition to her consulting work with PSMJ, Jenifer is a Principal and Director of Finance with nationally-recognized design firm Eskew+Dumez+Ripple. In this capacity, she works closely with the firm’s partners to ensure adherence to both the design and business values within the firm. In addition, she maintains an active role assisting each Project Manager in tracking their KPIs. This background has provided Jenifer with a broad set of skills to draw from in managing a growing A/E/C firm

Spend some time looking at the effect of paying professionals for their time and still producing a profit on the work you produce. Join Brian Flynn as he examines various utilization scenarios and how they affect Return on Net. In this Podcast, Flynn will offer insight on the basics of A/E firm workforce structure. When you attend this podcast you will learn: - How overtime can affect profits - What are the opportunities for salaried employees - How leaders’ decisions can cost the firm big - Tools to help you get to your overtime-profit sweet spot quickly About Your Presenter: Brian Flynn, P.E., BCEE has spent more than 40 years in the engineering and environmental industry. He was one of the founding partners of global environmental consulting firm ERM Group and the President of ERM-Southwest in Houston, TX. As a management consultant, Brian is frequently sought out by A/E firm leaders to improve their profitability, facilitate mergers and acquisitions, and lead project and financial management training programs.

Please consider participating in PSMJ's 2021 compensation, bonus and benefits, and financial management for AEC: https://www.psmj.com/surveyparticipate​ Learn more about PSMJ: https://www.psmj.com​ AEC SALARIES and BENEFITS Amid COVID. One of the costliest business management mistakes you can make in 2021 is trying to manage and motivate your A/E/C firm’s talent using pre-COVID thinking and data. As we prepare for a new year, and new economic environment, and new way of working, it is absolutely imperative that you align your compensation and benefits strategy with new realities. In this one-hour webinar, PSMJ Senior Consultant and design firm CFO Jenifer Navard gives you practical and data-driven strategies to tackle some of your most pressing compensation and benefits challenges. With advice guided by PSMJ’s best-in-class A/E compensation, bonus, and benefit benchmarking data, you learn easy-to-implement steps for making SURE your pay practices land in that “sweet spot” between too low and too high for today’s market. In this presentation you will learn: • 3 warning signs your compensation model is incentivizing star performers… TO LEAVE YOUR FIRM • How you can stay competitive in a heating talent market -- without overpaying • Right (and wrong) key performance indicators for compensation and benefits • How work-from-anywhere impacts your cost-of-living and market rate calculations • And much more! Presenter: Jenifer Navard brings over 25 years of experience in business and financial management. Her experience ranges from auditing with one of the top 5 public accounting firms to financial accounting and management of mid-sized companies in a diverse range of industries. This background has provided Jenifer with a broad set of skills to draw from in managing a growing A/E/C firm.

Thinking about selling your architecture or engineering firm in 2021? Don’t rely on the playbook and strategies that worked in 2020 or earlier! In a normal economy, mergers and acquisitions (M&A) carry risks even for the experienced A/E/C executive. In today’s unprecedented conditions, you simply cannot afford to put your firm out there without first-hand insight on the new ways transactions come together. Join us for this fast-paced 30-minute executive update from PSMJ Senior Consultant Karl Wohler - one of the A/E/C industry’s leading M&A advisors – where you get hard data, eye-opening case studies, and proven advice to negotiate from a well-informed position and avoid leaving the equity you’ve earned on the table. You learn: •The latest impacts of COVID, PPP, and market volatility on valuation and deal structures. •The biggest “I can’t believe we did that” M&A mistakes happening now and how to avoid them. •How to find the right buyer who will pay a premium for your firm…even in a virtual world. •What you need to do now to get your firm transaction-ready…before you say a word to a potential buyer. •And much more! You only sell your firm once. Before you enter into discussions with a single potential buyer, get experienced and proven insight from an A/E/C M&A expert. Presenter Karl Wohler provides advisory support to the mergers and acquisitions, valuation, and ownership transition practices at PSMJ. His diverse experience in operations management, finance, M&A deal structuring, and process management provides him with a unique perspective to assist architecture and engineering firm leaders in developing effective growth, transition, and exit strategies.

As we near the end of a topsy-turvy 2020, it is almost time to produce those year-end financial statements and start the wheels turning on your firm’s valuation. Stop right there! Even if your firm’s financial performance was pretty good compared to 2019, that is no guarantee that you won’t be surprised when you see your firm’s valuation. We sit down with PSMJ A/E/C valuation expert Steve Komer for a candid and far-reaching discussion about all things valuation. Don’t miss this FREE discussion with an A/E/C valuation expert to get answers to your most pressing questions such as: - How do COVID, the presidential election, and other external factors impact the valuation of my firm? - How does a short-term dip in performance after a long-term climb impact my firm’s valuation? - What are the most common valuation mistakes and how do I watch for them in my firm’s valuation? - Is there a “right” time to get a valuation of my firm? - And much more! Whether you have an Employee Stock Ownership Plan and are required to get a valuation this year or are just wondering if this is the right time , this engaging and action-oriented 60-minute discussion could steer you clear of a million-dollar mistake! Steve Komer has more than 30 years of experience in the areas of business valuation, mergers & acquisitions, and financial analysis. In addition to his 20+ years of experience completing valuation and consulting assignments inside and outside the A/E/C industry, Steve’s experience also includes managing acquisitions of engineering firms as well as other portfolio companies for a publicly-traded utility company. He is also a member of the American Institute of Certified Public Accountants (AICPA) and has held the Accredited in Business Valuation (ABV) designation.

To view this presentation, visit PSMJ on YouTube: https://youtu.be/z-ycv-UgEH4 Before COVID-19 hit, a growing number of A/E/C firms made the decision to allow staff to work from home (WFH). Then the Pandemic happened and for most firms working from home quickly became the norm. And many were not ready. Earlier this year, PSMJ Resources conducted an in-depth study of the impact of WFH on A/E/C firm employees and project managers. The study was rebooted in August, with PSMJ resurveying the same firms and examining what has changed after several months of staff working from home. Join us for this presentation as we provide you with the results of this research and strategies for how teams can make remote work more successfully. When you attend this webinar, you will learn: •The benefits and drawbacks of WFH •Best WFH practice that will last beyond COVID-19 •How successful firms offer the WFH benefit •How to make remote work more successful About Your Presenter: David Burstein is a Senior Principal with PSMJ Resources, Inc., the nation’s largest provider of management information to the engineering/architectural professions. As part of his responsibilities, he provides consulting and training services on the subjects of strategic planning, marketing, project management, human resources, quality, finance and ownership transition. Prior to joining PSMJ, Dave worked for 26 years at Parsons Corporation, one of the world’s largest and most respected engineering-construction firms. During his tenure at Parsons, Dave held a variety of responsible positions including President of Parsons’ 1,600-person environmental subsidiary and President of Parsons 120-person planning subsidiary.

Spend some time covering how the federal government procures construction, architecture, and engineering services. Join Jennifer Schaus as she talks about the processes government agencies use to select firms to contract with to complete necessary work. In this Podcast, Schaus will offer insight so that you can avoid needless hours of research if you are in or thinking about entering the federal marketplace. She will share best practices and common pitfalls to avoid. When you attend this podcast you will learn: - How does the federal government secure A/E services - Opportunities for Small Businesses - How do I position my company to win and keep winning - Impact of the election on federal government contractors About Your Presenter: Jennifer Schaus is principal of J. Schaus & Associates in Washington, D.C. A government contracting consulting firm, the firm helps companies that wish to sell products or services to the U.S. Federal Government. They offer advice on GSA Schedules, DCAA Audits, SBA 8a Certification, Facility/Security Clearances, SDVO Verification, Federal Sales and Marketing, and more.

In this topsy-turvy year, it is easy to get buried in the day-to-day grind and forget the critical long-term question of who will lead and grow the firm tomorrow? Your guest host this week is PSMJ Senior Consultant and Director Gregory Hart speaking with three experts on engaging, inspiring, and unleashing your next generation of firm leadership! In this engaging and high energy BROADCAST, we cover: The Secrets for Engaging Top A/E/C Talent...Even When You Aren't Together with Jonathan Wilson | Aviation Services Manager | KPG, P.S. Attracting and retaining next generation superstars will be a permanent problem. So, what should leaders do? How can you create a Turnover Zero workplace? The Risk For Burnout is High Right Now. Is it Lurking in Your Firm? with Peter C. Atherton, P.E. | President and Founder | ActionsProve, LLC It’s been a while since things were ‘normal’ and we may not return to a 2019 way of life anytime soon. With kids back in school and indications that we may be well into 2021 before a COVID-19 vaccine is widely available, stress levels are high for your mid-level managers right now. This Ain’t Your Father’s Architecture Firm! with Jeffrey Meyers | CEO | DS Architecture Want to know the best way to engage a Millennial to be your next CEO? Look no further! We’ll have a fascinating chat with 40-year old CEO of DS Architecture, Jeffrey Meyers.

Selecting and transitioning to a new chief executive officer is one of the most important decisions a leadership team will ever make. Join Brian Burnett as he talks with leaders from two firms about their experiences with transitioning this top position: - Larry Stuber, former CEO of EMC Engineering Services, Inc. - Chuck Perry, CEO of EMC Engineering Services, Inc. - Cliff Greim, Former CEO of Harriman Architecture, Engineering, and Planning - Mark Lee, CEO Harriman Architecture, Engineering, and Planning In this Podcast, our panelists will discuss how their CEO transition was structured, the criteria for selecting the CEO, and the timing for the key steps in the transition. Guests will share perspectives about what went well during the transition and lessons learned that will help other firms navigate the transition of the firm’s top position. The characteristics of an “open process,” one that is transparent and open for leaders to apply for the position, will be covered: - The Characteristics and Benefits of an Open Process - How Candidates are Nominated - The Criteria and Process for Selection - How the New CEO is Trained for the Position

5 Ways to Optimize Your Next Virtual Client Interview and Win More Work The pandemic has irreversibly changed how we work. Unsurprisingly, it has also changed how A/E/C teams meet with clients and prospects to win work. For teams that present to win projects, using video conferencing is entirely different than what they are used to using. Video conferencing has been around for quite some time and has often been used to hold meetings when attendees could not meet in person. Zoom, GoToMeeting, and many more platforms have become a staple, and a tool that owners currently use to hold interviews and project meetings. But unlike a meeting, interviews are competitive presentations. The focus of most meetings via video conferencing is the exchange of information. Most folks sign on without thinking about how they appear, how they sound, how they come across to those they are meeting, then sign off. Virtual interviews, however, are a different situation. They are competitive presentations and require much more than showing up. With the goal of winning work, your team needs to make many adjustments to make a good impression. Presenting to win projects using this medium requires a higher level of attention to many details than teams are used to paying attention to. To ensure you optimize your impact on your selection panel here are five of the many details to be mindful of for improved impact: 1.Since using this format for project interviews is relatively new, focus on different details required to come across well. As a result, expect to practice much more than traditional in-person interviews. When your team is presenting from different locations, ensuring smooth transitions, working effectively with visual components, and displaying team chemistry still matters for an impactful presentation. To achieve this requires much more practice. 2.Practicing effectively requires using the platform that the client will use to conduct the interviews. Different platforms operate differently impacting the visibility and location of your presenters on the screen as well as how well your slides are displayed. 3.Streamline how each presenter appears on screen to minimize the potential for distracting the panel from your team and your message. Ensure each team member is framed similarly. Pay attention to each presenter’s distance from the screen, the amount of background seen, and what’s in the background. Ideally the clothing colors of each presenter should create visual harmony with the other team members and should not clash with or blend in too much with the background. If the platform used allows, consider using a uniform background with your company logo in one corner and display each presenter’s role and first name at the bottom of each frame. 4.Connecting with the panel requires presenters to look into the camera rather than at the screen. To make this easier, tape something to the back of the device just above the camera. This technique will give each team member something to focus on as they speak. For example, get a popsicle stick and tape a picture of someone who will ensure the presenter displays warmth, approachability, and enthusiasm about the project. 5.Speaking of enthusiasm, sitting presenters tend to come across too relaxed and having less energy than those who stand. Since each presenter shows enthusiasm differently, too much or too little needs to be adjusted so all team members demonstrate relatively equal levels of enthusiasm. Interest in what the client has to say and passion for what you can do to meet his or her needs can be conveyed through voice, facial expressiveness, and posture. Team members need to be mindful of these even when they are not speaking. How they listen speaks volumes to the client.