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Below
are links to some of the better websites available for managers of
technical consulting and design firms. These sites are ranked according to
Mel's assessment of their informational value. Evaluations are made based
on content available for free to anyone who might
visit the site, meaning information limited to members or subscribers was
not considered. This page will be continually updated, so check back from
time to time.
General
Websites for Our Industry
ZweigWhite
Perspectives««««
A wealth of information can be found here, drawn from the insights and
research of one of the leading management consulting firms serving the
architectural, engineering, and environmental consulting industry. The
"Perspectives" section contains many articles on a variety of
topics such as strategic planning, finance, leadership, and marketing.
CE
News««««
Although oriented to civil engineering firms, this site is useful for
managers of all technical consulting and design firms. There are many
articles related to business
trends and management issues, covering a wide range of topics. The search
bar is a valuable feature if you're looking for a specific subject.
David
Maister««««
Maister
is a well-known management consultant and author serving all types of
professional service firms. His books are must reading for any manager in
our industry (for an excellent quick read, try True Professionalism).
Maister's site is a multimedia marvel, which any marketing professional in
our business should mine for ideas. You can read his articles or blog,
listen to podcasts, or watch video from his presentations. Spend some time
at this site; you'll be glad you did.
AIA
Best
Practices«««
This site is
obviously oriented towards architects, but the "Best Practices"
section has information of interest to any technical consulting or design
firm manager. There are many short articles categorized by topic here.
However, the value of the articles is widely variable and some of
the links don't seem to work all the time. The rest of AIA's site is worth
checking out as well, although access to some of it is limited to members.
Practice
Management Digest«««
This is a
quarterly online publication by AIA that covers many of the same subjects
as the sites listed above. Check out both the current and past issues.
Unfortunately, there is no way to search for specific topics other than
browsing through the archives.
Trusted
Advisor Associates«««
This is the
website for consultant Charles H. Green, who has some excellent insights
to share about the professional services business. Articles here focus on the topics of selling,
client relationship management, and leadership. Green's blog is also
worthwhile reading. You might try the
"Rate Yourself" self-assessment for the fun of it.
A/E
ProNet««
This is a site
dedicated to helping A/E firms manage risks. There are several articles on
topics related to contractual issues, limiting liability, insurance, and
safety. These are all important, and often complex, issues that warrant
giving this site a look—especially if these topics are not your
strong suit. Articles and "practice notes" can be found via the
Library tab.
Design
Intelligence««
This newsletter
provides some excellent insights into trends affecting the design
(primarily architectural) industry. Unfortunately, most of the articles
are limited to subscribers. It's
still worthwhile to check out the articles they offer without charge.
Management
Consulting News««
There's some very good information here, both in past newsletter
articles and in interviews with thought leaders in the professional
services industry. While oriented towards management consultants, you'll
find some valuable advice on topics such as consulting skills, client
service, business development, and firm management. Consider subscribing;
it's free!
Leadership
and Management
Leader
to Leader Institute««««
This is a
great resource site for those interested in the subject of leadership.
Unfortunately, it's not as user friendly as it could be. From the home
page, click on the "Knowledge Center" tab. For specific topics,
check out the Leader to Leader Journal. For specific authors, try
the "Thought Leaders Gateway." There is a good selection of free articles. There are also other
useful resources available, most for a price, at this site. Well worth a
visit.
Gallup
Management Journal«««
The Gallup Organization provides outstanding information and
insights on leadership, management, customer service, and the workplace.
Their research in these areas is unparalleled. Unfortunately, most of the
online Journal articles are restricted to subscribers. But this site is
still worth visiting, and the associated books are highly recommended.
Project
Management
Max
Wideman«««
There are many
insightful articles on project management at this site, although they are
not specific to our profession. Check out both "Max's Musings"
and "Guest Articles."
Client
Service
Andrew
Sobel«««
Sobel is a well-know
consultant and author who specializes in helping professional service
firms maximize the human side of their business, both externally and
internally. He has a number of valuable articles on his website (click on
"Articles"). You should consider subscribing to his free monthly
newsletter. His book Clients for Life is also recommended.
Business
Development
Rain Today««««
This is easily the best website I've found on marketing and sales for
professional service firms. You'll need to set up a free account to access
most of the content. Check out both the Articles and Resources links from
the home page. I also encourage you to sign up for their free weekly email
newsletter Rainmaker Report. Several of their reports are
worthwhile investments, especially the white papers that are available for
around $30.
Marketing
Profs«««
There are a lot of
articles at this site, covering the full spectrum of marketing and sales.
Then why just three stars? Because the site is not specifically related to
our business, so you need to sort through a lot of topics that probably
aren't relevant to technical consulting and design firms. But this site is
definitely worth visiting—multiple times—especially for those in
marketing roles.
Expertise
Marketing«««
Suzanne Lowe is a
well-known marketing consultant among professional service firms. Her site
has some good information, although the amount of content is somewhat
limited. Check out her articles and blog, and you might consider signing
up for her free email newsletter.
Human
Resources
Gallup
Management Journal«««
Gallup has more extensive
workplace research than anyone and excellent insights into how to build a
competitive advantage in this area.
The
Business Research Lab««
This group provides some good articles and tools related to
employee surveys, satisfaction, and retention. Check out the "Free
Online Information" section, in particular the link to "Research
Tips."
Personal
Productivity
Mind
Tools««««
This is an
excellent site on personal productivity, providing articles and tools on
subjects such as time management, problem solving, decision making,
communication skills—even
project planning and management.
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Recommended
Free White Papers Profits
Under Siege: Growing Your Practice in Tough Times. Excellent
insights on strategy and marketing from consultant Harry Mills. Six
Lead Generation Insights. The executive summary from a study by
RainToday.com on lead generation strategies in professional services.
Requires entering your email address. Making
Lead Generation Work for Professional Services. Another take on the
subject from the firm that publishes RainToday.com. Requires providing some
basic contact information. The
Four Truths of Behavior Change. Strategies for maximizing the return
on training and performance improvement. Increasing
Marketing Effectiveness at Professional Firms.
A summary of findings from a large survey conducted by Suzanne Lowe. Leadership
That Gets Results. A discussion of emotional intelligence and
leadership styles by Daniel Goleman. Deadly
Selling Mistakes You Make When Selling Your Services—And
What You Can Do About It. Another insightful white paper from
RainToday.com, based on their research. The
Ultimate AEC Marketing Plan. A good overview of marketing strategy
and planning from PSMJ. Preparing
Winning Proposals. A brief summary of the strategies I've used over
the years to compile a 75% win rate.
PSMJ
A/E CEO Benchmarks Survey. An executive summary of 2007 benchmarking
data collected for various aspects of your operations. PSMJ
A/E Bonus & Benefits Survey. An executive summary of their 2007
survey related to incentive compensation.
Communicating Technical Ideas Persuasively
Handout. This is the handout from my session at the 2008 Virginia
Engineers Conference.
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