How do the most successful architecture, engineering, and environmental consulting firms do business? What are they doing that you’re not? Find out with the 2011-2012 Successful Firm Survey of Architecture, Engineering, Planning & Environmental Consulting Firms. This new publication will tell you everything you need to know about how firms just like yours are growing and turning a profit.

The Successful Firm Survey is a compilation of all the major management topics covered in ten of ZweigWhite’s survey reports conducted throughout 2011. In addition to compiling survey data from other reports, we also broke data down by the overall sample compared to the fastest-growing firms and the most-profitable firms. Whether you’re a firm president, CEO, vice president, principal, or division or department director or manager, you’re going to want to see these survey results!

 

Topics covered include:

Financial performance: How does your firm stand up to your competition? Get hard data on revenue per employee, profit margins, multipliers, average collection period, and more for the top firms in the industry. You’ll find out where you’re ahead, and where you’re behind.

Marketing: How much do fast-growth and high-profit firms spend on marketing? What kind of hit rates do they get on their proposals? How do they use web sites, newsletters, press releases, and other marketing tools? Find out how the top firms in the industry handle these issues and make sure your firm is on track for marketing success!

Billing practices: How much should you be charging for your employees’ time? Compare fast-growth and high-profit firms’ billing rates for every level of employee—from clerks and design/technical staff to project managers, associates, and principals—to your firm’s rates. Should you be charging more?

Information technology: IT can be a costly expense for many firms. But how much is really necessary to invest? Where’s the boundary between investments that will improve productivity down the line and those that just break the bank? Find out if high-profit and fast-growth firms typically spend more or less on IT than average firms. Data on hardware and software systems, project web sites, and IT staff are also included.

Compensation: Are you paying your top managers enough? Too much? Find out how much financial managers, HR directors, IT managers, marketing directors, project managers, branch office managers, and principals are earning in the most successful design and environmental firms. Make sure you’re paying enough to attract the best people—people that will help your firm achieve success!

Also included are data on mergers & acquisitions; project management; principals and owners; personnel policies, procedures and benefits; and incentive compensation.

If you want to set your firm up for success in 2012 and beyond, don’t miss out on this comprehensive report! You won’t find another book that covers every area of design and environmental firm management AND shows how successful handle business!

Chapter 1 - About the Survey
Introduction • Data collection • Definitions • Data sources

Chapter 2 - Financial Performance
Profit/loss • EBITDA margins • Net service revenue per employee • Returns on equity and assets • Debt to equity ratios • Contribution rate (gross profit margin) • Overhead rates • Current and quick ratios • Average collection period and average payment period • Multipliers, chargeability, revenue factor • Staff ratio and turnover rates • Bonus costs

Chapter 3 - Billing Practices
Hourly billing rates • Updating billing rates • Policies on subconsultants • Reimbursable expenses • Setting fees • Contracts and retainers • Invoices • Collection procedures

Chapter 4 - Project Management
Project team organization • Principal-in-charge • Project budgets and schedules • Job numbers • Out-of-scope requests • Project management updates • Project performance appraisals • Soliciting client feedback • Scheduling systems • Project management software • Project manager training • Quality assurance • Project manager work habits

Chapter 5 - Marketing
Marketing staff • Marketing director responsibilities • New versus repeat clients • Web sites • CRM databases • Marketing material distribution • Press releases • Marketing newsletters • Proposals • Marketing budgets and spending

Chapter 6 - Information Technology
Operating systems • Wide area networks (WANs) • Internet connections and web sites • Project web sites • E-mail • Videoconferencing • Remote network access • IT management and training • Disaster recovery • Software licensing • IT staff • Opinions about IT • IT spending

Chapter 7 - Mergers & Acquisitions
Recent M&A activity • Merger & acquisition details • Overall merger & acquisition success • Future M&A plans • Projected firm sale prices

Chapter 8 - Principals, Partners & Owners
Ownership • Company cars and auto allowances • Perks • Work habits • Personal digital assistants (PDAs) • Background • Age, race & gender • Attitudes toward fellow principals

Chapter 9 - Policies, Procedures & Benefits
Human resources staff • Human resources director • Recruiting/human resources budget • Job market • Telecommuting • Work-related travel • Performance appraisals • Compensation policies • Overtime pay • 401(k) plans • Medical/dental insurance • Paid time off • Sick leave • Disability insurance and maternity/paternity leave • Tuition reimbursement • Professional registration • Feedback on benefits

Chapter 10 - Incentive Compensation
Incentive compensation spending • Future incentive compensation spending • Most successful incentive compensation plans • Profit sharing • Hiring bonuses • Performance-based bonuses • Project bonuses & sales commissions

Chapter 11 - Management Compensation
Project managers • Financial managers • IT managers • HR directors • Marketing directors • Principals