In the last six months, I've seen three doctors for minor issues.

Three doctors. Three different minor ailments.

All three suggested over-the-counter treatments, and I agreed with their advice.

One treatment involves using a small machine several times a week. Even with insurance, I still pay $50 out of pocket each month.💰

Despite paying for the device every month, I still haven’t used it.

Maybe I’m just too lazy to set it up. I could easily use it while watching videos or TV, and the treatment doesn’t hurt at all.

The box just sits there collecting dust.

I keep it out where I can see it to remind myself, but even then, I keep paying $50 a month without using it.

I’m sharing this because the same thing often happens with training programs.

🎯People who actually use what they learn in training see real results and do well.

Others just let the training materials collect dust.

These employees end up complaining about delays, coworkers, or subcontractors. They stay stuck, waiting for things to improve...

Three words can reveal a lot about A/E/C managers and principals.

This phrase says a lot about your leadership style.

🚩When new hires hear this response, they often feel discouraged. It can be frustrating and even make them feel inadequate.

Saying 'figure it out' can make people feel undervalued, especially when they’re trying to learn how things work.

Newcomers to our industry want to understand the basics so they don't have to keep asking the same questions.

➡️Where can I find this?
➡️Could you please clarify the punch list for me?
➡️Is this the latest documentation?

Leaders should recognize that new team members want to learn, do well, and meet expectations.

If someone still needs a lot of help after a reasonable amount of time, there may be a bigger issue.

But in the first few months, it’s normal to feel overwhelmed.

There’s a learning curve.

Responding with 'figure it out' comes across as passive-aggressive.

It can negatively impact company culture, team morale, and project results.

When leader...

Proposal writers often spend over 100 hours preparing RFPs.

➡️The real secret to a strong bid isn’t just about how clear the messaging is.

In fact, most proposals include overly technical data, lengthy resumes, and confusing jargon that won't help you stand out. 😕

This raises the question: are your proposal writers and business development team overlooking the importance of selling your firm within the proposal itself?

Remember, selling your firm in a proposal isn't about a pushy sales pitch that readers recognize a mile away. 

Selling your firm in an RFP means knowing how to:

🎯Subtly weave in the benefits of working together
🎯Address possible objections long before the shortlisted interview
🎯Reduce the risk of hiring your firm

By making selling within your proposals a priority and using these techniques in your next submission, you’ll see your hit rates improve. 

Three months into the year, a clear pattern has emerged in A/E/C communication.

Projects stall, decisions are delayed, and leaders have to step in to resolve issues.

Your mid-level managers are technically skilled, but they lack confidence when making decisions under pressure. This is known as decision confidence.

🚩They tend to overanalyze.

🚩They wait for buy-in.

🚩They escalate issues too early or after delays.

Executives recognize that hesitation among mid-level managers negatively affects timelines, profit margins, and the firm's credibility.

Here’s the bottom line:

➡️While your firm may prioritize technical training, decision-making should not rely on trial-and-error.

This approach doesn’t develop leadership; it increases risk.

If your managers can’t make decisions with incomplete information, communicate tradeoffs clearly, or support their position with clients, there is a breakdown in decision-making.

As I see time and time again, the core challenge is communication.🎯

Every A/E/C firm has a few people who carry its legacy. It's like runners passing the Olympic torch.

In our industry, this is called knowledge transfer or “institutional instinct.”

👉Experienced executives know how to (subtly) read clients.

👉They know when a project is drifting.

👉They know what not to say in a tense meeting.

None of this is written down.

This knowledge doesn’t transfer automatically.

It’s certainly not part of onboarding.

Think about your first time driving. 🚗

You study first, but once you’re behind the wheel, the manual is irrelevant.

You have to experience the car actually moving. It's about trusting your instincts and reacting in a split-second decision.

As a growing number of senior executives retire this year, A/E/C firms without a structured knowledge-transfer system will feel the pinch.

This loss churns through project delivery, client trust, and revenue.

Here’s the truth: Decades of judgment are irreplaceable. 💰

You have the power and wherewithal to prepare the next generatio...

Engineers mitigate structural risk and executives must mitigate communication risk. 

As we observe National Engineers Week, we recognize the engineers who keep our buildings safe and our infrastructure sustainable. 

👉Engineers are disciplined to model risk, calculate load paths, and solve complex problems with precision. 

In the executive sessions I facilitate, there's a common thread: 

Many A/E/C firms don't approach communication with the same discipline.

🚩Proposals are rushed
🚩Scopes are unclear
🚩Client expectations are undocumented 

Internal messages get diluted as they make their way through departments and staff. 

The result: margin erosion, rework, staff frustration, and lost opportunities.

➡️Here’s the bottom line: 

You wouldn’t approve of a structural system without calculations. Why rely on subpar communication systems built on assumptions and outdated legacy habits? 

"This is the way we’ve always done it" is a dangerous legacy mindset. 

Let’s look at this through a fresh lens: 

Engineers ...

If you’ve ever veered off the success path and detoured into “Pity City,” there’s a powerful, yet simple phrase to get back on track. 

➡️Nine short words. That’s it. 

When I’m in the middle of a struggle, rough patch, or “woe is me” moment, I mumble these words to myself. 

Sometimes out loud. Sometimes in my head. 

🔷Yep, I turn to a 9-word phrase that always helps me refocus and reframe. 

These words remind me of the fortitude, power, and strength I have to persevere. 

Many women, especially those in construction, navigate a litany of challenges that test their physical, emotional, and mental states every single day. 

👷‍♀️Our observance of Women's History Month reminds us of the pioneering women who have shaped our industry. And those who continue to work and lead in the contruction field. 🥇

Regardless of your gender, my nine words…stay with it, stay with it, stay with it…reminds us of our collective purpose and why we do what we do. 

You got this! 

Executives in A/E/C who know that negotiation is an integral part of business development and marketing presentations see their hit rates explode.

🚩Too many firms focus on soft skills while overlooking the art and science of negotiating with stakeholders.

Your technical teams may not have been taught BD and negotiation in classrooms. 

It's a learned skill that can be developed.🎯

Are negotiation skills in your communication toolbox? 

Most A/E/C executives don't notice when leaders are being apathetic. You're often surrounded by it. 

Across offices and jobsites, passive-aggressive communication is eroding trust, delaying approvals, and increasing costly mistakes.

😮Does this sound familiar? 

“I guess that’s fine…” can bring approval delays.

Public praise and private undermining can lead to staff withholding critical project info.

Subtle gaslighting, like “That’s not what I said,” can cause frustration and confusion.

Here’s the impact:

🚩Project managers stop escalating risks

🚩Younger staff disengage

🚩Field-office tension increases

🚩Clients sense dysfunction

Let’s face it: Direct, accountable communication isn’t just a “soft skill.”

It’s operational risk management—and every missed conversation is a risk you can’t afford.

Ask yourself: Are you modeling the leadership your firm needs?

👉 Do your leaders address issues directly—or sideways?

👉 Is feedback clear and timely?

👉Are project conflicts resolved or buried?

Strong firms don’t toler...

When accountability breaks down, leaders often assume it’s a people issue.

But accountability is a structural outcome. ⬅️

It’s rooted in how roles, processes, and expectations are established across organizations.

Warning signs show up in your A/E/C firm, looking like:

👉Confusion about who owns what.

👉Work slipping through cracks.

👉Leaders stepping in to “fix” things.

👉Teams feel blamed instead of supported.

👉Repeated breakdowns in the same places.

Accountability isn’t enforced; it’s designed. 

It’s the result of clear ownership, transparent processes, and proactive communication.

🎯Here's the truth: Real, sustainable accountability comes from intentional organizational design. 

Course-correcting after the fact is not a sound business solution.