Staying Small Successfully: A Guide for Architects, Engineers, and Design Professionals PDF
Preview Staying Small Successfully: A Guide for Architects, Engineers, and Design Professionals
A Guide for Architects, Engineers, and Design Professionals ess frank a. stasiowski, FAIA Staying Small Successfully Staying Small Successfully A Guide for Architects, Engineers, and Design Professionals Second TcCition Frank A. Stasiowski, faia John Wiley & Sons, Inc. New York Chichester Weinheim Brisbane Singapore Toronto This book is printed on acid-free paper. @ Copyright © 2001 by John Wiley & Sons, Inc. All rights reserved. Published simultaneously in Canada. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted under Sections 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4744. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 605 Third Avenue, New York, NY 10158-0012, (212) 850-6011, fax (212) 850-6008, E-Mail: [email protected]. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering professional services. If professional advice or other expert assistance is required, the services of a competent professional person should be sought. For ordering and customer service, call 1 (800) CALL WILEY. Library of Congress Cataloging-in-Publication Data Stasiowski, Frank, 1948- Staying small successfully / Frank Stasiowski.—2nd ed. p. cm Includes bibliographical references and index. ISBN 0-471-40773-9 (cloth : alk. paper) 1. Architectural services marketing—United States. 2. Engineering services marketing—United States. 3. Design services—United States— Marketing. I. Title. NA1996.S75 2001 720'.68—dcl2 2001024236 Printed in the United States of America 10 98765432 Inspiration ^Attitude is everything! Success in a smaCCbusiness takes courage combined with rebent Cess action at apace that outstrips your competitors’ abibity to beat you. 'Remember: Rnergy outperforms quabity go percent of the time. Qo for it! Digitized by the Internet Archive in 2018 with funding from Kahle/Austin Foundation https://archive.org/details/stayingsmallsuccOOfran Contents Foreword Acknowledgments Introduction 1 New Opportunities for Success 1 We’re in an Industry Sea Change 2 Identify Your Smarts 2 Develop Leaders in Your Firm 3 Be Proud of Who You Are 3 Reference 3 Chapter i 5 Planning and Strategy 6 The Need for Vision 7 Defining a Vision 9 The Concise Written Vision 9 Elements of a Plan 34 Conducting a Planning Meeting 37 Repeat the Process Periodically 43 Success Challenges 43 References UMCfiayter 2 Focusing Your Practice 45 Advantages of Focusing the Practice 46 Steps to Focusing 46 Success Challenges 86 References 86 vii VIII CONTENTS Chapter 3 Strategic Alliances 87 The Unique Rewards of Strategic Alliances 89 Communication Is the Key 93 Framing a Strategic Alliance 93 Success Challenges 94 Reference 94 Chapter 4 Servicing the Client 95 Service versus Design 98 Little Things That Count Big 99 Responsiveness 105 Project Management 105 Quality Control 119 Quality Control for the Actual Work 126 Innovate Even Normal Activities 134 Success Challenges 136 References 136 1 Chapter 5 Personnel 137 Hiring 137 Controlling Your Ego 138 How to Attract Top People 139 Develop Top Performers from Within 141 Announce Positions Within 146 Delegate! 146 Probation Period 151 Fire Incompetents 151 Employment Contracts 152 Success Challenges 157 References 157 Chapter 6 Compensation 159 Motivating Design Professionals 159 Benefits 163 Timing Pay Raises 164 Incentive Compensation 165
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