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Navigate Your AEC Firm to Success: Strategies and Insights from Mark Goodale

Join Mark Goodale, Principal of Morrissey Goodale LLC, as he shares vital strategies for Architectural, Engineering, and Construction (AEC) firms aiming to thrive in a competitive market. Discover key macro-trends, the state of the consulting engineering industry, and market sector insights. Gain actionable knowledge on M&A, corporate messaging, and executive coaching to build a more successful business. Learn how a focus on both hard and soft issues can help your firm flourish amid challenges.

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Navigate Your AEC Firm to Success: Strategies and Insights from Mark Goodale

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Presentation Transcript

  1. You Survived. Time to Thrive.

  2. Presented by Mark Goodale Principal Morrissey Goodale LLC

  3. OUR CAUSE— WHY WE EXIST • To help AEC firms build more successful businesses

  4. HOW WE HELP OUR CLIENTS • What you know you don’t know • What you don’t know you don’t know

  5. WHAT WE DO FOR OUR CLIENTS • Strategy • M&A • Valuation/OT • Visibility/Corporate Message/Branding • Executive Coaching • M&A Update, AEC Dashboard, Report Card

  6. What We’ll Cover • Macro-Trends • State of the Consulting Engineering Industry • Market Sector Trends • 2012 Business Success Factors

  7. 2012— A Slow Thaw • Q4 11 US GDP growth = 3% (11 was 1.7%) • Projected Q1 12 GDP growth = 2.5% • US unemployment down to 8.2% (PA is at 7.6%) • 2012 construction growth 2-8% growth

  8. Cautious Optimism • Better than even chance we will avoid another recession in 2012 • Corporate profits are strong, more cash than 08 • Banking system is healthier than 2-3 years ago • Commercial and industrial loans on the rise • Low interest rates • Pockets of growth (shale plays, light manufacturing)

  9. State of the Industry— A Mixed Bag • Financial performance is recovering • Markets are stabilizing • Competition is fierce • Leadership getting second wind • Recruiting and retention will take center stage soon • Industry consolidation continues

  10. Industry Consolidation Cooling Slightly Year-to-date deal count in the United States to 44, down 17% from the 53 domestic deals tracked through the same period in 2011.  Beyond the U.S., the total global deal count is now 77, down 26% from the 104 global deals tracked through the same period last year.

  11. Activity by State

  12. Pennsylvania Active in M&A For total deals by state, PA (16) trails only CA (46), TX (33), VA (20), FL (19) and NY (18) in total sales from 2010-2012.  It also ranks 6th highest in terms of sales as a percentage of current ACEC membership.    

  13. Recent Pennsylvania Buyers

  14. Recent Pennsylvania Sellers

  15. Deal Multiples

  16. Recovering Markets

  17. Time to Thrive • Get back to business fundamentals • Identify the hard and soft issues • Think holistically, not in a vacuum

  18. The Hard Stuff • Organization structure, resource sharing • Incentive compensation • Market focus • Winning work • Quality control • Recruiting and retention • Ownership transition

  19. The Soft Stuff • Communication • Dealing with personalities • Leadership • Maintaining client focus

  20. It’s All Interconnected • Take a deep breath! • Stop the bus and back it up to your firm’s core purpose

  21. Confirm Purpose and Direction • Punch List • Defined in terms of client needs • Clearly states the key beliefs, values, and priorities that leaders and staff are committed to and that influence the decisions they make • Outlines the firm’s philosophy on its social/community responsibilities

  22. They don’t buy what you do, they buy why you do it

  23. What are You and Your Team Building? • Growth? • Culture? • Services & Markets?

  24. What’s Getting in the Way? The Soft Stuff • Communication • Dealing with personalities • Leadership • Maintaining client focus

  25. Get the Team Healthy

  26. Take Inventory • S&W’s are internal • O&T’s are external • SWOT is great, but only a laundry list • Too often it stops there

  27. Mix & Match

  28. Making and Securing Reliable Promises • Elements of a Promise • Clear customer • Clear performer • Clear conditions of satisfaction • Finish line • Takes place in the future

  29. Making and Securing Reliable Promises • Elements of Reliability • Conditions of satisfaction are understood and acceptable to the performer • The performer has the competency or access to the competency • The performer knows how long it will take • The performer has the time to do it • The performer has allocated capacity to the task

  30. Mark Goodale Principal phone: 508.650.0040 email: mgoodale@morrisseygoodale.com web: www.morrisseygoodale.com

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