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Asset 21

FMI Quarterly

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What E&C Companies Can Learn From the Texas Model

Built on four key pillars of strength, Texas parallels the engineering and construction industry as...

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Succession and Transition: Building the Future

Succession management and ownership transfer are critical topics in today’s engineering and construction (E&C) industry....

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The Continuity Mindset: Managing Succession for Lasting Organizational...

At its core, succession is a deeply...

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The Growth Mindset: Developing Your Successors With Intention, Purpose...

When companies adopt growth mindsets, those organizations...

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Addressing the Big Shifts of Ownership Transfer and Succession Managem...

How to effectively recognize and address the...

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Navigating a Clear Path to Successful Ownership and Management Transit...

While there are no cookie-cutter solutions for...

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How to Use Phantom Stock to Assist With Ownership Transition and Reten...

Exploring phantom stock issuance as a viable...

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The Big Transition: Ownership Transfer and Management Succession

Much has been written about the aging baby-boom segment...

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Building the Talent Pipeline for Long-term Success

Examining the importance of solid development and succession planning to the construction industry. Talent development...

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C&I: An Underpenetrated Market Transforming the Energy Efficiency Land...

Capitalizing on the energy savings potential of...

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Moving Into New Markets

Contractors should check and recheck their projections because costs — from labor to retention...

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Data-Driven (Business) Development

Decisions made with clarity and intention are better decisions, even when conflict occurs. Business...

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Productivity Sells

Differentiate your services in a sea of work-hungry bidders. Ask any general contractor and...

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Closing the “New” Sale for Building and Construction Product Organ...

The implementation of new or modified strategies...

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Selling Your Local Flavor

Turning the available customer base into construction locavores will take time, energy and patience...

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Business Development Success Takes a Team

Whether you use full-time business development staff or seller-doers, creating a sense of culture and...

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Using Design Thinking for Negotiations

In American culture, we tend to look at a compromise negotiation as a win-win...

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Sales Is Not a Dirty Word

Ask a packed room of industry professionals who wants to be a salesperson, and...

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Sales Presentation Strategy

It is 10:00 a.m. on a Tuesday morning, and you and your team are...

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Four Essential Steps in Acquiring Profitable Work

Now is not the time to be cheap with business acquisition — in fact, now...

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Sharpening the Axe: Preparing for Negotiations

Preparing for a negotiation, even if only an hour is put in, can result in...

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Quit Wasting Your Business Development Dollars

Challenge your team with the question: How do we know if we are spending too...

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Doing What You Promised, On Time

As you roll out customer satisfaction initiatives, take a page out of the playbooks...

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Stop Chasing All That Work

DEPARTMENTS: BUSINESS DEVELOPMENT It’s counterintuitive — our teams are so busy chasing work they...

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