Posts Tagged: Engineers

How Architectural & Engineering Consulting Firms Can Win More Work

By: William G Handlos, P.E. Why do some Architectural and Engineering consultants perennially get their choice of work? Let’s face it, most of the time; all of the invited and interviewed teams have the requisite experience and competence to accomplish the stated scope of work. You’re pretty sure that you have checked all the boxes on your Statement of Qualifications and your written proposal is complete and clearly shows your team has the design solution experience relevant to the task at hand. So why do you not have more wins? Let’s take a look at how clients really make decisions. Here is how we think that we choose. Does the consultant have: Unimpeachable character Relevant solid experience Exhibits problem-solving skills Outstanding communications skills Excellent interpersonal skills   Most consultants also believe that the best way to reach success in a presentation is to build the case for their side using reason and facts. Of course, there always needs to be a fundamental foundation of experience and qualification as a cost of entry. Written proposals are much more objectively weighed. However, neuroscience tells us that the factors that really affect decision-making are more emotional than logical. Here is how we really… Read more »

The Dangers of Breaking Specs and Bid Shopping

Written by William G. Handlos, P.E. Specifying Engineers and Architects work tirelessly to build plans and specifications that capture the essence of their vision as they work to write the guiding documents for their project. They make decisions about product types, grades, and take great pains to build into their documents citations of certifications and standards to assure only quality materials are allowed on the site. Yet, when challenged to accept “or equal” substitutions, it seems that all the standards of care can sometimes be lost and substandard materials seem to too easily find their way onto the site. The reason for this lapse is often a result of the timing of the hand-off between the design team and the project management team occurring just as the contractor award occurs. Contractors are concerned about leaving too much money on the table (the difference in value between the winning and the second bid). Just moments after the bid opening or notice of award, bid shopping commences. Bid shopping on publicly-funded projects is disallowed by legislation in some localities, but even when formally disallowed, informally it occurs widely. With the economic power of the project award and with the pressure of the potential… Read more »