100 Years of Excellence annual - Resource Library

100 Years of Excellence

2017annual convention

and legislative

summitAPRIL 23-262017

MARRIOTT WARDMAN

PARK

COMPENDIUM OF MATERIALS

THE FUTURE OF INFRASTRUCTURE IS HERE

Learn more at autodesk.com/infrastructure

Apollo 11 VR Experience: Crew Couches

Experience VR at Autodesk’s booth, #212 in the Exhibit Hall. • Apollo 11 Capsule• USS Arizona

Sunday, April 23 - Tuesday, April 25

Tuesday, April 25 - 11:45am - 1:15pmDigitalization, Analytics, and Augmented Reality – Driving Change in the AEC Industry

• Professor Markus Buehler, Department Head, Civil/Environmental Engineering, MIT• Terry Bennett, Senior Industry Strategist, Autodesk• Scott Pawlowski, Chief of Cultural and Natural Resources, National Park Service• David Winslow, Civil Engineering/GIS Coordinator, Bureau of Reclamation• Pete Kelsey, Strategic Projects Executive, Autodesk

Virtual Model of the USS Arizona

www.chartwellfa.com | 866.232.8258

70+ CLIENTSIN THE AEC SECTOR

EXPERT FINANCIAL ADVISORS TO MIDDLE MARKET COMPANIES

“For nearly 20 years, the team at Chartwell has not only done a great job of conducting our annual valuation, they have been our strategic partner as we grew our ESOP from inception in 1995 to the mature 100% ESOP ownership structure we enjoy today. Chartwell has consistently provided us with timely and valuable counsel regarding our options as our ESOP evolved, and helped us educate our employee owners along the way.”

Jon Carlson CEO, Braun Intertec Corporation

Chartwell is proud to be a Gold Sponsor of the2017 ACEC Annual Convention and the Anchor Sponsor of the

CFO Council’s Finance Track for the 7th consecutive year!

ADVISORY

CORPORATE FINANCE

TRANSACTION OPINIONS

VALUATION

▪ Ownership Advisory ▪ Executive Compensation & Benefits ▪ Risk Mitigation

▪ Corporate ESOP Advisory ▪ M&A Advisory ▪ Private Capital Markets, Debt

& Equity

▪ ESOP & ERISA ▪ Estate & Gift ▪ Equity Compensation ▪ Financial Reporting ▪ Corporate Planning

▪ Fairness Opinions ▪ Solvency Opinions

www.newforma.com

Sponsored by

© 2016 Newforma, Inc. Newforma is a registered trademark of Newforma, Inc., in the United States and in other countries. All other brands or products are trademarks or registered trademarks of their respective holders.

Paying a Price Even When Innocent?

No matter how diligently we work on behalf of our litigation clients, our success can be constrained when clients don’t have a complete, searchable project record. With proper procedures and technology in place there is no longer an excuse to live with this risk.”

— Brent Gurney Partner at WilmerHale

Attend this ACEC Convention sessionand visit Newforma at booth #213

No Disputing It: Risk Mitigation Strategies

Too often firms are unfairly held accountable for problems because the evidence absolving them cannot be located. This panel discussion features firm principals and an experienced litigator sharing insights into ways to protect your business. The discussion will emphasize best practices in managing email and other project data.

Learn more, and add to your calendar: newforma.com/acec-risk-mitigation

Brent Gurney, Partner at WilmerHale

Monday April 24, 20172:15-3:30 pm

WilmerHale's global team of nearly 500 litigators and controversy professionals handles highly complex and sensitive matters in all aspects of litigation and dispute resolution.

Managing the Complexity of Mobile Devices and Authentication

Tuesday, April 25 – 1:45pm – 3:00pm

Presented by Markus Weidner, Pennoni; Jim Jacobi, Walter P Moore; Steve Ross, Thornton Tomasetti; Jim Walsh, WSP|Parsons Brinkerhoff Listen to how technology experts address mobile devices that present challenges of security, authentication, diverse platforms, and the blurring of personal and professional worlds.

ABOUT THE SPEAKERS

Markus serves as Associate Vice President and the firm’s first Chief Innovation Officer (CINO) in our Philadelphia, PA office. Markus is a seasoned information technology executive with more than 20 years of experience in the industry. His expertise includes technology infrastructure, enterprise resource planning, business process and workflow reengineering, document and project management, social/collaborative platforms, and voice/video communications systems.

Steve oversees all aspects of Thornton Tomasetti’s IT infrastructure including its enterprise systems, business solutions, design technologies and internal customer support. In this role Steve partners with executive leadership across the organization to develop tactical solutions that align technology with today’s strategic corporate vision and changing design challenges.

Jim is the Chief Information Officer (CIO) as well as the Executive Director for Walter P Moore’s Technology group. His areas of expertise include implementation of integrated project management systems, Building Information Modeling (BIM), and other related virtual design and construction project delivery systems. Jim has had a leading role in the implementation of Building Information Modeling delivery systems at Walter P Moore.

Jim is Senior Vice President and CIO of the U.S. and Latin American region of WSP | Parsons Brinckerhoff. Based in New York, Jim is responsible for delivering technology and innovation across all business sectors, and for standardizing, integrating and growing the regional business as part of the firm’s executive management team.

Acquisition Integration: Lessons Learned from Serial Acquirers


Presented by Kevin McMahon and Bill Siegel, McMahon|Siegel Group Anyone with enough money can buy a firm, but for an acquirer the real money comes in the first 24 months following the acquisition. Smooth the integration process with effective and valuable techniques to enhance value creation while protecting your acquisition ROI.

ABOUT THE SPEAKERS

As CEO of Edwards and Kelcey from 1996-2007, Kevin increased profitability five-fold over eleven years. From 2007 through 2013, Kevin led the North American Infrastructure group for Jacobs leading the transformation to becoming one of the largest Infrastructure firms in North America. He then led the Asia Pacific Region for Jacobs, spanning seven countries, multiple business lines employing 2,500 people.

Bill is a past CEO and Chairman of the Board of Kleinfelder, an ENR top 50 firm, where he developed and executed a successful strategy to diversify and expand the firm globally. Recognized for industry leadership, he is past Chair of the Design Professional Coalition and a past CIRT Board member. He is an accomplished engineer with numerous published technical papers and presentations, and serves on Boards and advises executives in the AEC space.

1

Buyer Beware!Lessons Learned from serial

acquirers

Kevin J. McMahon, MBA, CPA

William C. (Bill) Siegel, PE

2

Agenda

• Introduction• Why attempt an acquisition?

• What can go right/wrong?

• 10 concepts with lessons learned• Summary

• Questions and answers

Introduction

• Kevin J. McMahon, MBA, CPA• Former CEO of Edwards and Kelcey• Former Senior Executive with Jacobs• Part of 25 acquisitions, sale of Edwards and Kelcey

• Recently founded McMahon|Siegel Group

3

Introduction

• William C. (Bill) Siegel, PE• Civil/Geotechnical/Materials Engineer• Former CEO of Kleinfelder• Part of 20 acquisitions, 5 divestitures

• Recently founded McMahon|Siegel Group

McMahon|Siegel Group

• Founded 2016 by Bill Siegel and Kevin McMahon

• Service offerings

• Strategic and Operational Consulting

• Training and Development

• Ownership Transition Alternatives

4

Why attempt an acquisition?

• To add to an organization:• Geography• Services/markets• Clients• Talent and Scale

• Fulfill a strategy• Respond to market changes

• Create value

What can go right?

• Staff appreciate increased opportunities and move between companies

• You add technical capabilities and overall capacity

• You add to your leadership team

• Clients see you increase your capabilities and give you more and different work

• The firm is seen as moving forward inside and out

• You can be wildly successful financially,

adding to the value of your firm

5

What can go wrong?

• Poor strategic and cultural match:• Talent leaves• Integration falters• Dissention festers

• The business doesn’t deliver:• Earnings below expectations• Synergies are not realized

• Unrecognized liabilities assumed

Bottom line….

• If you do an acquisition, put the time and effort into doing it right. It can be rewarding!!

• Here’s 10 lessons learned to help you in your adventure!

6

#1‐ It all starts with “Strategy”

• Set your strategy first• Know what you are trying to do• Dedicate the resources• It’s ok to be opportunistic, but stay focused on your plan

#2‐ Culture trumps strategy!

• Cultural fit is critical, but look beyond the surface for real cultural indicators:

• Business model• Organizational structure• Reward systems• Quality systems

7

#3‐Kiss a lot of frogs

• There is nothing wrong with talking to a reasonable number of firms

• Best to take the time to get to the right firm

• Sellers appreciate it as much as buyers

• Networking develops opportunities

#4‐ Ask the right questions

•What are the seller’s motivations and expectations?

•What are “deal breakers” and “must haves”

• Is the whole team onboard?

•Are they really open for change?•Will they buy‐in and help you achieve your goals?

8

#5‐Make it a good deal for all

• Focus on a win‐win scenario• You are allowing them to achieve their ownership transition goals, often making someone very well‐off. That’s a good thing.

• You need to be sure you have a good chance of achieving your goals. That is a critical thing.

• It must make financial sense for all• Base your deal on realistic performance expectations

• Keep in mind that synergies are real money

• Use “earn‐outs” cautiously (they hinder integration and are trouble if missed)

#6‐ Don’t skimp on due diligence

• Money spent on DD pays for itself

• Don’t hesitate to get expert help• DD includes culture and attitudes• It is very hard to hide something from real due diligence

• Watch out for hidden liabilities

• Watch out for hidden costs

9

#7‐”Good Fences make good neighbors”

• Have a good definitive agreement that is fair to both sides

• Document any associated “side deal”. These are often verbal, so take the time to write them down.

• Document pre‐close communication and directions.

• Don’t let the lawyers ruin it for you!

#8‐ Put effort into integration

• Assign someone to be responsible

• Best results come from a dedicated effort, and experience

• Understand that every situation is different• Like marriage, an outside counselor can help

10

#9‐ Deliver what you promise

• It is easy to get caught up in acquisition fever‐ promises get made!

• People will remember everything you say

• Don’t expect everyone to be rational

#10‐ Learn from your (or others) success or failure

• Don’t be afraid to do a post‐mortem

• Honestly assess what went right and wrong• Learn from others mistakes

• Understand that not all acquisitions will work out

11

Summary

• Acquisitions can add great value, but are full of pitfalls• Don’t enter into a deal lightly‐ have a strategy and follow it• Make sure you are committed to a successful outcome for all

• Dedicate/obtain resources for success

Thank you!

Questions?

12

For Further questions or help, please contact us:

[email protected]‐602‐0063

[email protected]‐491‐2288

www.mcmahonsiegelgroup.com

How New Marketing Technologies and Social Media are Transforming

A/E Business Development


Presented by Karl Feldman, Hinge; Phil Scott, HWB Construction; Susie Kleinman, McDonough Bolyard Peck (MBP) Invest in social media, content marketing, and marketing automation resources to improve your online business development.

ABOUT THE SPEAKERS

Karl is an Account Director at Hinge. He manages a portfolio of leading national and international architecture, engineering, and construction clients. He guides clients through the complexities of research, marketing strategy, brand building, and high-performance web development.

Phil heads HBW as President where he leads the staff, is a liaison with current and prospective clients and handles the day-today leadership of the company. He joined HBW Construction in 1992 as Vice President to build the construction division from a small service group to a fully independent general contractor. He has over 35 years of experience in the commercial construction industry.

Susie is Director of Marketing and Communications at MBP. She is responsible for planning and implementing sales, marketing and product development programs, both short and long range, targeted toward existing and new markets.

1

A P R I L 2 5 , 2 0 1 7

Presented by Karl Feldman

How New Technology and Social Media are Redefining Marketing

Introductions

Karl FeldmanAccount Director

Karl brings over 15 years of insights to the Hinge team, with experience

blending marketing strategy, execution, and creative leadership. His career

spans retail, professional services and AEC industries. Most recently, he has

held leadership positions at national brands including Director of Marketing at

HITT contracting.

Karl's open and inquisitive nature is balanced by a hands-on approach

working with teams from concept to completion. Studying at Virginia

Polytechnic Institute helped to prepare Karl for challenges that combine

business-driven creative with technology and analysis.

2

Introductions

Phil Scott

President / Partner

Phil Scott joined HBW Construction in 1992 as Vice President to build the

construction division from a small service group to a fully independent general

contractor. He has over 35 years of experience in the commercial construction

industry. Phil now heads HBW as President where he leads the staff, is a liaison with

current and prospective clients and handles the day-today leadership of the company.

A Pennsylvania native, Phil now resides in Montgomery County with his family. If he’s

not in the office, you can find him out on the water with a fishing pole in his hand. He

reels in the fish with his handmade fishing lures. Phil also plays hockey in a local

league.

Introductions

Susie Kleinman

Director of Marketing and Communications

Susie Kleinman has over 18 years of marketing experience in the A/E/C industry, and

has led the marketing efforts and managed teams for some of the industry’s largest

firms.

At MBP, she provides leadership and guidance for all company marketing, proposal,

and strategic communications programs, corporate communications counsel to the

MBP leadership team, and guidance in the implementation of communications

strategies around business development objectives and needs.

Susie received her MBA from Johns Hopkins University with a concentration in

Marketing, and her undergraduate degree in Business Administration from Towson

University.

3

Title Text

Bullet 1

Bullet 2

Bullet 3

DESCRIPTOR

Marketing - 20th Century

Offline

4

Marketing - 21st Century

Online

Marketing Today

OfflineOnline OfflineOnline

5

Ask audience — what was the last item you requested from

your marketing staff?

insert a large image — depicts confusion —- what to do next?

6

Marketing Techniques with Greatest Impact

What Skills Are Needed for Success

Business DevelopmentEditorial

Content

Marketing Strategy

PromotionAnalytics

Implementation Support

Graphic Design

Slide 12

EH1 TF: Identify specific skillets needed for this particular phaseElizabeth Harr| 3/2/2016

EH2 Recreate graphicadd diversityadd graphic design as a skillElizabeth Harr| 5/19/2016

7

Why the change?Why the Change?

Evolution of Buyer Expectations

Who do I know? Who

do they know?

Transparent

conversations —

education and not selling.

Confirmation of “right decision”

8

Source: Visible ExpertsSM: How High Visibility Expertise Helps Professionals, Their Firms, and Their Clients

of buyers check out your website

80.8%

29.6%

Source: Referral Marketing for Professional Services Firms Research Report

rule out firms because of an unimpressive website

9

43.6%


rule out a firm because they couldn’t understand how

the firm could help them

23.5%


rule out firms because of poor quality content

10


51.9%

have ruled out a firm before speaking with them

Let’s make sure we are not part of this 51.9%

11

Professional Services Client Experience Journey

PRE-SALE SALE POST SALE

PremiumContent

Email

PPC

Website

Blog Posts

Wordof Mouth

Social Media

Public Relations

Case Studies

One-on-Ones Proposal

RFQ

Pitch Meetings

Ongoing Value Selling

Project Kickoff

Delivery

References

Partnerships

Referrals

(Marketing / Business Development)

How Winning Firms Win

12

LARGE IMAGE

Winners Sell Differently

Builds Trust —- can this be an image instead of words?

By Building Trust

13

Winners vs. Runners-Up – Reason #1

Winner Runner-Up


Winner Runner-Up

14


Winner Runner-Up

Well Before the Win


PremiumContent

Email

PPC

Website

Blog Posts

Wordof Mouth

Social Media

Public Relations

Case Studies


RFQ

Pitch Meetings


Project Kickoff

Delivery

References

Partnerships

Referrals


15

Thought Leadership Content

Stock content: Long-lasting

content with true value

Research studies

Technical reports

Guides

Flow content: Everyday

content

meant for community-type

conversation

Blog posts

Tweets

What is educational thought leadership

content?

Content that is useful to your

clients and showcases your expertise

16

Educational Content is Not…

Attract ProspectsAttract potential buyers, influencers, and referral sources

Build EngagementDeepen engagement with your prospects and turn them into educated and qualified opportunities.

Turn Opportunities into ClientsMake the decision easy for prospects that are ready to buy.

Content is Visible at Each Stage of the Buyer’s Journey

17

Who Should Write the Content?

Subject matter expert (SME)

Marketing person

Professional writer

Combination of these

18

Criteria Percentage

Expertise / technical skills 19.8%

The project team 18.1%

Firm experience 14.9%

Knowledge of my industry / situation 12.5%

Reputation 11.1%

Firm size and reach 5.6%

Availability / flexibility 5.6%

Personal relationship 4.5%

Price 4.2%

Firm management approach 3.1%

Firm resources 0.7%

From How Buyers Buy: The criteria buyers are using when evaluating firms

PHASE 2:

Content and social media

lead to more referrals…

19

17.0%

of referrals are made because the referrer has interacted with the

firm on social media

Source: Referral Marketing for Professional Services Firms

18.2%


of referral makers 25-34 years old won’t refer a provider who is

not on social media

No Social, No Referral

20

Offers identify potential

new clients

Speaking engagements provide

face-to-face interaction

Offers convert visitors to

prospects that you can nurture

Promote your thought

leadership with social media

Guest content exposes

you to new audiences

Targeted networking events

and public speaking establish

familiarity and trust SEO provides critical visibility

to your public content

Stage 1

Attract Prospects

Stage 2

Build Engagement

Stage 3

Turn Opportunities into Clients

Map Content to the Client’s Journey

Books, webinars, executive

guides deepen engagement

Offers move people to the next level

Offers move peopleto the next level

Phone consultations and demos

qualify prospects, demonstrate

expertise and build trust

Videos explain complex

concepts and create

engagement fast

RE

PU

TA

TIO

N

GR

OW

SC

LIE

NT

BA

SE

GR

OW

SV

ISIB

ILIT

Y

GR

OW

S

Personal interaction confirms

that you have a solution to a

client’s problem

Blog posts and articles

address issues that

interest your target

audience

Activity ≠ Impact

21

What isImportant to

Your Clients?

What Services Are Important

to You or Your Firm?

Focus on These Issues

Positioning Your Firm in the Marketplace

22

Hit Rate and Beyond

Metrics that Matter

23

Selling: The Role of Visible Experts

Technical Professional / Visible Experts


PremiumContent

PPC

Website

Blog Posts

Wordof Mouth

Social Media

Public Relations

Case Studies


RFQ

Pitch Meetings


Project Kickoff

Delivery

References

Partnerships

Referrals


Post-Sale

24

of firms have received a referral from people

they have not worked with

Source: Visible ExpertsSM: How High Visibility Expertise Helps Professionals, Their Firms, and Their Clients

81.5%Going Beyond Traditional Client Referrals

Where Do Non-Client Referrals Come From?


94.5%Comes from your reputation, expertise, and visibility

5.5%Comes from someone you’ve met before

25

Marketing Departments

Structuring the Modern Marketing Department

Research: Brand & Market

Messaging & Positioning

Strategic Planning

Website

Email

PPC / Offer Landing Pages

Brochures

Case Studies

Video

Ebooks

Infographics

Webinars Public Relations

Media Relations

Outreach

Influencer Relations

Pitches/Speaking

Social Media

Web analytics

Conversions & Leads / ROI

Content downloads

Follower growth

Quals

Shortlist Presentations

RFIs

RFPs

Proposals

Creative

Strategy

AnalysisPursuit

Communications

2017

26

Professional Services Client Experience Journey


PremiumContent

Email

PPC

Website

Blog Posts

Wordof Mouth

Social Media

Public Relations

Case Studies


RFQ

Pitch Meetings


Project Kickoff

Delivery

References

Partnerships

Referrals


In Closing

27

Key Takeaways

There is a new type of buyer

Buyers have different expectations and behaviors

The client journey is self directed

Self education is key

Content builds trust

Content = expertise

Managing Successful Multidisciplinary Teams


Presented by Moderator: Jason Chandler, Epstein; Bruce Faudree, Mason & Hanger; Todd Hay, Pennoni; Jeffery McBride, EBL Engineers; Architecture and engineering experts discuss better ways for project teams to achieve on-time delivery with greater efficiency and profitability.

ABOUT THE SPEAKERS

Jeffery is the Director of Engineering Operations for EBL Engineers, LLC. He oversees administration of the firm’s engineering and consulting groups and actively engages in fire protection engineering as a Certified Building Inspector in the state of Maryland. Jeffery specializes in the analysis of new and existing structures for code compliance, the use of alternative materials and methods for equivalent code compliance, forensic investigation and professional services related to system performance.

Jason directs Epstein's project management and brings a broad experience of all aspects of developing a successful project. He has coupled his education in Architecture, Structures and Construction Management with his professional experience of serving in the role of Principal in Charge, Project Manager, Project Architect, Design Architect, Architectural Team Member, Construction Manager, Site Superintendent, Program Manager and Owner's Representative on his various prior projects.

Bruce joined Mason & Hanger to expand the firm’s footprint into new and emerging markets while aligning with the vision of Building a More Secure World. Through-out his career, he has traveled to over 54 different countries and has personally worked on design and construction projects with a combined value exceeding $12 billion. These projects have ranged from small private residences to full embassy compounds exceeding 100 acres in size.

Todd is Regional VP for the Northern New Jersey, New York, and New England Region. He has been working with multi-disciplined engineering projects during his 25-year career as a civil engineer, project manager, and principal. Todd’s work experience includes client contact and coordination; preparation and coordination of site plans and technical specifications for bidding purposes; contract administration and construction support services for both private and public projects.

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100 Years of Excellence annual - Resource Library