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You Survived. Time to Thrive.

You Survived. Time to Thrive. Presented by Mark Goodale Principal Morrissey Goodale LLC. OUR CAUSE— WHY WE EXIST To help AEC firms build more successful businesses. HOW WE HELP OUR CLIENTS What you know you don’t know What you don’t know you don’t know.

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You Survived. Time to Thrive.

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  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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