Staying Small Successfully

Making smaller A/E/C firms more productive and moreprofitable Want to do big things with a small company? This no-nonsense guideshows leaders of smaller architecture, engineering, and designfirms how to compete successfully against larger organizationswithout becoming one of them. It demonstrates how a smaller firmcan position itself to bring more value to its clients, operateover a larger geographical area, and develop a strategic plan forincreasing revenues and profits. Featuring new chapters on forming strategic alliances andmaximizing the benefits of information technology, this new editionpresents updated case studies of more than fifty small designfirms. These firms have achieved remarkable success and handledlarge contracts with limited staff, and the case studies illustratehow they learned to: * Anticipate client needs and meet them in advance * Narrow the target market and expand the client base * Leverage core competencies to create powerful marketingtools * Establish strategic partnerships * Survive and thrive during an economic downturn Read Staying Small Successfully, Second Edition and follow itsrecommendations one step at a time. Your company will stay small,but your business, your revenues, and your profits will soar.

Foreword. Acknowledgments. Introduction. Planning and Strategy. Focusing Your Practice. Strategic Alliances. Servicing the Client. Personnel. Compensation. Managing the Bottom Line. Information Technology. Growth. The Psychology of Winning. Do's and Don'ts of Success. Appendix A: Buy/Sell Agreements. Appendix B: Preparing Your Marketing Plan: Techniques and What toInclude. Appendix C: Is Your Cover Letter Making a Difference? Recommended Reading. Index.