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How To Build A High Performing & Highly Profitable Engineering Team

Created Specifically For Engineering Consultancies

Build a high performing engineering team that generates incredible profits & frees you up to focus on strategy, direction & the high-growth activities that will move the needle the most & make the biggest difference

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Choose The Right Clients

The clients you work with can make or break your business.

It's a bit like walking on a tightrope – get it right, and everything falls into place; get it wrong, and it's a mess.

Picking the right clients is like unlocking the door to great revenue, happy teams, and projects that light you up. On the flip side, picking the wrong ones can mean less profit, a frustrated team, and a foggy business path ahead.

Right now, there's plenty of work on in our industry. It's an excellent opportunity for us to be a bit choosy about who we work with, a luxury we don't always have. 

It's also important to recognise that some of your current clients, though good in the past, might not be the right fit for where you're headed in business. 

Choosing the right clients is a process, not a snap decision. You can't just drop everyone and start afresh, especially when there's work on the table.

It's more like a game plan, a slow shift toward clients that match where you see your business...

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Using LinkedIn To Build Your Business

Today, we're delving into a subject that could be a game-changer for your business: the untapped potential of LinkedIn. Many of us have overlooked the incredible benefits of having a consistent presence on this platform, and I want to shed some light on the opportunities this platform presents to help you grow your business. 

As an industry, we've been accustomed to traditional business development methods like networking events, industry gatherings, and tender panels. Don't get me wrong; these methods still have their place. But LinkedIn is such a powerhouse and it’s so underutilised.

I want us to reframe the way we think about business development & how we’re spending our time. We're willing to invest hours attending networking events, where we may or may not connect with ideal clients or generate any leads or opportunities at all. Why not invest those same hours into mastering LinkedIn, a platform with the potential to reach hundreds, if not thousands, of...

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How to Win More Work

Today, let's dive into a topic that's a cornerstone of your business growth: winning more work. 

Fresh off a training with our incredible Boardroom coaching program clients, I want to unpack the process of confidently securing more projects and boosting your project pipeline.

You know that feeling when your business is soaring, projects are flowing in and you feel incredibly confident with your forecast project pipeline – it feels great, right? And then, bam, you hit a quiet spell. It's like feast or famine, and it's something we've all danced with.

Today I want to explore with you a way to make these peaks and troughs a thing of the past – and it starts with having a plan.

Imagine if your business development strategy wasn't just a series of notes you kept in your head, but a well-oiled machine. And as your business grows and gets busier, your BD strategies don't get lost or left behind. That's the magic we explored in our recent Boardroom training, and it's called...

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Do BD Incentives Work?

Business Development (BD) is a critical part of your strategy for growing your business and reaching new revenue levels. BD is all about creating and then converting opportunities.

But the question is, if you have people on your team with a BD component to their role - how do you incentivise them to perform better, and also, what’s the best way to remunerate them?

If you’re thinking about offering them an incentive based remuneration model, I want you to think through the whole process first and consider the pros & cons – before you offer this to them.

There are always upsides and downsides to every incentive based remuneration model, so finding the best model for incentivising your BD team is crucial. It can prevent issues and challenges down the track and more importantly prevent poor culture & loss of staff (worst case).

The main model that most would be familiar with is rewarding your BD person or team with a certain percentage of the new deals that...

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The Big Business Development Opportunity

There is the perception that business development and finding and connecting with your ideal future clients is really hard at the moment.

Most leaders and business owners in our industry are used to the old way of doing things in this space.

You know... register for an event, get a copy of the attendees list, find the names of the potential future clients you would like to 'bump' in to, attend the event, only talk to half the people you wanted to because you got distracted talking with colleagues or friends or people you already know, hand out a bunch of business cards and come away from the event feeling kind of good about yourself but actually knowing that you didn’t really make the most of that opportunity and didn’t really make any solid progress on developing new relationships.

Sound familiar?

What if I told you there was an easier way in general to find, connect with and then build meaningful relationships with your ideal future clients?

The answer is online. The...

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The 3 Ones

Today I want to talk to you about a training concept that I've just talked to all of my Boardroom clients about, which is the 3 ones.

For those of you who don't know, Boardroom is my training program where I work purely with business owners of engineering consultancies. So a real niche group of amazing clients who are making incredible things happen in their businesses.

This training concept of the 3 ones is really simple and I honestly think that leaders & business owners complicate things when it comes to building their team or business. The 3 ones is essentially this – 1 Client + 1 Connection System + 1 Problem that you solve.

So to expand on this…you only need one ideal client, not four, not five – just one. You have one client where you know their world intimately in terms of all their pain points, all of their frustration points, and you know all the things that you can do to help solve their problems.

One ideal client where you’re really clear on...

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The Follow Up Is Everything

There is one word that I can't stand - HUSTLE......

It seems to have become a massive buzz word in the world of leaders, business owners and entrepreneurs.

I firmly believe that if you set your team and your business up smartly and you have the right systems and processes in place - then you don't need to hustle. Your team is performing well, your clients love you and the work you do for them and your project pipeline is full.

But today I'm going to break my rule and talk about one area that does require an amount of hustle....

...and that is in the follow up!!

Most people think that a potential client will either love them or hate them after one coffee meeting. They think they'll either get work out of them straight away or it wasn’t meant to be.

But that’s absolute nonsense.

If you're a stats person (which most engineers are!) then the latest stats are that a new client will need on average 8 touch points from you before they will make a purchasing decision with...

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Winning More Work

Today I want to talk to you about a concept that will allow you to confidently win more work. 

And it’s the concept of - adding value to your client’s world. 

This concept works in all areas of winning work, business development, client relationships as well as generating significantly more revenue from your existing client relationships. 

Whether you’re looking at a new client relationship, one that you haven’t done work with before or an existing client relationship, because you’d like to generate more revenue from your current client relationship - I want you to always ask yourself this question – “How can I add value to my client’s world?” 

If you can constantly and consistently be looking at your clients through the lens of – “what do they really need help with” and “what’s the value myself, my team and my business can bring to this client relationship” then you are...

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How To Connect Deeply With Your Clients

Hey! Hope you’re well. 

I’m having a lot of conversations with leaders and business owners in the engineering and construction industry at the moment around how to create amazing client relationships. 

There are a lot of amazing tools, strategies and techniques that you can employ into your team or your business to create amazing client relationships, but there’s one thing that trumps everything else and that’s what I want to explore with you today. 

I want you to think about business for yourself right now. Who do you enjoy doing business with? Who do you like hanging out with from a business point of view? Who would you quickly, readily and easily refer work to? 

Are your answers people that you like? Are your answers people that you share values with? Are your answers people that you enjoy being around? 

I guarantee that you answered yes to all of the above. 

One of the easiest ways to develop exceptional client relationships,...

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Increase Your Value To Increase Your Fees

So many consultants and contractors get caught up in pricing wars and feeling like they’ve got to be cheaper than everyone else. They feel like they’re going to lose the work or not be able to build a project pipeline if they raise their prices or are more expensive than their competitors.

Today I want to flip this viewpoint and this discussion on its head. 

I’ve been doing a lot of work recently with clients in my coaching programs around pricing, the value proposition and their positioning in the marketplace. 

You see if you get your positioning wrong in the marketplace, meaning that you've positioned yourself as a generalist, that you can do everything and that you’re all things to all people AND you don’t talk about the value that you add or how you solve your clients problems or how you deeply understand your clients world, then of course you have to be the cheapest!! 

But if you completely flipped this on its head and can change...

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