Newsletter: November 2004

What we have is failure to communicate
By John Kreiss, President, SullivanKreiss

One of managers' biggest frustrations is when a rising star or experienced high-performer jumps ship to a competitor. Sometimes these occurrences are unavoidable because top-performing employees tend to be very ambitious and are not always content to wait for a principal slot or higher-level position to open up when they have an immediate opportunity to advance elsewhere. There are also personal reasons such as the employee's spouse being transferred to another area in the country that can prompt a change of jobs.

All things being equal, however, most employees enjoy the stability of working many years for one firm. While some jump ship for more pay or career advancement, the most common reason employees change jobs is related to their relationship with their boss. In interviews with two million employees at 700 companies, The Gallup Organization found that employee tenure and productivity are directly related to the relationship between employees and their immediate supervisor. The top reason employees quit their jobs is dissatisfaction with their supervisors, not their paychecks, the study found.

Often, job dissatisfaction boils down to poor manager/employee communication. One Gallup researcher, Tom Rath, co-author of the management book How Full is Your Bucket?, says that excessive negativity in many companies is a major contributor to poor company performance and permeates far too many manager/employee relationships. Rath contends that the many brief, everyday interactions between boss and employee are as important as the more formal ones such as performance reviews. He says that our relationships are formed by small moments of interaction- positive interactions fill one's "bucket," negative interactions empty it.

One of the common gripes of employees, according to Rath, is a lack of recognition for good work- missed opportunities to "fill buckets." Employees who say they do receive periodic recognition for good work are more productive, provide better customer service, and have better on-the-job safety records, Rath says. A cynic might view Rath's ideas as naïve, but they actually seem realistic when he gets specific about manager/employee interaction.

For instance, he emphasizes that although many managers should be more generous with praise towards employees, they should also be more willing to provide negative feedback. Ignoring areas that need improvement is destructive, he says, and worsens manager/employee relations in the long run. The key is to balance criticism with praise. Ideally, he says, the ratio of good to negative feedback ought to be about 3:1 to foster high morale. Of course, praise has to be genuine, and negative feedback should be framed as opportunity for improvement, not an exercise in ego bashing.

In the AEC industry, a frequent employee complaint is poor communication about the firm's vision and future. Ray Kogan, president of the management consulting firm Kogan & Co. based in Falls Church, VA, says many complaints boil down to a consistent theme: "I wish I knew where this firm is going. No one has ever told me what the future is for this firm, how we're going to get there, what my role is, and what's in it for me."

Ray, an architect himself, has consulted with AEC firms on strategic planning and other key management issues for many years. He believes communication regarding the strategic plan and the progress firms make towards it should be woven through the fabric of the organization. That means in addition to formal venues of communication such as internal newsletters, intranets, and staff meetings, managers should also impart the firm's vision and employees' roles in achieving it in day-to-day interactions with staff. That means all managers need to be well versed on the strategic vision and on the same page.

Ray says that project managers might say to their workers something along the lines of: "This project is important to our future because it moves us one step closer to achieving our goal of opening up a new market or service." That lets employees know how valuable their work is towards the firm's vision. Framing employee feedback according to the firm's strategic plan strengthens supervisor/employee relations and reinforces the firm's goals.

I think Rath's notion that the health of manager/employee relations is largely the result of the smaller, day-to-day interactions than the more formal ones hits the nail right on the head. And consistently framing interactions according to the firm's strategic vision should become a habit for all of us.




What do you think? Let us know. jkreiss@sullivankreiss.com


Contact info:
Ray Kogan
Kogan & Co.
www.kogancompany.com





















Hot Candidates

Chief Financial Officer
Finance and general administrator located in New York/NewJersey area with 24 years of experience in the Construction and Distribution industries. Manages all aspects of financial reporting, cash management, cost and general accounting, contracts review, purchasing and business development for a 500-person company. This candidate has a solid business background with extensive knowledge of overall business practices and procedures. Current salary is in the $175K range.

Director of Marketing / Manager of Business Development
Looking to relocate to either Houston, TX area or Boston, MA area. Candidate is a motivated professional with background in construction management, architectural design and business administration. This individual has conceptualized and created local, regional, and national marketing programs while at current position. Candidate currently manages the business development planning process in targeting key accounts for a 200-person company. This candidate is seeking a business development/marketing opportunity to put proven strengths and experience to work in the field of real estate development, construction management, architectural/engineering design and/or related advisory services. Current salary is in $75-80K range.

Architect/Facility Planner, Regional Manager
Located in Boston area, candidate currently provides consultation for clients on matters of property condition assessment, due diligence, feasibility studies, and other construction related activity. This candidate is well versed in pre-construction document review, cost analysis, and construction field representation. This candidate is also highly capable of initiating community relationships and maintaining them. Current salary $100K.

For more information on these candidates, contact:


Kim McLean
508-393-4934
kmclean@sullivankreiss.com.


Sr. Project Manager: Construction Marketing Executive
Based in New Jersey/New York with 12 years experience. Qualifications include:
  • Marketing Systems & Information Management
  • Organizational Restructuring
  • Corporate Communications (internal/marketing)
  • Business Process Analysis/Redesign
  • Strategic Marketing Planning Strong Business Analysis Capabilities
Candidate is looking for a stable firm with opportunity for growth. Has Master of Science in Management, B.S. in Mechanical Engineering, member of SMPS. Total compensation is $80K.

Director of Planning and Business Development
Based in Massachusetts with over 23 years of professional experience in the fields of urban design, transportation planning, and business development, including expertise in local permitting, zoning, and the state regulatory process.

Candidate has taken an active role in addressing local and regional planning issues as a former delegate to the Central Massachusetts Regional Planning Commission and as the former Planning Coordinator for the City of Worcester, MA. Working with land surveyors and civil engineering staff, candidate provides project design, site planning, permitting, public participation, and management support for roadway and land development projects. Other qualifications include:
  • Certified Planner, American Institute of Certified Planners (AICP), 1987
  • Certified Professional Services Marketer (CPSM), 2003
  • M.S. Urban Planning, 1979, Boston State College, Boston, MA
Candidate currently has $85K base salary, with car and annual bonus he makes around $100K total compensation.

Interior architectural designer
Based in Oregon with 5+ years of experience, candidate is currently working on custom residential design as the sole designer for all new construction. Provides all design work, facilitating client meetings, assisting with product and color selections, design and product research. Manages the design process for the project from initial consultation to move-in.

Candidate has restaurant, residential, commercial experience as an architect assistant. Extensive experience in residence and business design and remodeling, including client coordination and planning, schematic design, space planning, interior architectural detailing, design project marketing and management. Candidate has experience in managing all aspects of the design team, including trade contractors and vendors, in-house design staff, permit and planning departments, as well as assisting the builder in completing the sale, developing written specifications, securing bids and hard cost pricing for the project.
  • B.A., Fine Arts, University of Oregon, 1996
  • Master Interior Architecture, University of Oregon, 1999


For more information on these candidates, contact:

John Kreiss
508-393-4933
jkreiss@sullivankreiss.com.

Project Manager
Candidate has eight years of experience in the construction industry as an owner's representative. Responsibilities include managing owner's buyout subs, project budget and schedule, pay requisitions, coordination of Architects, Engineers, and Sub-contractors, as well as PCRs and RCOs. Candidate has extensive experience with multi-million dollar project contracts. Candidate is open to relocation. Base salary is $80K.

General Manager
Candidate has 15 years of experience in the hospitality and hotel/club industry and is looking to enter the field of residential or commercial real estate representation. Extensive experience includes preparing and operating a $3.8 million annual budget, acting as an owner's representative for multi-million dollar projects and residential real estate. Business development experience includes client contact and creation of marketing materials and web site. Candidate is open to relocation. Salary in the $100K range.

Senior Engineer:
Candidate has 20 years of experience in the highway and bridge engineering industry in various roles from seismic retrofit, environmental litigation, to design-build. Strengths are the ability to use his experience in bridge and highway engineering as well as experience in public and private industries; the ability to understand how decisions impact every aspect of a project. Responsibilities include business development, client contact, leading multi-disciplinary teams for design/build high-risk and high profile transportation projects. He has managed projects up to a $1 billion. Open to relocation in the Northwest and New England areas.

To discuss the candidates above, contact Justin Roy at 508-393-0358, or jroy@sullivankreiss.com.





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edited by Peter Fabris  pfabris@peterfabris.com, http://www.peterfabris.com

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