How Firms Succeed : A Field Guide to Design Management

by Cramer, James P.; Simpson, Scott; Faia, Richard Swett

• ISBN13: 9780967547756
• ISBN10: 096754775X
• Format: Paperback
• Copyright: 2002-04-01
• Publisher: Greenway Communications

Summary

Groundbreaking guide to successful management in architecture, engineering, and design. Combines practical solutions with business theory and an eye-opening treatise on the anatomy of leadership. Softcover.

Table of Contents

Acknowledgements	xv
Foreword	xxi
Hon. Richard Swett
How Firms Succed	1	(15)
Marketing: Getting the Work
Marketing Judgment---Pursuing the Right Projects	16	(3)
Marketing: Setting the Tempo	19	(3)
Marketing and Business Language---A New Grammar	22	(3)
Marketing: Setting the Budget	25	(3)
Marketing: Setting the Example	28	(3)
Marketing: Attracting the Right Clients	31	(2)
Marketing: Setting the Table	33	(4)
Plan for Your Marketing Success	37	(3)
Nurturing Marketing & Sales Rainmakers	40	(3)
Future Visions---Build Your Brand Image	43	(7)
Operations: Laying the Groundwork for Success
The Counterintuitive Strategic Plan	50	(4)
The Firm's Vision	54	(3)
Decreasing Waste and Increasing Value	57	(3)
The Well-Designed Office Environment: Practice What You Preach	60	(3)
Information Overload: Beat the Communications Crunch	63	(6)
Designing a Performance Community	69	(3)
Hand-offs: Power Up with Teaming Pacesetters	72	(3)
Size Matters---Scale is Strategic	75	(3)
Growth by Design---Becoming a Navigator of Your Firm's Success	78	(5)
Leveraging Generational Differences	83	(3)
Managing Growth	86	(4)
Complexity and Firm Size	90	(3)
How to Choose Your Leaders	93	(3)
Delivering Bad News	96	(2)
Leading Indicators of Organizational Health	98	(5)
Performance-Based Initiatives: Motivating Your Firm	103	(3)
Beware LOS	106	(6)
Professional Services: Building the Dream
Creating Earned Value	112	(5)
Hypertrack: Setting New Standards for Client Service	117	(7)
How Technology is Redesigning Design	124	(5)
ROI---``Return on Innovation''	129	(7)
Redefining Design Teams	136	(2)
Keeping Priorities on Track	138	(4)
Blurring Boundaries	142	(3)
Design Makes the Difference	145	(5)
Finances: Getting Your Reward
The Philosophy of Profit	150	(6)
Profitability by Design	156	(7)
How to Recognize the Value you Bring to Clients	163	(3)
Demystifying Design Fees	166	(3)
Redesigning Design Fees	169	(4)
Charging Ahead---New Fee Strategies	173	(6)
Driving Out Failure Costs	179	(13)
Lose Your Losers	192	(8)
THE ANATOMY OF LEADERSHIP
Are You Sure You Want to Change?	200	(2)
Faster, Smarter, Better---New Dynamic Rules	202	(3)
Stability = Change	205	(5)
Four Paradoxes in Design Leadership	210	(3)
Solving the Right Problems	213	(2)
Why Banks Are No Longer Buildings	215	(3)
Expert Choreography: Organizing Your Project Team	218	(4)
Managing for Success: Synergizing the Talent Around You	222	(4)
Learning How to Ask for Help	226	(4)
Principal Leadership---Choosing the Next Generation	230	(5)
Success by Design	235	(3)
Leadership Styles: Are You a Fish or a Thermostat?	238	(4)
Leading Change Through Design	242	(2)
Leadership Towards a Healthy Organization	244	(4)
Using Binary Logic	248	(4)
Shaping Your Firm's Future	252	(4)
Fire in the Belly: Achieving Total Commitment	256	(8)
A Strategy for Winning	264	(7)
Glossary	271	(16)
Additional Resources	287