The Equation for Failure

While there is much disagreement about what the equation for success looks like, I am of the opinion that the equation for failure looks much like this:

Failure = (U + D) - (C1 + C2)

where
U = Understanding the client’s most important problems
D = Determining the best solution to those problems
C1 = Communicating the solution
C2 = Compelling and convincing the client that the proposed solution will really solve their problem

An equation for success can be extrapolated from our September 18 post - Business Development: Black Art or True Science?

Do you have an equation for failure or success? Please share it with us!

Karen Compton, CPSM. Published in the September 2012 issue of Project Management. Karen Compton is principal of A3K Consulting (Glendale, CA), a business development and strategic planning firm specializing in the architecture, engineering and construction industries. Ms. Compton is also the founder of Industry Speaks™, a web-based business-to-business portal that connects AEC firms with experienced consultants, provides peer reviews of consultants, reports on key industry trends, and publishes expert reviews of professional courses and books. Contact her at kcompton@a3kconsulting.com.

The Number 10

Just think about it….10 years ago Smartphones®, Facebook®, LinkedIn and YouTube® didn’t even exist.  Yet…in that short period of time these advances in technological communications have changed the world.  In that same 10 year period, our industry has seen change too with the advent of sustainable design, building information modeling, interactive presentation formats such as Prezi® or Keynote® and the merger or acquisition of several prominent architecture, engineering and construction firms.

What the next 10 years will hold is yet to be defined.  But, some things we know are sure. Today’s mid-level project managers and job captains will grow into roles as associates, principals and partners within firms, and clients and owners within organizations.  Why is this important to consider?  The next generation of professional is technology driven.  They communicate indirectly through email, texting, and social media and frequently (i.e., 20+ times/day) as compared to the generation of 40 something plus professionals that communicate directly via phone, over lunch or drinks and infrequently (i.e., 10 times/week).

The big question becomes how will this affect our industry?  More importantly, how will it affect our ability to develop relationships with our clients and find resource professionals to help us grow our businesses?   While I don’t purport to know all of the answers, there is one thing I do know: we must be part of the change we want to see in our industry.  

What changes do you see that may affect the way in which we grow and develop our practices?  How do you see yourself as engaging in that change?