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What does it take to grow an 11,000-person firm without losing the culture that got you there? Gregory Hart talks with Aaron Nathan, COO of Kimley-Horn, about the principles behind a firm that has made Fortune’s Best Places to Work 19 times. Then PSMJ’s Dave Burstein digs into the 2026 AE Financial Performance Benchmark data, and the 5 Minute Fix takes on a 40% valuation gap in an acquisition. Aaron explains why Kimley-Horn hasn’t changed a word of its core values in 26 years, how practice builders anchor the firm, and what “leader-led” means when nobody puts a title in their email signature. Dave, in his first appearance on the show, walks through revenue, backlog, turnover, billing speed, and profitability with decades of context. Learn more about AEC THRIVE: https://www.psmj.com/thrive 2026 AE Financial Benchmark Results: http://psmj.com/FIN Dave’s slides: https://go.psmj.com/hubfs/Financial%20Trends%2020260710.pptx Reach Dave: [email protected] Feedback or 5 Minute Fix questions?: [email protected] Chapters: 0:46 Welcome and Episode Preview 2:38 Aaron Nathan on Kimley-Horn’s Culture and Leadership 35:03 Metrics of the Month with Dave Burstein 57:14 5 Minute Fix Key Takeaways: Kimley-Horn has kept the same core values and purpose for 26 years, aiming to be “Kimley-Horn only more so” as it scalesMost leaders are practice builders who serve clients and lead teams, and the firm has gone without titles for decadesLeadership develops in front of clients, where young professionals take on real responsibility earlyClients expect more availability and responsiveness, so firms need shared responsibility rather than a single backstopMedian industry turnover is about 13%, down from roughly 18% in 2001, and mostly voluntaryInvoices now go out in about 15 days, down from 27 in 2000, and AR days have dropped sharply since 2023Non-labor technology spend rose from 3.3% of direct labor in 2004 to 10.8% in 2025, pushing overhead upFirms that price on value and track the direct labor multiplier are pulling ahead of those still selling more hoursMedian profitability has roughly doubled since 1986, but the gap between top and bottom quartile firms keeps wideningEngineering and architecture are on different paths in revenue, employment, and backlogWith a large valuation gap, find out why it exists first, then consider partial earnouts, buyer stock, and more cash versus seller notes Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney Editor: Molly McElaneySpecial thanks to Aaron Nathan, Dave Burstein, and Riverside FM!

What does it actually cost to land the talent your firm desperately needs — and is it worth it? In this episode, Gregory Hart talks with Jo Martin and Caroline Bishop of Tighe & Bond about how the firm built an internal recruiting function that's become a real competitive advantage in the fight for AEC talent. Jo and Caroline share what a day in the life of an internal recruiter actually looks like, why more firms below the "mega firm" tier are bringing recruiting in-house, and the kind of investment — including serious referral incentives — that firms are making to fill critical roles fast. Learn more about Tighe & Bond: https://www.tighebond.com/ Learn more about OpenAsset: https://openasset.com/ Check out the 2026 AE Financial Benchmark Results: http://psmj.com/FIN Register for AEC THRIVE: https://www.psmj.com/thrive Learn more about PSMJ PRO: https://www.psmj.com/psmjpromembership Submit your feedback to [email protected] Key Takeaways: Internal recruiting functions are becoming a real differentiator for firms below the mega-firm tierA day in the life of an internal recruiter is far more than cold calling — it's relationship-building, pipeline strategy, and cross-department coordinationFirms are willing to pay serious incentives — like a $30K bonus for an employee referral — when it solves a critical talent gapTalent acquisition remains the #1 challenge to long-term sustainable growth for most AEC firms Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney Editor: Molly McElaney Special thanks to Jo Martin, Caroline Bishop, Rachelle Ray, and Riverside FM!

What separates the firms that win the project interview from the ones that just show up? In this episode, Gregory Hart talks with Tim Griffin, engineer, longtime PSMJ instructor, RMF Engineering executive, and now three-time author, about where business development is really won or lost: the interview room. Tim shares what he's learned over decades of coaching teams through high-stakes presentations, why so many firms treat the interview as an afterthought to the proposal, and the specific things winning teams do differently. Purchase Tim's book: https://www.amazon.com/dp/B0H4CJWSVZ Check out the 2026 AE Financial Benchmark Results: http://psmj.com/FIN Register for AEC THRIVE: https://www.psmj.com/thrive Learn more about AEC Principals Bootcamp: https://go.psmj.com/aec-principals-bootcamp Learn more about PSMJ PRO: https://www.psmj.com/psmjpromembership Submit your feedback to [email protected]. Chapters: 1:12 Metric of the Month 3:26 Who is Tim Griffin? 8:34 Advice for Upcoming Leaders 10:16 The Catalyst for Writing "Winning Work" 14:54 Understanding Winning and Losing in Projects 17:04 Sports and David & Goliath Comparisons 19:33 The Winning Interview Recipe 23:39 Changing Client Expectations and Business Development 26:11 Developing a Winning Mindset in Teams 31:59 Reflections on Future Writing Projects 35:36 5 Minute Fix Key Takeaways: Business development must be a proactive, year-round culture — not something firms scramble for only when backlogs softenNet backlog growth hit a five-year low (5%) in PSMJ's 2026 AE Financial Performance Benchmark, a signal to get ahead of slowing demand nowMost firms don't actually know why they win or lose interviews — and default to blaming "politics" or bad luck instead of examining their own approachFirms don't need to be the biggest or most qualified team to win — they just need to be better prepared than the competitionA winning interview strategy starts with someone owning team leadership, understanding the competition, and knowing what matters to the selection committeeThe "rule of three" beats comprehensiveness — focused stories with three key differentiators are remembered better than a long list of reasons to hire youShrinking client staff and the ongoing talent shortage are pushing firms to sell more than technical services — project management and communication skills are becoming real differentiatorsInterview and business development skills can be systematized and taught (not just innate) — through mentorship, celebrating wins publicly, and programs like ToastmastersGetting paid faster comes down to culture: faster invoicing, upfront retainers for risky clients, and contract language that makes deliverables — not interest — the real leverage on overdue invoices Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney, Erisa Bejgo Editor: Molly McElaney Special thanks to Tim Griffin and Riverside FM!

What's the missing piece in most AEC firm leadership development programs? It's coaching. In this episode, Gregory Hart speaks with Laura Weiss, an ICF-certified coach, mediator, and facilitator with 30+ years of experience helping organizations drive growth through innovation. Originally a licensed architect and former practice director at IDEO, Laura explores the critical differences between coaching, mentoring, and consulting—and why coaching is the most effective tool for developing next-generation leaders. Together, they discuss how asking the right questions unlocks leaders' own wisdom, why this approach resonates especially with Gen Z talent, and how to foster difficult but necessary conversations. Laura also addresses the role of empathy in leadership, the impact of AI on coaching, and shares transformative outcomes she's witnessed in her coaching practice. Learn more about Laura Weiss here: https://www.lauraweiss.net/ Check out the 2026 AE Financial Benchmark Results here: psmj.com/FIN Register for AEC TalentMAX '27 here: psmj.com/TalentMAX Chapters: Metric of the Month 2:26 Who is Laura Weiss? 5:31 Understanding Coaching vs Mentoring vs Managing 6:42 The Importance of Asking Questions in Coaching 10:34 The Skill of Asking the Right Questions 11:33 Coaching in Ownership Transition Scenarios 13:33 Is Anyone Truly Uncoachable? 17:35 Feedback as a Tool Not a Threat 19:23 How Gen-Z Wants to Climb the Ladder 21:03 Evolution of Coaching 22:47 What Should a CEO look for in a Future Leader? 24:44 Identifying Rising Leaders Early 26:43 The Impact of an Efficient Recruiting Timeline 28:56 Blind Spots in Leadership 32:10 The Role of Attitude in Leadership 35:41 Adapting Coaching for Younger Generations 40:01 Empathy as an Asset 42:49 Transformative Coaching Experiences 44:59 The Future of Coaching with AI 47:37 Developing Future Leaders 49:41 Key Takeaways: The differences between coaching (asking), mentoring (telling), and consulting (solving)How coaching develops sustainable leadership by rewiring beliefs and behaviorsWhy next-generation leaders need coaching more than traditional mentoringThe power of asking open-ended questions versus directive managementHow to navigate difficult conversations with confidenceThe role of AI in coaching—and where human coaches remain irreplaceable Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney, Erisa Bejgo Editor: Molly McElaney Special thanks to Laura Weiss and Riverside FM!

Spectrum Engineers, Colvin Engineering, and Envision Engineering have merged to form Lynk Engineers. The merger combines the expertise in mechanical and electrical engineering developed by the Salt Lake City-based firms, each with well over 30 years in business. PSMJ Resources represented all three firms in the merger. President Gregory Hart speaks with Lynk Engineers Senior Principal/Executive Advisor Dave Wesemann and PSMJ Resources Senior M&A Consultant Karl Wohler about the transaction and how they collaborated together. 2026 AE Compensation Benchmark Results availble now: https://go.psmj.com/2026-ae-mgmt-staff-comp-benchmark-model?UTM=youtube Not a PSMJ PRO member? Get access to the latest quarterly market forecast here: Networking & Collaboration Platform for AEC Professionals Book of the Month: Build Your AEC Dream Team https://store.psmj.com/product/psmj-publications/books/build-your-aec-dream-team/ Takeaways Compensation alone does not attract or retain top talent; career development and achievement opportunities matter moreRecruiting must be treated as a firm-wide priority, not just an HR function; senior leadership involvement signals commitmentBuild robust internship and junior talent development programs now to ensure mid-level and senior talent pipelines in 5–10 yearsFocus on "boomerang" candidates—mid-career professionals who left but may return; some firms see 6-month follow-up surveys with high re-engagement ratesCandidate experience must be treated with the same professionalism and responsiveness as client experienceIn challenging labor markets (rural or expensive urban), get creative with non-salary benefits (housing assistance, ski passes, community engagement, college partnerships)Continuous recruiting—maintain active job postings and resume reviews even when not actively hiring Chapters 1:34 Metric of the Month 4:58 Intro to Dave Wesemann and Karl Wohler 6:26 The Story of Three Firms 8:49 Bring the Deal Killers to the 1st Conversation 12:56 Navigating Org Charts & Compensation 16:06 Lynk Branding 17:19 How to Get Employees & Shareholders to Buy In 18:41 Would Wesemann Merge Again? 20:25 Rallying the Depatments for a New Firm 21:57 Navigating Disagreements with PSMJ's Assistance 23:58 Clients' Response & How to Reassure Them 26:04 The Value of In-Person Collaboration (at the Red Sox) 27:38 The PSMJ Way 30:19 Five Minute Fix 35:55 Book of the Month Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, JB Keefe, Molly McElaney Editor: Molly McElaney Special thanks to Dave Wesemann, Karl Wohler, and Riverside FM!

In this episode, Christopher Parsons, Founder and CEO of Knowledge Architecture, offers a vision for transforming your AEC firm into a Modern Learning Organization—one that continuously captures, shares, and scales expertise even as projects grow more complex, experienced professionals retire, and AI reshapes the field. Christopher joins host and PSMJ President Gregory Hart with real-world examples of how leading AEC firms are accelerating knowledge transfer through curated learning paths, expert-led video, modular content, hybrid instructional models, and AI-powered search. You'll discover practical patterns for blending on-demand education, social learning, and emerging AI agents into a system that makes your entire organization smarter and more adaptive. Whether you're facing a wave of retirements, siloed expertise, generational shifts, or wondering how AI will change your firm, this session delivers concrete next steps—and helps leaders walk away with clarity on where to start and how to design an organization that keeps learning no matter what the future brings. Learn more about Christopher Parsons and Knowledge Architecture: https://www.knowledge-architecture.com Learn more about PSMJ's AEC TalentMAX Conference: https://www.psmj.com/talentmax Book of the Month: https://go.psmj.com/the-value-pricing-imperative-for-design-firms Not a PSMJ PRO member? Learn more: http://www.psmj.com/psmjpromembership Chapters 1:11 Metric of the Month 5:27 Who is Christopher Parsons? 6:57 The History of Knowledge Management 9:41 The Hourglass Org Chart 11:47 The Evolution of Knowledge Management 15:00 AI's Role in Knowledge Management 16:47 Learning and Development in AEC Firms 20:05 Project Management and Knowledge Transfer 22:29 Generational Shifts and Business Design 24:11 Strategies for Effective Knowledge Transfer 29:05 The Role of Operations in Knowledge Management 31:15 AEC TalentMAX 2026 32:42 The Future of Knowledge Management and AI Integration 35:52 Anthropic Spider Plot 36:46 Five Minute Fix 43:38 Book of the Month Takeaways AI is the primary catalyst driving the renaissance in AEC knowledge management.The "missing middle" generation lost during the dot-com crash and 2008 crisis is creating a critical knowledge transfer gap.The traditional AEC apprenticeship model is broken; firms must get intentional about accelerating skill development.KM has evolved through three eras: digitization (KM 1.0), social sharing (KM 2.0), and AI-powered retrieval (KM 3.0).Onboarding, design technology fluency, and project management are the top LMS use cases.KM is increasingly reporting through operations, signaling its strategic importance.KM strategy should start with core business challenges—scaling expertise, M&A integration, quality, retention—and work backward.AI agents will soon be central to AEC operations, with employees managing agents before they manage people. Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney Editor: Molly McElaney Special thanks to Riverside FM!

What will tomorrow’s most successful architecture and engineering firms look like - and what steps must leaders do differently starting now? In this episode, Heather Polinsky, CEO nominee of global multidisciplinary firm Arcadis, joins the conversation to explore how AEC firms can build future-ready organizations through being bold in areas such as stronger leadership development, smarter innovation, and evolving business models. From preparing next-generation leaders to rethinking how work gets delivered, this discussion offers practical insight for CEOs focused on long-term competitiveness.   Learn more about Heather Polinsky and Arcadis here: https://www.arcadis.com/en/news/global/2025/12/arcadis-announces-heather-polinsky-as-new-ceo   Not a PSMJ PRO member? Learn more here: http://www.psmj.com/psmjpromembership   Check out Greg’s Book of the Month here: amazon.com/gp/product/B0GPSRHDPH   Chapters 1:38 Metric of the Month 5:49 Who is Heather Polinsky? 6:33 Polinsky’s Career Journey 12:06 Navigating Ownership Transition and Leadership Gaps 14:34 Emerging Traits for Future Leaders 18:15 Embracing Change in the AEC Industry 20:38 The Impact of Technology on AEC 24:25 Fostering a Culture of Innovation 31:44 Future Trends in the AEC Industry 34:56 Five Minute Fix 40:01 Book of the Month   Takeaways Heather Polinsky's career path emphasizes the importance of curiosity and taking risks.Leadership requires a different skill set than technical expertise.Assessing leadership potential involves understanding both interpersonal and intellectual capacities.Emerging leaders need commercial fluency and digital judgment.Technology, especially AI, is transforming the AEC industry.Creating a culture of innovation requires clarity and guardrails for experimentation.The industry must move from transactional to relational models with clients.Future leaders must understand the interconnectedness of various sectors.The gig economy is reshaping workforce expectations in the AEC industry.Structural changes in the industry will require agility and systems thinking.  Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney, Nadia Drozario, Daniel Cochlin Editor: Molly McElaney Special thanks to Arcadis CEO Nominee Heather Polinsky and Riverside FM!

In this conversation, Joe Viscuso, the Director of Strategic Growth at Pennoni, discusses his career journey, the role of technology in the AEC industry, and the challenges firms face in adopting new technologies. He highlights the importance of innovative solutions, particularly in road analytics, and emphasizes the need for the industry to adapt to a data-driven future. The discussion also touches on the competitive landscape of mergers and acquisitions and the evolving value proposition in the AEC sector. Not a PSMJ PRO member? Learn more here: www.psmj.com/psmjpromembership   Order the Quarterly Market Forecast here: https://www.psmj.com/surveys/quarterly-market-forecast-2/   Check out Greg’s Book of the Month here: https://www.amazon.com/Company-We-Keep-Reinventing-Community/dp/1931498733   Chapters 1:12 Metric of the Month 5:58 Who is Joe Viscuso? 9:01 Joe’s Career Journey & M&A Experience 10:44 The Role of Technology and Innovation in AEC 12:32 Challenges in Technology Adoption 13:53 Is Every AI Tool a Fit for Your Firm? 15:21 Case Study: AI for Road Analytics 18:39 The Future of Data and Predictive Analytics 22:01 Using AI for Data and How AEC Can Evolve 25:12 2026 Projections (Just for Fun) 26:06 M&A Activity & PSMJ’s M&A Summit 28:46 Five Minute Fix 34:45 Book of the Month Takeaways   Joe Viscuso's role focuses on growing the top line of Pennoni.Pennoni is 100% employee-owned and has grown significantly.Technology plays a crucial role in client offerings and project delivery.Adoption of technology is influenced by generational changes in the workforce.Public sector clients are often more resistant to adopting new technologies than private clients.Innovative road analytics technology improves objectivity in road condition assessments.Data is a valuable asset that the AEC industry has yet to fully monetize.Predictive analytics will play a significant role in the future of the industry.M&A activity remains competitive, with firms needing to be forward-looking.The industry must shift from selling hours to providing value-based solutions. Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney Editor: Molly McElaney Special thanks to Riverside FM!

In 2025, the fastest-growing civil engineering firm Pape-Dawson acquired 6 firms and promoted 19 employees. President Trey Dawson joins PSMJ Resources President Gregory Hart to explore how his Pape-Dawson has achieved growth and success.   Pape-Dawson has been listed on PSMJ’s coveted Circle of Excellence for 13 of the past 14 years. This award recognizes superior financial and operating performance across 8 key performance metrics. Additionally, Pape-Dawson earned the No. 69 slot on Engineering-News Record’s ENR 500 list of the largest engineering firms, up from No. 93 on the list in 2024.   So, how do they do it? How does Pape-Dawson achieve industry-leading results year after year? They’ve navigated generational change, private equity investment, geographic expansion, and more…yet they still continue to deliver consistent results and stand out on so many dimensions. In this wide-ranging discussion, Greg and Trey touch on everything from strategic planning to project management to growth through acquisition to give you new ideas to start 2026 strong.  Complete the AE Financial Performance Survey for a chance to join the AEC Circle of Excellence 2026 here: www.psmj.com/SurveyParticipate   Register for the AEC M&A Summit 2026 here: www.psmj.com/aecmasummit   Not a PSMJ PRO member? Learn more here: www.psmj.com/psmjpromembership   00:00 Introduction to Pape Dawson Engineers 03:01 Growth Trajectory and Achievements 06:10 Family Legacy and Leadership Transition 09:06 Company History and Expansion Strategy 12:01 Diversification and Market Strategy 15:11 Future Growth and Acquisition Plans 18:03 Company Culture and Talent Management 20:10 Talent Acquisition and Retention Strategies 22:06 The Value of Mergers and Acquisitions 23:58 Client Relationships and Responsiveness 27:36 Operational Discipline in Growth 37:34 Preserving Company Culture During Expansion   Takeaways Pape Dawson has experienced significant growth, moving from a regional firm to a national player.The firm has been recognized in PSMJ's Circle of Excellence for 13 out of the last 14 years.Family legacy plays a crucial role in the leadership and culture of Pape Dawson.Expansion strategies include both organic growth and mergers and acquisitions.Talent acquisition and retention are critical for sustaining growth and stability.Responsiveness to clients is a core value that sets Pape Dawson apart.Operational focus and execution are key to managing growth effectively.Maintaining a strong company culture is essential during periods of rapid expansion.Assessing cultural fit is vital when considering acquisitions.Communication and engagement with employees help preserve the company's culture. Host: Gregory Hart Producers: Gregory Hart, Pete McPherson, Molly McElaney Editor: Molly McElaney Special thanks to Riverside FM!