"Success isn't about doing more, it's about getting clear."
If you’ve been in the AEC industry for more than a minute, you’ve probably felt it—that tension between “Let’s do something big!” and “We have no idea where to start.”
Recently, I joined Keelin Cox, CPSM, on the AEC Marketeer podcast to unpack that tension and dig into what it really takes to define success, create momentum, and move forward in a way that’s not just strategic—but sustainable.
Define it before you chase it
When I work with firms, I don’t start with timelines or tactics. I start with this question:
What does success look like for you?
- Is it market expansion?
- Is it client retention?
- Is it becoming known for excellence in your region?
Great.
But let’s make sure we’re defining that success clearly, so we know what we’re building toward—and why.
Vision without activation is just a poster
“Your people can’t activate around a vision they don’t understand—or see themselves in.”
It’s not enough to have a bold vision. You’ve got to bring your people along with you.
That’s why I encourage clients to pair senior leaders with emerging talent when rolling out initiatives. It’s part mentorship, part strategy—and a proven way to build internal buy-in across generations and roles.
Planning. In a time of disruption.
Let’s be real: the world isn’t waiting for you to catch your breath. Disruption is the new normal. That’s why planning now is not optional. Ask yourself:
- What’s changed in our firm or market?
- What hasn’t?
- What are our non-negotiables?
Use these answers to create a simple yes/no/neutral scorecard that becomes your compass for decision-making. That’s what keeps your strategy rooted—even when the market shifts.
Start small. Stay strategic.
“You don’t need 20 initiatives. You need one that works.”
If your firm doesn’t have the muscle (yet) for full-scale strategic planning, start where you do have influence. Pilot a client experience strategy in one office. Reframe your go/no-go process. Create one small win that models the kind of change you want to see. Then build from there.
Here are some ways to start small without losing strategic clarity:
Build around existing success
Identify an office, team, or leader who already excels—especially in client experience or retention. Use their existing momentum as a test case for new initiatives or pilot programs. Let success in one pocket inspire adoption elsewhere.
Reflect before you act
Before launching new strategies, pause and ask:
- What’s changed that’s prompting this shift?
- What hasn’t changed?
- What’s non-negotiable for us as a firm?
This reflection grounds your actions in reality, not reaction.
Use the Go/No-Go mentality beyond projects
You likely have a project go/no-go process—so why not apply the same approach to internal decisions? Hiring, new market pursuits, or even culture initiatives benefit from clear, intentional criteria.
Create advocacy through mentorship
Pair a senior leader with a rising star to co-own one initiative. This creates internal alignment and spreads ownership, making your plan feel like a shared effort—not a top-down mandate.
Run a debrief on everything!
We do it after proposals. Why not after launching a new office or sunsetting a service line? Successes and stumbles both deserve reflection—and firms that normalize learning are firms that grow smarter.
SUCCESS DOESN'T HAVE TO BE COMPLICATED.
Let’s break it down together!
At The Flamingo Project, our work is about making the complex make sense. Whether it’s through growth strategy, custom research, or one of our good old-fashioned office hours, we’re here to help you clarify your next step—and move toward it with confidence.
Because simple doesn’t mean easy. But it does mean possible.
No fluff. No pressure. Just clear, strategic thinking.
Listen to the full episode
AEC Marketeer podcast: Success, Simplified
Sarah Kinard, Head Bird of The Flamingo Project, joined the AEC Marketeer podcast to talk about simplifying success in times of disruption. From grassroots growth to strategic clarity, Sarah shares how firms can align their vision, empower their people, and chart a path forward—without overcomplicating the process. Listen in for practical insight wrapped in that signature Flamingo flair!