You never know what’s about to happen when you answer a call from one of your best clients at 4:45 on a Friday afternoon. Some consultants (some of you who read these musings) avoid those calls on the statistically valid basis that nothing good will come of it, and whatever it is should be pushed off until Monday. Here at Atlas, though, we have a very different perspective. Our clients are capable, thoughtful, effective engineers and contractors. If one of them is calling on a Friday afternoon, they’re bound to have a pretty interesting problem. I answer those calls because I can’t stand the suspense of not knowing about interesting problems that need to be solved quickly.
Working through an 8-day shoring design in downtown Seattle reminded me how rapidly Atlas has grown because we embrace unexpected opportunities. We’re a strategic firm, but we use unconventional strategies that differentiate our practice from mainstream consultancies. Preparing to respond quickly to unexpected assignments is a strategic activity that facilitates opportunism, which we’ve shorthanded to Strategic Opportunism. The basic idea is that Atlas is always prepared to take advantage of the opportunities that our good clients bring. We always say yes, and we can always make good on these commitments. A great deal of planning and preparation goes into making us so capable on short notice.
The Boy Scouts are another organization that values preparedness as a component of having great adventures. The quote below, from the founder of Scouting, applies equally to all aspects of everyone’s lives, not just High Sierra backpacking trips. If you want to succeed under unique circumstances, you need to go into those adventures prepared.
- Taking a cue from the “10 essentials” that the Scouts use as their totem for preparedness, it seems that there might be a list of attributes or resources that indicate preparedness for engineering adventures. Here is my list of 5 essential things to cultivate or acquire in moments of calm so that you have the wherewithal to seize strategic opportunities when they arise.Financial Resources: It takes money to mobilize staff, acquire equipment, carry payroll costs, and generally produce solutions. Even our best clients take 15 days to pay our bills, and for some projects we can be $30,000 into a project in those first 2 weeks. Cash in the bank, headspace on the line of credit, and a personal relationship with a (local) banker make it possible for Atlas to start huge efforts right away.
- Open-ended Contracts: Contract negotiation distracts from working the project. We establish fair terms and conditions during calm periods so that we aren’t distracted by administrative functions when more interesting project work demands our attention.
- Collaborators Network: Most interesting assignments are multidisciplinary, and forming teams takes time. More importantly, established and durable relationships facilitate better designs and a tighter delivery schedule. Atlas has on-call contracts with an extensive network of collaborators having all manner of expertise. From map-makers to structural engineers, hardhat divers to corrosion specialists, We can form a team in an afternoon and all be at work the next morning.
- The Right Tools: Software is cheap these days compared to the cost of delay. So is sampling equipment. Invest in the tools that you need before you need them, and invest in training staff so they have the skill to execute their work when they’re most needed.
- Broad Industry Knowledge: This one is the most difficult. You need to understand your client’s priorities and concerns so that you can develop and implement their best solution in one go-round. Strategic opportunities are always unique; if they were mundane they wouldn’t be strategic, and some big A/E would be slowly grinding out whatever conventional design was required. Consistent interest in your clients businesses, collecting the knowledge that you need and becoming a valued team member, is time consuming and also the most valuable of these 5 essentials.
The Scout’s 10 essentials can be purchased in an afternoon, faster if there’s a Long’s Drugs next door to your nearest REI. And once they’re in your backpack you have them forever. The 5 essentials to being prepared for interesting engineering projects are not as simple, unfortunately, and require consistent investment. Making that investment has proven very valuable to Atlas, and I encourage everyone to adopt whatever aspects of this might best benefit your individual practices.