Design Development

In this episode of Design Development, hosted by Rens Hayes of H+O Structural Engineering, we dive deep into the intricacies of marketing within the architecture and engineering sector, featuring Sarah Keane, Marketing Principal at HOK. HOK is a world-renowned architecture, engineering, and planning firm. Established in 1955, HOK distinguishes itself with a workforce of over 1700 across 26 offices on three continents. As Sarah shares her wealth of experience, we explore how a company of this size and prestige handles its marketing efforts, offers strategic insights, and leverages its brand reputation to maintain competitive advantage.Sarah delves into the unique aspects of marketing in the architecture, engineering, and construction (AEC) industry. She discusses the parallels and differences between marketing professional services and products in other sectors like tech and SaaS. The conversation touches upon the importance of pre-positioning, utilizing a diversified marketing approach, and ensuring that every client interaction aligns with the brand's values. Sarah emphasizes HOK's decentralized marketing model, how the firm tailors its strategies to fit various market sectors, and the significant role of internal clients—an often-overlooked aspect of marketing.Key Takeaways:Client Relationships: Building and maintaining strong client relationships is paramount, as repeat business often requires less marketing spend and offers higher returns on investment.Strategic Planning: Pre-positioning and early engagement in the pursuit process help ensure success, with marketing teams getting involved long before an RFP is released.Balanced Marketing Approach: Leveraging multiple marketing channels and digital platforms ensures comprehensive client engagement and maximum outreach.Internal and External Marketing: Marketing in the AEC industry involves significant internal coordination and aligning all employees with the brand's ethos and client service standards.Importance of Authenticity: Genuine connections and authentic client interactions are critical, as they build trust and can often be the deciding factor in winning projects.Resources:HOK WebsiteSarah Keane on LinkedInGraceworks - Mentioned for presentation coachingBook: Pitch Anything by Oren KlaffPodcast: Coaching for LeadersThank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Sean Kelly-Rand is the Managing Partner of RD Advisors, a private lender specializing in flexible financing solutions for residential and commercial real estate developers. With a rich career spanning roles at Lehman Brothers, where he underwrote several billion dollars worth of loans, and Madison International, where he launched the London office, Sean brings a wealth of financial expertise and global real estate experience. His journey from working with his real estate-agent mother in Boston to establishing a significant presence in private lending demonstrates his deep understanding of market dynamics and strategic financial planning.Episode Summary:In this compelling episode of Design Development, host Rens Hayes welcomes Sean Kelly-Rand, Managing Partner of RD Advisors, to delve into the nuances of private lending in the real estate market. This episode unpacks the unique aspects of private lending versus traditional bank loans, the importance of access to capital, and the strategic decisions that have shaped RD Advisors’ approach to real estate financing.The conversation kicks off with Sean explaining the distinction between hard money loans and private lending. He shares insightful anecdotes from his career at Lehman Brothers and Madison International, highlighting the lessons learned from the financial crisis and how they inform his current strategies. Listeners will gain an understanding of the operational model of private credit funds and the critical role they play in providing timely financing solutions for developers.Key Takeaways:•           Private Lending vs. Hard Money Loans: Sean clarifies the differences between private lending, backed by actual capital, and hard money loans, which often involve brokers without immediate funds.•           Operational Model: The discussion reveals how RD Advisors manages a diversified portfolio, ensuring risk is mitigated across various loans and regions.•           Impact of Historical Crises: Sean’s experience during Lehman Brothers’ collapse provides valuable insights into risk management and the importance of capital availability.•           Strategic Positioning: RD Advisors’ approach to cautious yet decisive lending in fluctuating markets highlights the importance of being prepared for economic downturns.•           Career Journey: Sean’s diverse roles in high-stakes financial environments enriched his expertise, informing his current success in private lending.Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Rens Hayes is the co-founder of H+O Structural Engineering and the host of the "Design Development" podcast. With a deep passion for creating high-powered organizations, Rens leverages his expertise in structural engineering to facilitate insightful conversations with top industry performers. He is a lifelong learner dedicated to improving the real estate development, design, and construction sectors by focusing on efficiency and optimal performance.Episode Summary:In this episode of "Design Development," host Rens Hayes delves into strategies to increase profit margins by 66% for architectural and engineering (AE) firms. By identifying and eliminating the two primary margin killers—rework and scope creep—Rens offers actionable insights that can also benefit the broader real estate and construction industries. This discussion ultimately aims to enhance both the financial health and the organizational culture of firms.Rens kicks off the conversation by framing the problem of commoditization in mature industries such as real estate and construction, where firms often compete on price rather than value. He explains how this pressure to reduce fees can negatively impact organizations, leading to excessive work without sufficient financial return. Rens uses real-world statistics and examples to highlight the scale of wasted efforts on rework and scope creep, driving home the point that improving efficiency in these areas can significantly boost profitability and morale.By diving into specific examples of rework and scope creep, Rens brings clarity to these often-overlooked issues. He provides a compelling argument for why firms must focus on reducing waste and improving operational efficiencies. The episode is a treasure trove of strategies for firms wanting to free up valuable time and resources, resulting in higher profit margins and a more motivated workforce.Key Takeaways:Identify Margin Killers: Rework and scope creep are significant drains on AE firms' resources, consuming up to 20-30% of productive time.Mature Industry Challenges: In mature industries like real estate and construction, firms often face commoditization, forcing them to compete on price, which impacts overall profitability.Importance of Efficiency: Reducing wasted efforts from 20% to 10% can lead to a 66% increase in profit margins, proving the high value of operational efficiency.Increased Employee Morale: Improved operational efficiency can reduce the need for overtime, thereby boosting employee morale and reducing churn.High-Value Task Focus: Freeing up 10% of wasted time allows firms to redirect efforts towards tasks that add greater value for clients and enhance the businesThank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Rens Hayes is the passionate and insightful host of "Design Development." With a wealth of experience in architecture and engineering, Rens has dedicated his career to advancing professional growth within the industry. He leverages his podcast platform to share invaluable lessons, engaging discussions, and expert advice to help individuals overcome career plateaus and achieve their professional aspirations.Episode Summary:In this episode of "Design Development," host Rens delves into the crucial topic of breaking through career plateaus. The episode aims to challenge conventional career-growth mindsets and provide tangible strategies to advance professionally.In a thought-provoking segment, Rens emphasizes the importance of judgment over time, referencing Naval Ravikant's insights from "The Almanac of Naval Ravikant." He draws analogies to illustrate how individuals can maximize their value by enhancing judgment and credibility. Rens also underscores the significance of refining weaker areas instead of focusing solely on already strong skills, thereby fostering continuous personal and professional development.Key Takeaways:Judgment Over Time: Leveraging superior judgment can significantly amplify one's professional value, especially in decision-making roles.Holistic Skill Development: Professionals should focus on improving weaker areas to become more valuable team members and leaders.Effective Communication: Managing every interaction, whether with clients or colleagues, can create compounding positive effects on one's career.Transitioning to Management: New managers must reframe their understanding of success, focusing on team development and strategic alignment with company goals.Embrace Lifelong Learning: Continuous learning and adapting to new perspectives can prevent career stagnation and promote growth.Notable Quotes:"In an age of leverage, judgment is far more valuable than time." - Naval Ravikant "If we only play to our strengths, we might never overcome our weaknesses." - Adam Grant"Every single conversation is an opportunity to leave a positive impression." - Rens Hayes"Success as a manager looks different from success as a doer; it's about developing your team and aligning with strategic objectives." - Rens Hayes"Lifelong learning involves challenging what we believe to be true and thinking differently to solve problems." - Rens HayesResources:Naval Ravikant's "The Almanac of Naval Ravikant"Adam Grant's "Think Again"Thank you for joining Rens Hayes on this week’s episThank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

CEO Eric Garrett discusses growing a $500M+ multifamily development business, unique site evaluation strategies, operational excellence, and expanding into various sectors like capital fundraising and restaurants. The conversation highlights lessons from his journey in banking and brokerage, hiring slow, leveraging technology for site selection, and the importance of company culture and strategic advisory teams.

Joe Walker is President and Principal-in-Charge at Walker Architects. Joe draws on 25 years of design experience to create engaging, sustainable, innovative spaces. As a leader, Joe prioritizes communication and clarity. Responsible for coordinating decisions and achieving consensus across large, diverse groups, he ensures that everyone is on the same page and speaking the same language every step of the way. His design and construction administration experience includes renovations and new construction of educational and research facilities, community centers, single- and multi-family residences, mixed-use buildings, municipal buildings, sports facilities, historic structures, and more throughout Florida. In this engaging episode of Design Development, host Rens Hayes converses with Joe Walker, exploring the intricacies of architectural design and the evolution of business leadership within the industry. Discover how Joe's philosophy of "agile design" has propelled his firm to exciting growth trajectories and how he masterfully combines industry insights with a growth mindset to navigate the complexities of real estate development, design, and construction.Joe Walker embarks on a deep dive into the concept of agile design, drawing parallels to flexible software development methods and discussing its application to physical spaces. With an emphasis on adaptability and multi-use spaces, Joe shares his experience and knowledge, expanding on the significance of designing with the future in mind. The episode traverses through Joe's journey from his days as a student at the University of Florida to founding Walker Architects during the throes of an economic recession.Key Takeaways:Joe Walker emphasizes the importance of "agile design" in architecture, which involves creating adaptable, multi-functional spaces that cater to changing needs over time.Relationships and reputation in the industry are pivotal, as evidenced by Joe's positive experiences with clients that helped launch his firm's success.Documenting processes is essential for scaling a business, but it doesn't have to be exhaustive—covering 20% of the most critical processes can yield 80% of the result.Transitioning from a doer to an enabler is crucial as a firm grows. Leaders should focus more on strategy, branding, and empowering their team.Joe Walker envisions his firm as a perpetual entity that extends beyond his career, emphasizing culture, legacy, and creating opportunities for all team members.Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Evelyn Lee is the founder of Practice of Architecture, a consultancy, and resource for small to medium-sized architecture and design firms. With a career that spans across various sectors, Evelyn has established herself as a forward-thinker in the realms of real estate development, architectural practice, and technology. After starting her career in architecture, she pursued an MBA, worked in the tech industry with notable names like Slack, and has been an editor and startup advisor. Her current mission is to advance the architecture industry by rethinking revenue streams and expanding services in her sector.Episode Summary:In this captivating episode of "Design Development," host Rens Hayes engages in a thought-provoking conversation with Evelyn Lee, a multi-faceted professional dedicated to transforming the world of architecture and design. The discussion delves into the common organizational pitfalls in the design industries and explores Evelyn's passionate efforts to innovate and improve the field of architecture through her unique blend of experience in technology and operations.Evelyn discusses her journey from architecture into the tech world and back, bringing with her insights from outside the industry to tackle the cyclical challenges faced by architectural firms. Rens and Evelyn touch on the importance of personal branding and how being a vocal thought leader can attract opportunities for growth and development. Later, Evelyn shares her perspective on the future of architecture, emphasizing the need for the profession to evolve operationally and culturally to remain relevant and impactful.Key Takeaways:Evelyn Lee's professional path highlights the importance of cross-disciplinary experience and leveraging skills from outside industries to drive change within traditional fields like architecture.Addressing the typical organizational flaws in architecture requires rethinking business models to create more stable revenue streams and expanded services.Personal branding and being proactively engaged in a professional community can lead to exciting opportunities, such as advising startups.The tech industry offers valuable lessons in leadership, culture building, and operational efficiency that can be applied to modernize architectural practice.There is a significant opportunity to elevate the role of architects in society, aiming to have them more involved in early stages of project planning and governmental decision-makingThank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Frank Lazaro is a seasoned professional whose career trajectory has spanned various technology sectors, from the early days of dial-up Internet to sophisticated applications of Artificial Intelligence (AI) in marketing. With a background in political science and technology, Frank found his true passion in marketing and the analysis of human purchasing behavior. His vast experience includes pivotal roles in tech giants like Deloitte and mobile industry leaders such as Cingular Wireless, which later became AT&T. Frank’s entrepreneurial spirit led him to found the AE Marketer, a company that assists businesses in harnessing AI for marketing and business development. He is also the author of the book “Let Me Be Frank With You,” which provides insights into corporate life and navigating office politics.Episode Summary:In this engaging episode of Design Development, host Rens Hayes engages in a stimulating conversation with Frank Lazaro, a distinguished AE marketer with a unique blend of political science and technology in his background. The episode is a treasure trove of insightful discussions on the evolution of marketing, the role of AI in optimizing business processes, and the psychology behind effective sales and marketing strategies.Frank Lazaro shares his journey from a political science graduate to a marketing and product tech expert, highlighting his experiences in various industries and ultimately landing in the AE space. He emphasizes the role of AI in modern business practices and its potential to change the design, real estate development, and construction landscape. Dive into essential topics like the integration of AI in content generation, proposal efficiency, and leveraging technology to drive sales and marketing.Key Takeaways:AI in Marketing: Discover how AI is revolutionizing marketing strategies, enhancing personalization, and enabling businesses to tackle mundane activities more efficiently.Career Journeys: Frank Lazaro’s career transition from political science to tech and marketing exemplifies the value of adaptability and continuous learning in today's dynamic job market.Productivity through AI: AI tools can significantly boost productivity by reducing administrative tasks, leading to increased billable hours and revenue for professional service firms.AI Integration: Understanding and incorporating AI into business operations is no longer an option but a necessity to stay ahead in the market.Content Creation with AI: AI's capability to create and edit marketing content in the user's voice can streamline and improve the efficiency of social media strategies.Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Michael Tilford is a seasoned real estate development professional with over 15 years of experience in the Boston area. His expertise encompasses areas from historical tax credits to large-scale developments like 121 Seaport and Eversource's underground substation in Cambridge. Along with his business partner, Ian Hatch, Michael co-founded Fulcrum Land and Infrastructure in January 2023. The company specializes in the entitlement process for real estate development projects, aiming to leverage public benefit and private gain through thoughtful development.Episode Summary:In this engaging discussion on "Design Development" with host Rens Hayes, Michael Tilford takes us through his serendipitous journey from Spokane to Boston, shedding light on the intricacies of real estate development and the potential intersections of public and private interests. Having been part of renowned projects and firms, Tilford's rich narrative illustrates the evolution of his career and the prevailing dynamics of the real estate market.Tilford shares his experience in transforming urban spaces, highlighting his tenure at Boston Properties and the innovative solutions in developing the Eversource substation project. The conversation reveals the strategic mindset required to develop infrastructure projects within dense urban landscapes and addresses the critical role of community integration in the development process. With insightful anecdotes and hard-earned wisdom, Tilford and Hayes explore how commercial real estate can contribute positively to the civic realm.Key Takeaways:Michael Tilford has extensive experience in both the practical and financial aspects of real estate development, emphasizing the need for financial literacy in assessing project viability.The conversation uncovers the complexities of aligning public and private goals in real estate, particularly in dense urban environments like Boston's Kendall Square.Tilford's history with renowned projects like 121 Seaport and the Eversource substation underscores the transformative power of thoughtful urban development.The role of external conditions, such as the financial crisis and market cycles, greatly influences real estate development opportunities and outcomes.Fulcrum Land and Infrastructure, co-founded by Tilford, focuses on bridging the gap between necessary public infrastructure and private real estate development.Thank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/

Maureen McCaffrey is an experienced professional in the realms of construction, development, and investment management. She hails from a civil engineering background, having graduated from Worcester Polytechnic Institute (WPI), where she nurtured a passion for the built environment. Initially forging her career in heavy construction, McCaffrey expanded her expertise into commercial real estate development. She currently serves as a Director at the MIT Investment Management Company (MITIMCo), where she has been a key player in the life science innovation hub in East Cambridge and Kendall Square for over two decades. Maureen is also actively involved in women's leadership initiatives, specifically at WPI, where she's part of the Women's Impact Network.Episode Summary:In this engrossing episode of 'Design Development,' host Rens Hayes delves into the multifaceted world of real estate development with Maureen McCaffrey from MITIMCo. The expert discussion traverses through McCaffrey's storied career path, MIT's influential role in life sciences real estate, and broader insights into the challenges of higher education financing.Maureen McCaffrey shares her journey from a civil engineering graduate to a leader managing endowments and real estate assets. With keen insights, she reveals how MITIMCo strategically nurtures the East Cambridge environment alongside the academic institution. As they touch on topics from heavy construction to life science real estate, a portrait of resilience within a fast-paced industry comes into focus. McCaffrey's active participation in Crew and the Women's Impact Network at WPI underscores her dedication to mentorship and female empowerment within the STEM fields.Key Takeaways:McCaffrey's transition from heavy construction to MITIMCo provides unique insights into the execution aspects of life science real estate development.The discussion sheds light on the substantial financial requirements to run technology-focused universities, contrary to the common assumption that tuitions cover all costs.Maureen emphasizes the value of trade skills in addition to higher education, pointing out the significance of practical expertise in building and maintaining infrastructure.MITIMCo's strategic foresight positioned Kendall Square as a life science nexus, highlighting the interplay between education, industry growth, and community development.Women's leadership and the need for more female representation in STEM are central to both Crew and WPI's Women's Impact Network—groups where Maureen plays an influential role.Resources:Being Mortal (book by Atul Gawande)The Exceptions (book)Crew Network: CREW NetworkWomen's Impact Network atThank you so much for listening and thank you for joining the Design Development community. Don't forget to subscribe to hear about the latest episodes dropping every Wednesday. If this episode resonated with you, share it with a friend.Our goal is to help people in the industry identify opportunities for growth by sharing the journey of top performers. There is no one path. Success isn't a straight line. There is something to learn from everyone's story. Let's go!Leave your thoughts in the comment and reach out if you want to be valuable guest on the show!Design Development Podcast!Follow us on LinkedIn, Instagram & YouTubeFind out more at https://h-o.engineering/podcasts/