Wednesday April 30, 2008 2:10—3:25 PM · Architectural Design Construction Documents Construction...
Transcript of Wednesday April 30, 2008 2:10—3:25 PM · Architectural Design Construction Documents Construction...
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In a Slowdown, Opportunity Knocks
for Smaller Businesses
Wednesday April 30, 2008
2:10—3:25 PM
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Opportunity Knocks for
Smaller Business
• Presented to:
• Milken Institute
• Presented by:
• Eric Zuziak, AIA, Principal, Director of
Design
• JZMK Partners
• www.jzmkpartners.com
• April 30, 2008
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Introduction
Current & completedproject locations:
• United StatesMainland
• Hawaii• Alaska• Mexico• Virgin Islands• Costa Rica• Puerto Rico• China• Egypt• India• Jordan• Morocco• Turkey• Dubai, UAE• Abu Dhabi, UAE
Comprehensive expertise
includes:
Land Use Analysis
Feasibility Studies
Site Planning
Resort Planning
Urban Design
Programming
Design Guidelines
Architectural Design
Construction Documents
Construction Administration
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Challenges in Marketplace
• Maintaining workload backlog in a retracting
domestic market
• Changing to international clientele/ structure for
delivery of services (shift in phase of work type)
• International collections AR days high
Domestic collections AR days now higher
• Fee erosion by competition in domestic markets
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Why Asia?
• Strong demand for Western concepts of community design.
American Architects in high demand abroad.
• Large growing middle class with access to capital
• Ability to expand scope of project types
• High Rise
• Resort
• Focus on quality of built projects
• Quick phase turnaround of project schedules
• Better potential margins with devaluation of dollar
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Web Presence
INTERNATIONAL
URBAN DESIGN
New Communities Neighborhoods ResortsSingle -Family Multi -Family Custom
Civic Education Recreation
SeniorHigh-Rise Resort
Urban Infill Base Re -Use Mixed -Use
Asia Americas Middle East
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International Opportunities
2003 Nanjing, China 2005 Dubai, UAE
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Geographic distribution of
revenue sources
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AR days outstanding
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International Marketing
• Reinforcing web presence to showcase
international project experience
• Traveling to where the work is. Adding meetings
with prospective clients onto workshop trips with
existing clients.
• Developing JV relationship in Shanghai, China
• Developing JV relationship in Dubai, UAE
• Opening small office in Vancouver BC
• Relationship building with key clients
• Giving project tours to visiting international groups
in So Cal
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Lessons Learned
• Technical expertise of Asian firms far more
sophisticated than before
• Outsourcing drafting and rendering services
overseas where possible
• International projects require large
“commencement fee” prior to start. Pay in advance
of phase. Mitigates AR aging issues.
• Streamline project delivery efficiency through
workshops in host country locations
• Focus on high value projects & clientele
• Negotiate solid terms and clear deliverables
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Restructuring Actions
JZMK DOMESTIC PHASE MODEL
• Restructured firm staff and size to shift expertise
more to design side. Flexibility of staff to multiphase
capabilities is key
• Coordination and communication with local
architect is critical
LAND PLANNING
BUILDING DESIGN DESIGN DEV.
JZMK INTERNATIONAL PHASE MODEL LOCAL ARCHITECT
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Opportunity Knocks
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Rafael Pastor
Chief Executive Officer
Vistage International
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The importance of looking
outside the United States
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Where do you spend money?
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Who are the people behind
the business?
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Investments are declining
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Confidence is declining
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Where is sales revenue going?
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Verne Harnish
Chief Executive Officer
Gazelles, Inc.
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Gazelles in business
"Every morning in Africa, a gazelle wakes
up. It knows it must run faster than the
fastest lion or it will be killed...every
morning a lion wakes up. It knows it must
outrun the slowest gazelle or it will starve
to death. It doesn't matter whether you
are a lion or a gazelle...when the sun
comes up, you'd better be running."
"Every morning in Africa, a gazelle wakes
up. It knows it must run faster than the
fastest lion or it will be killed...every
morning a lion wakes up. It knows it must
outrun the slowest gazelle or it will starve
to death. It doesn't matter whether you
are a lion or a gazelle...when the sun
comes up, you'd better be running."
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SummarySummary
• Control the Ink
• Focus On What’s Working
• Best Customers
• Go Global – Follow your customers
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Controlling the Ink
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Appreciative Inquiry
Focus on What’s
Working
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Life Line Exercise
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www.advancedcircuits.com
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The showroom
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www.rackspace.com
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Going Global
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Bias for Action
“On the plains of hesitation, bleach the bones
of countless millions, who, at the dawn of
victory sat down to rest, and resting, died.”
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