50,000Associate: $60,000Senior Associate: $70,000Project Manager: $80,000Senior Project Manager: $90,000Principal: $100,000+Industry AveragesRelative PositioningIndividual PerformanceSalaryMACRO/PERSONALHOW STAFF SALARIES ARE SET#PSMJTHRIVEEskew+Dumez+Ripple Architecture. Interior Environments. Urban StrategiesMICRO/PERSONALSTAFF UTILIZATIONName: John DoeTitle: Project ArchitectBudgeted Hours: 1,920Actual Hours: 1,800

#PSMJTHRIVE
Eskew+Dumez+Ripple Architecture. Interior Environments. Urban Strategies
SHARE FINANCIAL
INFORMATION WITH STAFF:
WHY IT PAYS AND HOW TO AVOID THE PITFALLS
Jenifer Navard
Principal/Director of Finance
Eskew+Dumez+Ripple
#PSMJThrive
#EDR_Design
#JeniferEDR

#PSMJTHRIVE
JENIFER NAVARD
Principal, Director of Finance
Eskew+Dumez+Ripple
30+ Years of Experience
Accounting Degree/CPA
Background in Diverse industries
Accounting Services (Audit/Business Acquisition)
School Bus/Transportation
Healthcare
Insurance
Oil & Gas
Manufacturing

#PSMJTHRIVE
ESKEW+DUMEZ+RIPPLE
NEW ORLEANS, LOUISIANA
DESIGN EXCELLENCE
ENVIRONMENTAL RESPONSIBILITY
COLLABORATIVE COMMITMENT
COMMUNITY OUTREACH
2014 ARCHITECTURE
FIRM AWARD
LOUISIANA STATE MUSEUM
Baton Rouge, Louisiana

#PSMJTHRIVE
YEAR FOUNDED
NUMBER OF EMPLOYEES
AVERAGE AGE
COUNTRIES REPRESENTED
UNIVERSITY PROGRAMS
REPRESENTED
LEED ACCREDITED TECHNICAL STAFF
LICENSED PROFESSIONAL STAFF
1989
49
37
5
47
67%
54%

#PSMJTHRIVE
ESTUARINE HABITATS RESEARCH CENTER
Lafayette, Louisiana - 1998
BEAUTY = PERFORMANCEBEAUTY = PERFORMANCE
EUI 85| 50% BELOW BENCHMARK
Exceeds AIA 2030 Commitment

#PSMJTHRIVE
TRANSPARENCY
JUST ANOTHER TREND?
OR A BETTER WAY TO RUN YOUR FIRM?
SHARING IS CARING
EASIER SAID THAN DONE
LOOK BEFORE YOU LEAP
+

#PSMJTHRIVE
• PROCESSES ‐ TRANSPARENCY
“A LACK OF TRANSPARENCY RESULTS
IN DISTRUST AND A DEEP SENSE OF INSECURITY.”
DALAI LAMA
“A LACK OF TRANSPARENCY RESULTS
IN DISTRUST AND A DEEP SENSE OF INSECURITY.”
DALAI LAMA

#PSMJTHRIVE
GUIDE THE
CONVERSATION
SHARING IS CARING: BENEFITS
BETTER
DECISION
MAKING
STAFF GROWTH
& MENTORING

#PSMJTHRIVE
consequences
context
impact
choices
WHY?
fees
budget
money
costexpense
benefit
revenue
profit
resiliency
retention
succession
planning
BETTER DECISION MAKING

#PSMJTHRIVE
STAFF GROWTH & MENTORING

#PSMJTHRIVE
If you are not providing information and
context, your staff will make up their own
facts and act on what they THINK is
happening.
GUIDE THE CONVERSATION

#PSMJTHRIVE
If you are guiding the conversation,
you will provide information that will
help staff understand the firm’s
strategy and process
GUIDE THE CONVERSATION

#PSMJTHRIVE
WHAT TO SHARE ?
HOW TO SHARE ?

#PSMJTHRIVE
TOO LITTLE: Insincere façade
TOO MUCH: Lost in the details
JUST RIGHT: Trust and credibility
WHAT TO SHARE

#PSMJTHRIVE
NOT THIS!

#PSMJTHRIVE
START WITH THE STRATEGIC PLAN:
WHERE YOU WANT TO GO AND HOW YOU PLAN TO GET THERE
FIRM SIZE
GROWTH
MARKETS
EXPERTISE
DIFFERENTIATORS

#PSMJTHRIVE
FINANCIAL PROFITS:
HOW IS PROFIT USED, WHY YOU NEED IT

#PSMJTHRIVE
INCOME:
TARGETED EARNINGS & PROFIT

#PSMJTHRIVE
INCOME:
TARGETED EARNINGS & PROFIT
What are the primary slices?
How you decide what to spend?
How you decide what to spend?
How you manage firm resources

#PSMJTHRIVE
How you set fees
How you distribute fees
How you allocate resources
PROJECT INFORMATION

#PSMJTHRIVE
PERFORMANCE & COMPENSATION:
SALARIES, PERFORMANCE & LEADERSHIP EVALUATION

JUST HOW FAR SHOULD YOU GO?
USE GRAPHIC PRESENTATION

ANSWER THE RIGHT QUESTIONS

GUAGE APPROPRIATENESS

GUAGE APPROPRIATENESS
CONSISTENT, UNIFIED MESSAGE

#PSMJTHRIVE
MACRO/STRATEGIC
see Appendix A
USE OF NET ARCHITECTURAL FEES

#PSMJTHRIVE
MICRO/TACTICAL
see Appendix A

#PSMJTHRIVE
MACRO/PERSONAL
see Appendix B
GAP BETWEEN PAY AND HOURLY RATES

#PSMJTHRIVE
SALARY
INDUSTRY
AVERAGES & COL
ADJ
CONTRIBUTION
INDIVIDUAL
PERFORMANCE
RELATIVE
POSITIONING
MICRO/PERSONAL
see Appendix B
HOW STAFF SALARIES ARE SET

#PSMJTHRIVE
MICRO/TACTICAL
See Appendix B
STAFF UTILIZATION

#PSMJTHRIVE
TRANSPARENCY
JUST ANOTHER TREND?
OR A BETTER WAY TO RUN YOUR FIRM?
SHARING IS CARING
LOOK BEFORE YOU LEAP+

#PSMJTHRIVE
CRITICAL CONSIDERATIONS
BE HONEST
BE ACCURATE
EXPLAIN WHY IF YOU CAN’T SHARE
NO FLUFF OR PLATITUDES
TONE/ATTITUDE
ALLOW FOLLOW UP AND QUESTIONS

#PSMJTHRIVE
HOW & WHO
ALL-STAFF MEETING = ONE FOR ALL
ALLOW ADEQUATE TIME
PRESENTER TO BE FORTHRIGHT
KNOW THE MATERIAL
ALLOW FOLLOW UP AND QUESTIONS

#PSMJTHRIVE
WHAT HAPPENS IF THERE
IS BAD NEWS?
FIRST… LOOK AT PREVIOUS TWO SLIDES
CONSISTENTLY SHARING WITH STAFF
WILL GIVE THEM TOOLS TO UNDERSTAND
DON’T FOOL YOURSELF INTO THINKING THAT
THEY DO NOT KNOW SOMETHING IS HAPPENING

#PSMJTHRIVE
TELL THEM WHAT IS HAPPENING &
TELL THEM YOUR PLAN with as few platitudes as possible

#PSMJTHRIVE
USE FIRM HISTORY TO SUPPORT YOUR PLAN

#PSMJTHRIVE
“NEVER LET THINK THAT LACK OF
VARIABILITY IS STABILITY.
DON'T CONFUSE LACK OF VOLATILITY
WITH STABILITY, EVER.”
NASSIM NICHOLAS TALEB

#PSMJTHRIVE

#PSMJTHRIVE
Make sure you have conversations
with key staff to help them
understand their importance and
the ultimate upside
YOU WILL PROBABLY LOSE A FEW STAFF
BUT YOU ARE GOING TO ANYWAY…. AND WILL LIKELY BE STRONGER

#PSMJTHRIVE
OTHER CONSIDERATIONS
NEW STAFF:
How do you get them up to speed
CONFUSED STAFF:
you give them information and they
misunderstand or misinterpret
PHILOSOPHICAL DIFFERENCES

#PSMJTHRIVE
THANK YOU
Jenifer Navard
Principal/Director of Finance
Eskew+Dumez+Ripple
#PSMJThrive
#EDR_Design
#JeniferEDR

#PSMJTHRIVE
APPENDIX A
FINANCIAL CHARTS AND GRAPHICS

#PSMJTHRIVE
MACRO/STRATEGIC
NET ARCHITECTURAL FEE

#PSMJTHRIVE
MACRO/STRATEGIC

#PSMJTHRIVE
MACRO/STRATEGIC
MONTHL PROJECTED NET ARCHITECTURAL FEE

#PSMJTHRIVE
MICRO/TACTICAL

#PSMJTHRIVE
MICRO/TACTICAL
QUICK REVIEW – PROJECT NET ARCHITECTURAL FEE
A. Total Fee on Project $1,000,000
B. Consultants 35% 350,000
C. Net Architectural Fee 65% $ 650,000
D. Design Phases (SD thru CD) 70%
E. NAF for Design Phases $ 455,000
F. 10 Months D&D – monthly fee 3.0 OH 45,500
G. EDR Average Staff Pay w/ 3.0 OH Factor 16,800
H. FTE Supported 2.7

#PSMJTHRIVE
Competition
Competition

#PSMJTHRIVE
APPENDIX B
SALARIES

#PSMJTHRIVE
Responsibilities Carried
 Project
(Production/Design/Performance)
 Firm (Nurture the Firm)
 Business Development (Get Work)
 Community/Civic/Cultural
Engagement
Contribution
 Production
 Design
 Project Coordination
 Management
 Client Interaction
Special Skill Set
 Technology
 Design
 Building Performance
 Many other areas
CONTRIBUTION: WHAT YOU DO

#PSMJTHRIVE
Quality of Your Work
Is you work thoughtful, innovative,
creative and considered
Strategic Thinking
Are you thinking beyond the task at hand
Efficiency & Effectiveness
Meeting deadlines, timely production,
participating as a team member
INDIVIDUAL PERFORMANCE: HOW YOU DO IT

#PSMJTHRIVE
Project Capacity
Relative to others in the Firm and
Industry Standards
Level
Considering your ability to contribute
at the project and firm level – where
should your salary be?
As you become more experienced – these two factors
will have greater impact
RELATIVE POSITION: HOW YOU DO IT

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