july2017

232 233 In the private sector, it’s usually relationship based; the industrial sector is a hybrid of those two. However, all clients pay attention to costs, and Duffield Associates is not immune, usually competing directly against one or more firms. Marcozzi speaks candidly about the future: “We’re a small firm with a diverse ownership group that is dependent on evolving ownership transition. The new Millennials don’t have the same mindset that the Baby Boom generation had, so we need to bridge that gap and have an active succession plan for transfer of ownership. Today, one of my largest challenges as the CEO is how to acquire these folks, integrate them, keep them loyal, and demonstrate to them that being part of an ownership team is in their best DUFFIELD ASSOCIATES, INC. long-term interest.We’re actively working in urban markets like Philadelphia and Baltimore because that’s where our young staff wants to live.” Climate change is also a real concern, es- pecially in low-lying Delaware, southern New Jersey, and eastern Maryland. Marcozzi explains, “Delaware issued a directive that all public proj- ects must consider the effects of sea level rise over the next 100 years. The challenge is there’s not full consensus on what that means.We’re all battling against tight budgets, and when you have discussions about sea level rise–particularly with ports, or beach replenishment, or inland bays that are directly affected–it’s very expensive.There’s an interest in doing the right thing and being proactive, but also the reality of determining how to pay for it. Sometimes it can double or triple the cost of a project. It forces a level of pragmatism, even within state agencies. In a region where half the state would be significantly impacted by a large storm event in a one meter sea level rise situation, it’s an important issue.” Recognizing its greatest resource is people, Duffield Associates fosters relationships in university communities to attract the best and brightest students, and considers the schools a vital supply chain partner. It also relies on environmental testing laboratories for envi- ronmental analytical work, works closely with a survey partner and specialty consultants, and long-term service partners in accounting and insurance. As business advisers, those insurance groups help Duffield break into different mar- kets, so they are somewhat synergistic. Marcozzi admits, “Our partners and staff are committed to the business of solving problems