b'NATIONAL SEMINAR PROGRAM CATALOGUEBUSINESS MANAGEMENTIdeal Jobsite Inventory Levels Inventory cost is the second largest expense to contractors. Poorly planned or poorly HALF DAY AND ONE DAY SEMINARS managed material on the jobsite is known to dramatically increase man hours and labour cost by as much as 40%. By exploring the practices of other inventory How to Avoid Claims and Increase Profitsintensive businesses and the principles guiding material procurement, movement Everyone would love to avoid claims, but who wants to lose profit on the job? Thisand availability, a contractor can develop and implement practices which result in one-day program focuses on avoiding claims, and increasing profits through betterimproved or even ideal inventory cost management and control. (One Day) Change Order procedures. In the morning, participants learn to Read between theInstructor: Dr. Perry Daneshgari or Philip E. Nimmo IV Lines before the deal is done, and how to protect their interests in a cooperativeAttendees: Principals, Middle Management, Project Managers, manner. The afternoon is spent learning how to improve your ability to priceSupervisors, Foremenchanges on the job by recognizing the often missed components of the actual cost of the change. By recognizing these components, and explaining them to theBusiness Networking Workshop client professionally, you greatly increase your chances of having your project be Successful business networking is a social skill that will allow you to stand out from a success! (One Day)the crowd while you develop an ever expanding range of valuable business and Instructor: Dr. Awad Hannapersonal contacts. Like any skill, business networking can be mastered with practice Attendees: Principals, Senior Management, Middle Management,and persistence. It takes time to perfect and become comfortable in networking Project Managers situations but the results far outweigh the effort for anyone who is serious about their career. This workshop has been designed for those of us who find networking Procurement Chain Managementat meetings or other business-related events challenging. It will be most valuable This workshop is designed to provide the knowledge to assess both the weaknessesfor anyone who would like to feel more comfortable in social business situations, and strengths of procurement management practices. Procurement in theknow how to plan for and to get the most out of business meetings and events, and construction industry has primarily been a function of the specialty contractor.leave others with a lasting positive impression. (Half Day) A few general contractors have attempted to purchase material directly fromInstructor: Jim Baston, BBA Consulting manufacturers. The hidden costs and the other effects of direct purchasing onAttendees: Principals, Senior Management, Middle Management, owners up to now have not been clearly defined. By reducing the costs associatedProject Managers, Accounting, Estimators, Supervisors, Foremen, with procurement, mechanical contractors will be able to outperform theirSales, Marketingcompetition and dramatically increase profits. Topics include: prevailing and alternative models of procurement chains; procurement cost drivers; a newMaking the Numbers Work and more efficient procurement model; and how improved procurement canThis program offers detailed solutions to the number one problem encountered increase profits. The proposed new model suggests methods to eliminate wasteby contractors: failure to charge enough and know the numbers. More than and inefficiency in the supply chain. Mechanical contractors can capitalize onjust an accounting seminar, this program discusses how lack of income and the the procurement methods suggested in this model to more effectively work withstressful nature of business can affect family, personal, and professional life. The suppliers and customers. (One Day)subject matter makes this program ideal for owners, spouses, service managers, Instructor: Dr. Perry Daneshgariand partners of contracting firms. Topics covered: financial skills of running a Attendees: Principals, Senior Management, Middle Management,successful business, financial management, investigate what makes a contractor Project Managers, Supervisors, Foremen succeed or fail, how to set up your books, how to charge enough and leverage all your resources to drive profits, alter your business to fit your needs and Vendor Partnership in Mechanical Contracting Kick-off Workshoppersonality, track billable hours accurately and learn what price you should charge, This intensive working session is designed to establish the basis for the partnershipunderstanding and using ratios to drive more sales, the importance of account between the mechanical contractor and their distributor partner. The vendorreviews and how to use them to drive business, and proactive budgeting.(One Day) partnership approach has demonstrated significant cost savings for both partnersInstructor: Kevin Dougherty when they understand each others issues and work together to find solutions. Up toAttendees: Owners, Principals, Senior Management, Middle now, because of the typical adversarial relationships, the hidden costs and the otherManagement, Project Managers, Estimating, Sales, Marketingeffects of direct purchasing have not been clearly defined. By reducing the costs associated with procurement, mechanical contractors and their distributor partnersSelling Mechanical ServicesA Consultative Sales Program will be able to outperform their competition and dramatically increase profits.This seminar will teach you to sell the value of your company rather than defend Topics include operational models for contractors and distributors; procurementthe cost of your work. The program emphasizes professional sales and marketing cost drivers; in-depth understanding of the interfaces in the procurement process;strategies that you can put to immediate use to avoid the price shopping rat race. and issue resolution and procurement process measurement. This workshop bringsIdeal for anyone who sells mechanical services or presents your company. Topics together key mechanical contractor and vendor partner personnel so that everyonecovered: understanding selling basics, how everyone in your business sells your understands the purpose of the partnership and how it will work. (One Day)image, creating effective messages and literature, communicate more effectively Instructor: Dr. Perry Daneshgariwith the customer, how to build a market plan, develop a sales plan that will help Attendees: Principals, Senior Management, Middle Management,you grow into the future, developing point of sale professionalism, make the first Project Managers, Accounting, Estimators, Supervisors, Foremen,impression count for you, overcoming the most common objections, build trust Sales, Marketing with the customer, basics of cost-effective advertising, target to get the most for your advertising dollar, learn how to target the right customers, find the right customers Operation Model for Maximizing Profitabilitythat fit your needs. (One Day) This course addresses how to prepare for labour relations and new market realitiesInstructor: Kevin Dougherty such as reverse auctions and alternative procurement methods. The courseAttendees: Owners, Principals, Senior Management, Middle will also address principles that have increased productivity of: labour, projectManagement, Project Managers, Estimating, Sales, Marketingmanagement, office management, operational theories. Participants will learn the implementation steps for an Optimal Mechanical Construction Business Model thatContract LanguageWhat You Dont Know Can Hurt You will improve productivity and profits by better than 30%. (One Day)This seminar is a street view of construction contract language given from the Instructor: Dr. Perry Daneshgariperspective of a former contractor. Topics to be discussed include what contracts Attendees: Principals, Senior Management, Middle Management,are for, explicit and implicit language, the dirty dozenwhat they mean and Project Managers, Accounting, Estimators, Sales, Marketing how to modify, what standard subcontracts say, and the project manager/foreman partnership in protecting the company. Participants will be encouraged to bring contracts to discuss. (Presenter is not an attorney. Information given is for educational purposes only.) (One Day) Instructor: Kathryn Crosby Attendees: Owners, Principals, Senior Management, Middle Management, Project Managers, Estimating, Sales, Marketing, Supervisors, Foremen54 www.mcac.ca'