b'NATIONAL SEMINAR PROGRAM CATALOGUEProject Billings and Maintaining Positive Cash FlowInside the Great Mechanical Contractors:Maintaining positive cash flow is one of the project managers greatest challenges.How do the Great differ from the Good? The construction industrys standard billing and payment model is a formula thatThis course is primarily directed to business owners, principals, upper has the potential to create poor cash flow on almost every project. This sessionmanagement, senior leadership, senior personnel, etc. This session is not focuses on how the project manager, with planning, creativity, excellent projectprimarily directed to project managers, foremen or other project personnel. execution, and positive customer relationships, can regularly create positive projectBlake Wentz has been providing operational guidance, advice, training, and cash flow on most projects. (Half Day)consulting services to great (and good) mechanical contractors since the mid-Instructor: Blake Wentz1990s. Over the years he has identified numerous operational, organizational, Attendees: Project Managers and leadership practices which clearly differentiate great mechanical contractors from other contractors. Great mechanical contractors appear, to outsiders, to Selling and Marketing Construction Products and Servicesbe so consistently successful regardless of economy simply because they are Are your customers getting what they want from you? This program is targetedblessed, luckier, better connected, etc. Their long-term success is not so toward anyone who sells to contractors and other service businesses. Todayseasily explained. The truth is that they are built very differently, led very differently, sales professionals must go beyond social relationships with customers to developand have created very different corporate cultures than their good counterparts mutually beneficial professional alliances. Sales managers, inside and outsidewho seem to be less blessed, less lucky, and less connected. In this very lively salespeople, and business owners will benefit strongly from this hard-hitting and interactive session, John will explain and discuss the primary (and critical) and thought-provoking look at your relationship with your differences between great contractors and good contractors. Furthermore, he contracting customers. (One Day)will absolutely convince you that moving your company from good to great is Instructor: Kevin Doughertyprimarily a matter of changing your companys culture through your commitment Attendees: Principals, Senior Management, Middle Management,to change its leadership and structure. Good is easy, comfortable, and static Project Managers, Sales Great is difficult, exciting, and dynamic. Instructor: Blake Wentz Boosting Profits through Employee Cost AwarenessAttendees: Owners, Principals, Senior ManagementTeach your employees that every hour not working productively increases costs and decreases your companys chances for success. A program designed to helpProject Cost Control and Accounting NEWemployees understand the need for the company they work for to make a profitThis course focuses on the basics of Project Cost Controls versus the Accounting of and the difference between their wages and what the company charges is not profit.such projects and goes beyond the tangible resources of equipment, materials and This program takes a hands-on approach to teach rather than just tell and show;labour, for which project managers must work to preserve the financial margins attendees work through a detailed exercise showing them how they impact cost andthat ensure the projects viability. Students explore the fundamentals of accounting profitability. (One Day)and accounting functions with a view to maintaining accurate financial Instructor: Kevin Doughertyrecords for a project. Exercises and activities stress the cost control and oversight Attendees: Principals, Senior Management, Middle Management,responsibilities of managers. (Two Days) Project Managers Instructor: Mario Piccone Attendees: Principals, Senior Management, Middle Management, Enhancing Sales from the TopProject Managers, Supervisors, Foremen, Accounting, Estimators, Interested in building (and keeping) the perfect sales team? This programSales, Marketingwill address increasing your sales, sales management skills, sales productivity enhancement, sales benchmarks, sales training ideas, and motivational Succession Planning and Change Management NEWtechniques. This program is designed for anyone who manages salespeople and/ In todays economic climate, it is imperative that companies are not only high-or estimators, including business owners, service managers, sales managers, andperforming at present but have a projected plan of action for the years ahead. office managers. (One Day)Developing future candidates is simply smart business planning. A win-win for Instructor: Kevin Doughertyboth the employer and employee, the motive is simpleproactive organizations Attendees: Principals, Senior Management, Middle Management,train and develop high-potentials, preparing them for career advancement, thereby Project Managers fostering a culture of internal promotions and personal leadership development. The idea is not to simply name a replacement when an urgent or anticipated How to Get the Job at Your Priceneed presents itself but to identify the right person with the right skills, values and Tired of the bidding race and cutting your price to get the job? This seminar willcompany-specific knowledge to fill a vital position. This 2-day succession planning teach you to sell the value of your company rather than defend the cost of yourcourse will teach your attendees how to: Recognize the short and long term value work. The program emphasizes professional sales and marketing strategies thatof corporate succession planning; identify, develop and retain high-performing you can put to immediate use to avoid the price shopping rat race. Ideal for anyoneemployees for key leadership roles; attract top talent to your companyno matter who sells or represents your company to customers, including owners, estimators,how big or small; build urgent or foreseeable workforce staffing strategies to fulfill salespeople, and service and office managers. (One Day)an immediate or future requirement; keys to understanding a multi-generational Instructor: Kevin Doughertyworkforce; create a roadmap for success with a customized step-by-step result-Attendees: Principals, Senior Management, Middle Management,oriented action plan that attendees can put to work immediately! (Two Days) Project Managers Instructor: Mario Piccone Attendees: Principals, Senior Management, Middle Management, Project Managers, Supervisors, Foremen, Accounting, Estimators, Sales, MarketingMoney, Money, MoneyPrinciples of Construction Finance NEWManaging your business without financial forecasting is like driving your car by looking in the rear view mirror! Learn the fundamentals of finance in the construction business. In addition to Forecasting, topics will include Profit and Loss Statements, Balance Sheets, Cash Flow, Work-in-Process Schedules, Over and Under Billings, Tax consequences, and more. You can improve your bonding capacity, your banking relationship, and the value of your firm by learning more about what your financial statement says about your firm. (Four Hours) Instructor: Jim Bain Attendees: Owners, Project Managers, Office Staff56 www.mcac.ca'