A/E/C Principals Bootcamp

A/E/C Principals
Brought to you in conjunction with:
BOOTCAMP
High Powered Business Strategy for Principals
Reinvent Your Business Strategy at PSMJ’s
A/E/C Principals Bootcamp!
November 6-7, 2012
Crowne Plaza Toronto Airport
Toronto, Ontario
Our A/E/C Principals Bootcamp directly addresses your needs
and questions. Our leaders offer advice and case studies from
their own practical design firm experiences. We also spend time
discussing how the best firm leaders are adapting to the fast-paced
economic growth in our jurisdiction, and come away with ideas
and dynamic new approaches to the challenging times that your
whole firm can put into action right away—to increase your firm’s
viability and success.
“I wish I had taken this course 20 years ago!
Never had better training for management
— Michael McGuinness, Southern Regional Survey Manager,
Gorrondana & Associates, Inc.
www.acec.ca
www.acec.ca
Why PSMJ Resources, Inc.?
At this seminar you learn how to:
PSMJ instructors are hand-picked for their demonstrated success
in the A/E/C industry, so you can count on reliable, “real-world”
instruction from experienced pros who have been in your shoes
and speak your language.
1. Increase your labor multiplier to 5.0 or higher
2. Increase your profits by 25% without increasing
your staff
3. Open new branch offices
With more than 30 years of practical design firm experience, our
instructors are totally dedicated to sharing with you everything
they know to make your job easier and your firm more successful.
4. Transition from a Project Manager to a Manager of
Project Managers
Your Bootcamp Will Be Led by:
6. Prequalify your clients to weed out those who create
more headaches than profits
J. Tim Griffin; Tim is a principal with RMF Engineering, a multi-disciplined engineering firm, where he is branch manager
of an office and serves on the Board of Directors. He also serves
on the Board of Directors for the International District Energy
Association. He is the author of Winning With Millennials: How
to Attract, Retain, and Empower Today’s Generation of Design
Professionals which is written specifically for the Principals of
A/E firms.
Who Should Attend?
• CEOs/COOs/CFOs
• Principals
5. Develop a results-orientated 2-page marketing plan
7. Re-organize your project delivery to avoid losing any
of your good clients
8. Benchmark your firm against others of similar size
and type
9. Make your staff understand the importance of labor
utilitization
10.Write contracts that will reduce your A/R by at least
30 days
11.Become one of the top 10% firms to achieve operating
profits exceeding 30% of revenue
• Branch Office Managers
12.Motivate your best performers while eliminating
mediocre ones
• Associates
13.Plan your ownership transition
• Department Heads
• Senior Project Managers
Every bootcamp is designed to compress a wealth of knowledge
and insight gained from decades of real-world experience into
two information-packed days. These are the must-know strategies
and must-have techniques of today’s most successful principals—
highly practical advice you’ll find plenty of opportunities to apply
immediately upon your return to the office.
Innovate Now!
At PSMJ’s A/E/C Principals Bootcamp you learn new strategies
outside of conventional approaches to boost your firm’s
performance. This two-day seminar packs an interactive agenda
tackling business fundamentals crucial to leading and growing
your practice.
Strength In Numbers
Leaders know the #1 priority is your people. With this theory in
place —success is inevitable!
It starts with a great strategy for success. Another key component
— is to empower your team. This accomplishes individual, group
and firm goals. Profitability increases — success follows.
“Tremendous seminar! Why Principals don’t attend
this program on a regular basis is beyond me.”
— Brian McRae, Location Principal, Lumos & Associates
Register Now for Principals Bootcamp!
What you can expect to learn... Seminar
Agenda
First, we tell you what to do to become a more effective principal, then, we tell you how to do it. Finally, you receive a CD with digital
tools to help you implement these strategies, and be effective now!
Strategy
Project Delivery
Leadership Development
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• Who are your future leaders?
• Improving your leadership skills
• Making your key people replaceable
• Incentive programs that really work
• A case study in successful leadership development
Determining your firm’s culture
Niche and commodity strategies
How to expand into new markets
Why 90% of design firms’ mission
statements are a waste of time
How to achieve sustainable growth
Developing an action-oriented strategic plan that doesn’t just gather dust
Establishing and communicating a
clear vision to guide your firm
Setting up a productive strategic
planning retreat
Linking company goals to personal goals
Business Development
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Your #1 business development priority: keeping your good clients loyal
How to do zero-cost marketing research
Pre-qualifying clients (instead of waiting
for them to pre-qualify your firm)
“Pull-through” marketing that will attract clients to your firm
A 2-page marketing plan everyone
will understand
Expanding work for your best clients
Beating large firms to win the big projects
Cross-selling all your services
Measuring the effectiveness of your
business development expenditures
Turning your PMs into your best
sales people
Organizational Structure
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What is a “market-based organization”?
The best organizational structure
for your firm
Getting multiple offices to work as
a single company
Getting the most from your Board
of Directors
Strong PMs vs. project assistants
How strong PMs and Principals should
work together
How many projects can a PM manage?
How to quickly develop more PMs
Managing liability and risk
Negotiating profitable contracts
Staying on top of your PMs’ projects
Becoming a Manager of PMs
Financial Management
• A simple financial model for A/E/C firms
• 6 ways to raise your multiplier to 5.0
or higher
• Benchmarking your firm’s financial
performance
• Profit pricing vs. volume pricing
• What is “value pricing”?
• How to increase your fees
(and get away with it)
• Impact of utilization rates & labor
multipliers on your firm’s profits
• Using your intellectual property to
dramatically increase your profits
• 10 ways to speed A/R collections
Human Resource Management
• Balancing workload and resources
• The PSMJ Rainbow Model© —
blueprint for a high-performance
organization
• Setting up the best salary structure
• Effective performance evaluations
• Retaining and developing your
people to their full potential
• Getting rid of your deadwood without
hurting morale or creating lawsuits
• Finding top-notch people in a tight
labor market
• How to get your top former employees
to come back to work for your firm
• An interview process that will yield
90% acceptance of your offers
Ownership Transition
• Why many ownership transitions
fail (and why others succeed)
• Keys to successful first-generation
ownership transitions
• “Earnings Clubs” vs. “Share
Appreciation Clubs”
• A 6-step ownership transition process
• “Phantom Stock”– the best kept
secret for motivating key employees
• What is your firm really worth?
• How to increase the value of your firm
• Best ways to finance your ownership transition
Your Personal Action Plan
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Developing your personal action plan
Prioritizing your action items
Setting target dates for each item
Finding the time to get them done
How to take this information back
to your firm
Register Now for
A/E/C Principals
Bootcamp!
The Hours for the Class are:
Day 1 – 8:30 am – 5:30 pm
Day 2 – 8:00 am – 3:00 pm
Registration Information
A/E/C Principals Bootcamp
REGISTRATION APPLICATION
November 6-7, 2012 • Toronto, Ontario (Photocopy form for additional registrations)
Day 1 – 8:30 am – 5:30 pm
Day 2 – 8:00 am – 3:00 pm
Conference Site and Accommodations
Crowne Plaza Toronto Airport
33 Carlson Court, Toronto, ON M9W 6H5
Tel: (416) 675-1234
https://resweb.passkey.com/Resweb.do?mode=welcome_gi_new&groupID=16089523
Hotel room rate: $119 single/double
Hotel reservation cut-off date: October 10, 2012
Registration includes:
•Attendance
•Complete instructions
•Workbook
•Reference materials
•Continental breakfast
•Lunch and breaks
Name
Title
Firm Name
Address
City
Province Postal Code
Phone Fax
EmailLicense Plate Number
4
o I am a member of the Association of Consulting Engineering Companies
Registration
Deadline: October 30, 2012
o $1,808.00 (HST included) per person for ACEC members
o $1,977.50 (HST included) per person for non-members
Discounts for group registrations:
*Three registrants from one firm – first two are regular price,
third person is half price
*Four registrants from one firm – first three are regular price,
fourth person is free
*Five or more from one firm – first three are regular price,
fourth person is free, every additional registrant beyond four is 25% off
Easy Ways to Register
M 130 Albert Street, Suite 420
Ottawa, ON K1P 5G4
T (613) 236-0569
F (613) 236-6193
E [email protected]
o Check enclosed for $______________ payable to the Association of Consulting Engineering Companies
Charge my:
o MasterCard o VISA
Credit Card # Exp. Date
/
Cardholder Name
Signature
If you do not receive an email confirmation before October 23, 2012, please contact Julie Jacquard at (613) 236-0569.
Cancellations received before October 23, 2012 will receive a full refund. Cancellations received after October 23, 2012
will be subject to a $200 administration fee.