San Francisco, California
London, United Kingdom
This is a four-part series, that meets on January 11, February 8, March 8 and April 12, 2017. You may choose to sign up for individual sessions, or take all four sessions at a discounted rate. WARNING: the content of these sessions will challenge your company’s current processes. We strongly encourage leadership to join their team in the sessions.
Session 1: Wednesday, Jan. 11th; 8 to 10 am – Cultivating Your Relationships
This session will help attendees to assess their current relationships and identify the room for massive growth within. We will deliver a set of tools for unlocking that growth and attendees will leave with specific action items for implementing an account expansion plan. Win more work with your best clients!
Session 2: Wednesday, Feb. 8th; 8 to 10 am – Demonstrating Value & Win Without Being Low During this session we will debunk the myth that all general contractors buy is price and prove, with specific case studies, that everyone buys perceived value. Attendees will also learn strategies for modifying their approach depending on the owner/GC contract-type. We will then demonstrate a process for communicating and proving value to the GC, allowing attendees to leave with a plan for winning without having to be the low-price.
Session 3: Wednesday, March 8th; 8 to 10 am – Negotiation & Capturing the Project
Attendees will gain an understanding for the critical players in any project’s decision process, allowing them to leave with proven strategies for improving hit-rate. In addition, we will train and practice proven negotiation techniques that will help subcontractors to do more business at their target gross margin.
Session 4: Wednesday, April 12th; 8 to 10 am – Setting up the Relationship for Long Term Success The lifeblood of the subcontractor is the long-term successful GC relationship. Every one of the people attending this session has at least one fantastic GC client relationship that lands them consistent, profitable work. This session is aimed at creating the formula for duplicating our very best client relationships.
When & Where