MAY 18, 8:00 a.m. - 4:00 p.m.

Instructors: David Ashcraft/Troy Aichele

You have to make hundreds of calls to get just one appointment with a new prospect, so don’t lose the opportunity to win the business because of a bad presentation. Whether you present individually or as part of a team, you will take away specific tactics to improve your presentation skills.

• Presentation preparation, awareness, techniques and leadership

• How to present verbally, with PowerPoint, whiteboard and/or supporting materials

• Reducing distracting appearance and auditory behaviors.

• How to improve your presentation leadership and ability to influence

• Connect with the audience

• Proven approaches to get your presentation off the ground and to land it effectively

• How to tell a better story – Pictures are worth a thousand words, stories are worth a thousand pictures

*Please Bring Your Laptop: Portions of the class will be digitally recorded and can be downloaded to your laptop.

MAY 24, 8:00 a.m. - 4:00 p.m.

Instructor: Keith Rahn

Sub-Contractor and Vendor Coordination:

Early in the bidding process, your subcontractors and vendors need to be identified. Coordinating their scope of work is extremely important to developing a competitive bid.

Laboring Techniques:

The best contracting firms have an excellent understanding of their labor productivity. We will examine how the MCAA Labor Estimating Manual is utilized, and how known productivity rates can be used in labor costing and how an effective crew mix can make you competitive.

Finalizing the Estimate:

Attendees will apply previously learned estimate techniques to their own project estimate given in the class. Bid time pressures and how to better control them will be discussed.

Delivering the Bid:

A good competitive price and a well-written proposal is essential to getting the work. We will look at developing a clear scope of work and a professionally formatted proposal letter.