A/E/C BRANCH OFFICE OPTIMIZATION ROUNDTABLE
Detailed Course Agenda 

A. COMPARATIVE STATISTICS
Why most branch office cold starts fail miserably?
What level of profit should be expected when?
Compensation data on Branch Office Managers

B. HOW TO OPEN A BRANCH OFFICE SUCCESSFULLY
Cold start vs. hot start—What works when?
Client perception vs. reality
Where to open branches and where never to open one

C. OVERCOMING THE ‘BRANCH OFFICE VS. MAIN OFFICE’ SYNDROME
Establishing principles of operation
Reporting relationships
How to create the right culture in a branch office
Worksharing between branch offices - Access to corporate marketing data by branch offices

E. FINANCIAL MANAGEMENT OF BRANCH OFFICES
Why you should not allocate corporate overhead to branch offices
Compensation and incentive compensation guidelines
Why profit center accounting kills cooperation between branch offices – and how to avoid this pitfall while still maintaining a high level of accountability
Financial Management System “do’s” and “don’t’s”

F. MARKETING THE BRANCH OFFICE
Proposal tactics - Avoiding dueling Branch Office Managers
Client relationship management

G. EXECUTING PROJECTS IN A BRANCH OFFICE STRUCTURE
Staffing assignments during proposal writing - Liability risks in a branch office structure
Access to BIM and other documentation tools
Communications between branch offices

H. CLOSING DOWN A BRANCH OFFICE
Metrics to determine when to close a branch office
Executing a closing strategy
Moving top talent to other offices without losing the
Not losing even one client in a close-down

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