A/E/C PRICING AND NEGOTIATIONS WORKSHOP
Detailed Course Outline
 

A. RAISING YOUR PRICES
Specific strategies to raise prices today
How to differentiate your practice so clients can’t price shop your firm
What new services to offer at very high prices

B. SMART MANAGEMENT OF THE PRICING FUNCTION
The role of the CPO (Chief Pricing Officer)
Avoiding the race to the bottom
Training your staff to seek adequate profit levels
Getting your Principals more interested in price

C. PRICING YOUR SCOPE
“Mini-Scoping” and how it can help you avoid hourly work
Six steps to follow before quoting a price to never lose
How to price reimbursables instead of marking them up
How to charge for travel time and expenses

D. CALCULATING VOLUME VS. YOUR MULTIPLIER
Is it better to charge a lower price and get higher volume?
Is it better to make more money by raising prices and risk losing work?
Valuable models that test volumes vs. multipliers

E. NEGOTIATING THE BEST DEAL
How to prepare yourself for every type of negotiation
How to find out the motives of your competition
Ethical ways to beat the client and keep the relationship
Techniques to practice on a real project during mock negotiation
Logistics: How to dress, what to start with and when to walk away

F. GETTING THE TERMS YOU WANT
Twenty-eight terms that force you to win
How one firm passes liability onto the contractor
Getting royalties on your designs for years to come
Never having to provide backup again

G. GETTING PAID FOR CHANGES
How to get paid for changes and how to get more for them
Contract terms that will cut losses during construction
How to share in your client’s profits
Simple ways to track change orders
What NOT to bring to the table when negotiating change orders
How to eliminate nearly all charges on change order disputes

H. JOINT VENTURE AND OTHER SPECIAL DEALS
Why you should NEVER do a cost reimbursement joint venture
Sharing CAD and swapping staff
The best way to subcontract with fellow professionals
Contracting a design/build job

I. THE WRAP-UP
Ten key things to do immediately upon your return to the office
Special terms for special deals
Teaching your entire staff to be cost-conscience
Motivating PMs to charge higher fees


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