A/E/C Pricing & Contract Negotiations Workshop

The two-day workshop that gives you proven skills and strategies to drive more revenue and profit from every project

Program Format: Live/Instructor-Led
Program Length: Two Days
Avg. Attendee Rating: 4.7/5.0
Registration Status: Open

A/E/C Pricing & Contract Negotiations Workshop

Register Now for A/E/C Leadership Bootcamp

Want to get the upper hand in negotiations, command the fees and respect you deserve and keep clients delighted with your firm? This power-packed workshop combines PSMJ’s legendary A/E practice knowledge built over 40 years with the latest strategies driving superior results at firms just like yours in 2019 and beyond.

ACTIVE: You won’t sit and listen to an instructor for 2 days. This program keeps you engaged and stimulated with an expert facilitator committed to interactivity and inclusive discussions.

GROUNDED: You won’t be irritated with time-wasting, esoteric and impractical business strategies. Rather, you’ll be exposed to real-world case studies that show how A/E firms exactly like yours are winning the pricing and contract negotiation battles in 2019 – and crushing their revenue goals.

CONFIDENCE BUILDING: In two days, we guarantee you’ll have renewed confidence to push back firmly – and successfully – when current and potential clients try to use price and contract term demands to drive those concessions that put your bottom line at risk.

Past Attendee Reviews

"I love hearing ideas that flip my own perspectives and begin opening up new possibilities in my mind."

— Joseph Rydman | Senior Associate Architect | BCRA Design

"The workshop was very informative and helped me re-focus my attention to business and how to go about it."

— Robert S. Morrisey | VP | JRS Architect

"I love PSMJ training programs. I always feel like I leave as a wiser employee."

— Anita Atkinson | Dept Head | P&D Engineers

10 REASONS YOU CAN’T AFFORD TO MISS THIS WORKSHOP

  1. 28 new terms that bulletproof your contracts
  2. Learn a proven 6 step approach guaranteed to win negotiations
  3. Apply 12 ways to raise prices without losing clients
  4. Learn how to eliminate providing invoice backup
  5. Get must-use tips to reduce A/R collections by 50 days or more
  6. Gain negotiating strategies for winning government contracts
  7. Succeed in negotiating with clients who use boilerplate
  8. Change your approach to client relationships to build repeat business
  9. How to bundle high-value services to eliminate time accounting
  10. Real-world case studies that reveal new ways to overcome price objections

 

WORKSHOP DETAILS

Bootcamp Hours: Day 1 - 7:30 am to 5:00 pm | Day 2 - 7:00 am to 3:30 pm

Make this the year that you overhaul key business practices and reap the rewards. Over two interactive and engaging days, you learn how to transform your A/E/C pricing and contract negotiation strategy into a profit-generating engine that accurately reflects the premium value of your work.

ASSESS THE LANDSCAPE

Before mastering price and negotiation tactics, get a complete picture of A/E/C market realities in 2019 and beyond.

  • The latest trends that most directly impact your profitability, for better or worse
  • Differentiating your practice so clients can’t price shop your firm
  • Know your service life cycle position to keep subconsultants from squeezing your profits

FOCUS YOUR BUSINESS DEVELOPMENT

Are you wasting time chasing the wrong clients? Is your BD staff on the same page? Apply proven assessment tools to restructure your strategy and maximize effectiveness.

  • Targeting clients to increase win ratios
  • Selecting the right marketing strategy based on services and clients
  • Formulas that show you when to turn down an opportunity

RAISE YOUR PRICING

Raise your prices, or not? It’s a question that sparks anxious conjecture at A/E firms. Learn how to determine if it will result in lost projects and clients. And, if it’s warranted, proven ways to mitigate risk.

  • 4 winning strategies to raise prices
  • PSMJ’s proprietary model to determine your optimum long-term price
  • New services commanding premium prices

PRICE YOUR SCOPE ACCURATELY

Sometimes you don’t spot scope creep until you’re over budget and off schedule. But good news: we’ve got the steps to reduce your exposure and stay profitable.

  • “Mini-Scoping” and how it can help you avoid hourly work
  • Six steps to before quoting a price so you never lose
  • How to price reimbursables instead of marking them up

CALCULATE VOLUME VS. YOUR MULTIPLIER

Should you get more work or charge more for what you have? We’ll reveal counterintuitive new findings that change how you answer this critical question.

  • When it’s better to charge a lower price and get higher volume
  • By raising prices do you make more money but risk losing work?
  • Valuable models that test volumes vs. multipliers

Click Here to See Full Workshop Agenda



DATES & LOCATIONS OPEN FOR REGISTRATION

May 16-17, 2019 / Seattle, WA
June 20-21, 2019 / Nashville, TN

Register Now

 

IS THIS PROGRAM COMING TO YOUR ASSOCIATION?

We frequently offer our popular training programs in partnership with state and local association chapters.  These partnership programs are a great way to bring high-value and relevant content to association members and an easy way to generate non-dues revenue for associations!

If you would like to learn more about our association partnership programs, click here.

WHO SHOULD ATTEND

Your firm’s success depends on creating and adhering to a proven pricing and negotiation strategy across business functions while applying the latest best-practices. That’s why this program is tailored for those on your management team who want to drive dramatic revenue increases, including: CEOs, COOs and Managing Directors, CFOs and Business Managers, Partners, Principals, and Senior Project Managers.


TWO WAYS TO REDUCE REGISTRATION COSTS

Early-Bird Discount 
Our early-bird pricing makes it easy to save a few bucks on your registration and reserve a spot before a program fills up. Here's how it works:

- When you register 60+ days before a program date, you SAVE $400!

- When you register between 30 and 59 days before a program date, you SAVE $200!

Group Discounts
Discounts are available for 3 or more attendees from the same firm, attending the same program in the same city. Our group discounts are applied as follows:    

- A Group of 3 or More Attendees = 15% Off Each Attendee

If you have 15 or more attendees and want to learn about a cost-effective way to train your entire team with a program that is tailored to your needs and goals, check out our in-house training program options here.


CONTINUING EDUCATION CREDITS

This Workshop is AIA CES-registered to provide this content. This Workshop earns you up to 13 LU Hours, CEUs, or PDHs. Not all state and licensing boards accept these programs for learning units.

PSMJ is a registered provider with the Florida Board of Professional Engineers (provider #0007694). PSMJ is a registered provider with the Florida Board of Landscape Architects (provider #0002844 course #0007693). For more information, please contact our education team at (617) 965-0055 or education@psmj.com.

REGISTRATION BENEFITS

Your registration at this Workshop includes instruction, a workbook, unrestricted access to our Pricing & Negotiations Digital Toolbox (a $695 value), and continental breakfast, lunch, and coffee breaks on both days.

Of course, like all PSMJ programs, this Workshop includes our 100% money back guarantee. If, for any reason at all, you are not completely satisfied with the value that you receive from this Workshop, just let us know and we'll refund your registration fee. Every penny. No questions asked.


TRAVEL AND ACCOMMODATIONS

A block of sleeping rooms is reserved for PSMJ Workshop attendees at each location. To secure our negotiated group rate, please make your hotel reservation (not included with your Workshop registration fee) before the cut-off date and be sure to mention that you are attending PSMJ's A/E/C Pricing & Contract Negotiations Workshop. Complete hotel information, including room rates and cut-off dates, can be found here.


STILL HAVE QUESTIONS?

Do you have any questions about this Workshop? Contact our education team at (617) 965-0055 or education@psmj.com.

Register Now

ARE YOU A PSMJ MEMBER?

In addition to exclusive access to the best firm management content and a community of some of the most forward-thinking A/E/C minds, PSMJ members SAVE $100 on their registration for this event! Not a member yet? Learn more here.