A/E/C Pricing and Negotiations Workshop

Program Format: Live/Instructor-Led
Program Length: Two Days
Avg. Attendee Rating: 4.7/5.0
Registration Status: Open (Click Here to See Dates and Locations)

"Excellent workshop.  Lots of action items taken away."
- Mark Mikulin, Senior Project Manager, EEA Consulting Engineers

A/E/C Pricing and Negotiations Workshop

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It could be a project contract, a change order, or any other potential dispute brewing on a design or engineering project. Issues – small and large – like these pop up every day and you probably end up in the middle of them more often than not. Your client is putting intense downward pressure on fees and, in some cases, expecting you to accept changes for free. You are frustrated and anxious feeling like you don’t have the leverage or the power to push back. You worry that the client will walk and that you are putting the firm and your own financial well-being in jeopardy. Sound familiar? Or, perhaps your subconsultants are engaged in an endless effort to increase their fees leaving little (if any!) room left for you to make a profit.

Ever wonder if there really is a way to get the upper hand in negotiations? A way to get the fees (and respect) that you deserve…without losing the client (or subconsultant)? There is.

Our A/E/C Pricing and Negotiations Workshop is packed with 40+ years of proven strategies and tactics that the most successful architecture and engineering professionals are using to get results.

 

WORKSHOP DETAILS

RAISE YOUR PRICING

  • Specific strategies to raise prices
  • Differentiate your practice so clients can’t price shop your firm
  • New services to offer at very high prices

SMART MANAGEMENT OF THE PRICING FUNCTION

  • The role of the CPO (Chief Pricing Officer)
  • Avoid the race to the bottom
  • Train your staff to seek adequate profit levels

PRICE YOUR SCOPE

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

CALCULATE VOLUME VS. YOUR MULTIPLIER

  • Is it 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

NEGOTIATE THE BEST DEAL

  • Prepare yourself for every type of negotiation
  • Find out the motives of your competition
  • Techniques to practice on a real project during mock negotiation

GET THE TERMS YOU WANT

  • 28 terms that force you to win
  • How one firm passes liability onto the contractor
  • Get royalties on your designs for years to come

GET PAID FOR CHANGES

  • How to get paid for changes and how to get more for them
  • Contract terms that will cut losses during construction
  • Share in your client’s profits

JOINT VENTURE AND SPECIAL DEALS

  • Why you NEVER do a cost reimbursement joint venture
  • The best way to subcontract with fellow professionals
  • How to correctly contract a design/build job

Click Here for Complete Program Agenda


WHO SHOULD ATTEND

This Workshop is for anyone who touches the fee-setting process in an A/E/C firm.  Attendees include CEOs, Directors, Principals, Marketing and Business Development Directors, and Project Managers.

 

DATES & LOCATIONS OPEN FOR REGISTRATION

March 28-29, 2019 / Boston, MA
April 25-26, 2019 / Chicago, IL
May 2-3, 2019 / Las Vegas, NV
May 16-17, 2019 / Seattle, WA
June 20-21, 2019 / Nashville, TN

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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!

 

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.

 

EARLY-BIRD DISCOUNTS

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 $350! 

- When you register between 30 and 59 days before a program date, you SAVE $150!

 

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 Attendees = 15% Off Each Attendee

If you have 15 or more attendees or you are seeking out improvement and change at an enterprise level, check out our cost-effective and flexible 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 #0003546).  For more information, please contact our education team at (617) 965-0055 or education@psmj.com.

 

WORKSHOP HOURS

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

 

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 and Negotiations Workshop. Complete hotel information, including room rates and cut-off dates, can be found here.  

 

ADDITIONAL DETAILS

Dates, Locations, and Hotel Information

Detailed Course Outline

About Your Instructors

Workshop Reviews

Refunds/Cancellations

 

STILL HAVE QUESTIONS?

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

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