SESSION 1: MOVE FROM TACTICAL TO STRATEGIC THINKING
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What You Learn: |
What You Get: |
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• Adopting "Big Picture" vision used by the most successful A/E/C Principals |
• Business Plan Template: A simple but effective annual business plan that you can complete in less than 2 hours • New Hire Cash Flow Template: How to estimate the cash flow impact of hiring new talent • PSMJ’s best-selling research report: “Best Practices for Strategic Planning in A/E Firms,” (a $297 value) • PSMJ’s checklist for successful strategic planning (including preparation, the retreat, and follow-up) |
SESSION 2: BACKLOG BOOSTING MARKETING AND BUSINESS DEVELOPMENT TACTICS OF THE BEST PRINCIPALS
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What You Learn: |
What You Get: |
| • How to get up-to-date market research on 55 different A/E/C markets…for free. • Which markets offer high profitability? Which markets tend to have low profitability? • How to get written, independent feedback from 100 of your most important clients for under $2,500. • How to pre-qualify good clients and cull out the bad ones. • How to deal gracefully with clients who aren’t up to your standards • How to submit fewer proposals and get more work. • How to turn your current clients into marketers who will help you get new clients. • Cross-selling and up-selling to your best clients. |
• PSMJ’s 3-D model of the A/E marketplace |
SESSION 3: DESIGNING A STRUCTURE FOR YOUR SUCCESS
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What You Learn: |
What You Get: |
• The 5 most common organizational structures in A/E firms
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• Organizational report card calculator
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SESSION 4: FINANCIAL MANAGEMENT SECRETS FOR CRUSHING YOUR PROFIT GOALS |
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What You Learn: |
What You Get: |
| • Why A/E is the least profitable professional services industry -- and how to change that • A simple model that shows how the money moves through your A/E firm • Why obsessing about chargeability won’t lead you to higher profits. • The 2 factors that combine to drive your firm’s profitability. • How some A/E firms use their Intellectual Property to consistently achieve a Direct Labor Multiplier of over 5.0 • Why your Intellectual Property is way more valuable to your clients than the hours charged by your people • Case studies of how other A/E firms use “Value Pricing”; and how you can use it to boost your firm’s profitability • How to set the optimum price for each of your major markets • 9 ways to increase your pricing (and get away with it) • What is “Net Revenue Deficit” and why is it so important to achieving high profitability • How your firm’s financial performance compares with similar firms and top performing firms |
• PSMJ’s latest data on the 3 factors that drive profitability • Worksheet to identify your firm’s Intellectual Property and develop a strategy to take advantage of it • PSMJ’s latest pricing data for the 9 largest A/E markets • Excel template: PSMJ’s pricing model to optimize your profits in each major market that you serve • Spreadsheet: How your firm stacks up on the 13 most important financial metrics |
SESSION 5: MAXIMIZING THE VALUE AND PRODUCTIVITY OF YOUR TEAMS:Hang onto Top Performers, Develop Them to Their Full Capabilities, and Recruit More Like Them |
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What You Learn: |
What You Get: |
| • How the top performing A/E firms balance workload and resources • Why employee turnover is increasing – and how you can buck this trend. • Smart compensation strategies for not overpaying or underpaying your professional staff • Why you should NOT adjust salaries based on cost of living in different locations (and how to use the “Wage Index” instead • The 4 factors that affect how management positions from PM to CEO should be compensated • How to employ flexible working arrangements to attract new talent, hang onto your current staff and cut overhead costs • Developing a bonus program that works for your firm • H.R. policies of the most profitable A/E firms • Recruiting the best and brightest new grads. • Recruiting Millennials that will fit into your firm’s culture. • How to find mid-level and senior-level professionals • How to recruit great talent in a virtual hiring environment • How to make sure candidates accept your job offers |
• PSMJ’s model for managing utilization proactively (instead of reactively) • PSMJ’s most recent data on employee turnover in the A/E industry • The most recent data available on the effects of the Covid-19 crisis on employment and wages in the A/E industry • Where to find the latest “wage index” data from the U.S. Department of Labor and Statistics Canada • PSMJ’s latest data that allows you to benchmark the effectiveness of your firm’s bonus program • PSMJ’s latest data comparing H.R. policies of the most profitable vs. least profitable A/E firms • Video: the difference between a “reward bonus program” vs. an “incentive bonus program” • Video: How Burns & McDonnell (a perennial “Fortune 100 Best Places to Work” award winner) successfully recruits Millennials |
SESSION 6: OWNERSHIP & LEADERSHIP TRANSITIONPreparing For, and Managing Through, Inevitable Change |
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What You Learn: |
What You Get: |
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• Why so many ownership transitions fail and why others succeed |
• Template for producing the worst ownership prospectus we’ve ever seen (i.e., how NOT to do it) • Sample of a Share Appreciation Rights agreement • Checklist of 73 terms you must consider in your buy-sell agreement • Top 3 Ideas Financial Improvement Impact Calculator • Online Master Class ROI Calculator • 1-hour consultation with one of PSMJ’s instructors (a $500 value) |
PLUS INTERACTIVE AND ENGAGING OFFLINE ACTIVITIES!
In addition to 12 hours of LIVE training in manageable 2 hour sessions, you have the option of adding offline activities that help you apply everything you've learned. Far from theoretical, "pie-in-the-sky" busy work, these are real-world tools that show you how your Master Class' most valuable formulas, processes, and proven strategies all fit together to craft the perfect strategic plan. Your Online Master Class instructors are always there to help you complete them, too.
