The bidding and estimating seminar is a course designed for novices to the BSC industry and will show you a step-by-step approach for pricing your services in today's competitive marketplace. Attendees will receive an overview of the components that are part of every contractor's cost estimate, including how to properly determine supply and equipment costs, review the correct method for determining employer tax/insurance rates and outlining standard overhead costs to learn the use of technology to support this process.
Join Alex Goldfayn, author of the Wall Street Journal bestseller Selling Boldly and the award-winning Revenue Growth Habit, powerful seminar on knowing how good you are and behaving – and selling! – boldly. During this highly interactive seminar, you will learn how to deal with the fear of losing the sales by practicing how to obtain testimonials, ask for referrals, offer the customer more of what they can buy from you and how to follow-up on quotes along with proposals.
*Requires additional registration fee
Extreme Small Business Makeover
Eric Luke, President and CEO, Varsity Facility Services, and Shane Campbell, Director, Human Resources, Varsity Facility Services
As the times start to change so will your business. In this session, you will discover low-cost methods to bolster your recruiting, hiring, training and safety initiatives. You will view tangible, proven tools to enhance your operations and achieve an extreme business makeover.
Ways to Improve Your Customer Perception of Quality and Enhance Your Relationship with All Customers
L. Dana Weaver, Owner, L. Dana Weaver Consulting
During this session, learn multiple ways to improve your customer’s perception of your cleaning quality. You will be able to identify different things you can do to build a strong personal relationship with your key customer contacts. We will also discuss how to use the “successes” that came from developing strong relationships with your existing customers to help you sell and attract new customers. And lastly, we will discuss how to stay out of the “sales dilemma” of trying to outsell a poor retention percentage.
Claudia St. John, President, Affinity HR Group, Inc.; Jacob Monty JD, Managing Partner, Monty & Ramirez, LLP; Collie King, Founder and CEO, Kwantek; Toni Spinazzola, Chief Human Resources Officer, Harvard Maintenance; Chuck Stovall, Global Sales Director BSC/Property Mgmt, GOJO Industries, Inc. (Moderator)
Labor...how to attract, hire, retain and motivate our biggest asset. Join a team of your peers as they examine ways to attract, retain and manage employees and supervisors.
Get an Unfair Business Advantage With Today’s Hottest CRE Trends: Healthy Buildings and Occupant Wellness
Jason Lee, LEED AP O+M, Director of Sustainability and Process Optimization, Harvard Maintenance; Daniel Daggett PhD, Executive Director of Sustainability, Diversey; Steve Ashkin, President, The Ashkin Group; James Arbogast PhD, VP of Hygiene Sciences and Public Health Advancements, GOJO; Nathalie Doobin MBA, Owner, Harvard Services Group (Moderator)
In this session, attendees will gain an unfair market advantage that can increase client retention by understanding the BSC’s important role in building health and learning wellness strategies. There is an obvious shift in the commercial real estate market occurring as health and wellness in buildings plays a more prominent role in the design, construction and the maintenance of buildings. Attendees will learn how to become a BSC partner of choice by providing strategies that help building owners and property managers command a rental premium of up to 20 percent!
More Revenue Now: No-Cost Techniques for More Sales Now
Alex Goldfayn, CEO, Evangelist Marketing Institute, LLC
Alex Goldfayn, author of the Wall Street Journal bestseller Selling Boldly will take you through ten techniques your customer-facing people can implement immediately to grow sales quickly, easily and without cost. Alex will cover how to implement the BSCAI hub-and-spoke method of business growth. Alex will share best practices for closing the sale such as why calls are better than emails. Don’t miss out on the chance to gain valuable tips on how to grow your business through new and existing customers.
Olon Hyde CBSE, Director of Operations, Office Pride Commercial Cleaning
Part 1: Employee Communications
Learn why poor employee communication is so costly, as well as strategies for effectively communicating with all of your employees.
Part 2: Employee Motivation and Training
Discover strategies for getting off on the right foot with your employees during orientation, creating a top-performing workplace where everyone counts and developing incentive programs to keep company morale high.
Manpower Stabilization: Taking a Strategic Approach to Impacting the Retention and Turnover Problem
Tom Kruse, Senior Vice President, Mergers and Acquisitions, Marsden Services
Turnover and retention is a challenge plaguing the industry. During this session, a high-level overview will be provided along with a discussion that addresses four key areas: leadership mindset, recruiting, retention and data. Real-life industry examples of success and failures will be used and proven strategies to mitigate the challenges will be offered.
Scaling Up Foundation, Success Story, What's Next?
Chase Carlson, President, Pioneer Building Services
People, Strategy, Execution and Cash: the foundational principles to successfully scale any business. Take a deep dive into these four themes and gain the insight and direction necessary to lead your organization towards your BHAG! The presenter will share what he and his team are doing to disrupt the hypercompetitive Washington, D.C. market and how they’ve created a thriving culture built around tremendous growth.
Effective Recruiting and Hiring Techniques
Collie King, Founder & CEO, Kwantek; Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group, Inc.; Lorianne Bauer, SHRM-SCP, PHR, Human Resources and Safety Director, ESS Clean, Inc.
Hiring a distributed workforce that requires exceptional customer service can seem like an impossible task when the job market is tight, turnover is exceptionally high and you are faced with low employee engagement. Not having a strategic hiring and recruiting plan can pose a significant financial impact on your business. In this interactive session, explore challenges that exist with hiring at such a high volume in the building service contractor (BSCs) industry and how to begin using non-conventional ideas to attract and retain your team members. Attendees will learn how to identify, recruit, interview and hire the right candidates. The presenter will cover data on identifying the best candidates for long-term hires in order to reduce employee turnover and help your bottom line. Attendees will learn how to write a job posting to attract the right candidates, effective interview techniques to avoid the wrong candidates, and how to employ and retain.
Generate More Business Opportunities through Your Inbound and Outbound Sales Prospecting Efforts
John Schwepker MBA, Vice President of Sales, Abstrakt Marketing Group
Walk away knowing exactly what you need to do for your internal sales efforts to prospect for new clients. The speaker will show you how to identify your target market, build a customer profile, generate a qualified list, cleanse the list, introduce your company to potential prospects and how to nurture those prospects until they are ready to meet with them and ultimately become a new client. From an inbound marketing perspective, the speaker will teach you about the seven key components that are required to drive external business with qualified buyers to their website. This includes creating a sitemap for their website, how to build a website correctly and optimize it through organic and local SEO, how to use Google Analytics correctly, and how to optimize social media to drive web leads such as Facebook re-targeting and LinkedIn.
Intro to Certifications
Parker Moore CBSE, Vice President of Contract Compliance, IH Services
Calling all contract cleaning supervisors, project managers, area managers and BSC professionals who are looking to advance their career and increase their profits. This session would provide an overview of the BSCAI’s RBSM and CBSE certification program outlining the steps to gain certification and the benefits to both the individual and company of attaining the certifications.
Ignite Session: Thinking Big, Scaling for Growth
Jordan Tong, CEO, Frantz Building Services / Elite Business Coaching; Pamela Washington, Founder and CEO, A1 Janitorial Services; Dorothy Askew, CEO and President, The Askew Group, LLC
This class will provide attendees with a framework to scale up their company and much more. Going from owner/operator in a single location to a multi-branch company with a high-level leadership team can be a daunting challenge. However, with the right strategy and mindset, this can be achieved. Learn a proven & structured system you can use (and delegate) to recruit, screen, interview, test, score, and rank applicants. Make offers to the most highly qualified candidates with confidence. Understand the choice you make between " pay now - or pay later" as you craft your hiring practices. Finally get control of this vital deliverable within your business - have the high performing workers to meet current and future demand.
Improving Operational Effectiveness and Profitability through Technology
Steven Harper MBA, President & CEO, Spectrum Building Services of Southern California
Attend this session to get an overview with specific examples of how technology can be used to help your company run more effectively and efficiently which will lead to increased customer satisfaction and profits. You will learn what technology can and cannot do for your company and best practices for selecting, planning and implementing technology solutions. You will hear how to prepare your organization and its processes to take full advantage of your chosen technology solutions.
President Trump’s Immigration Policies and National Origin Based Discrimination Claims: What Employers Need to Know!
Jacob Monty JD, Managing Partner, Monty & Ramirez, LLP
With the increase in immigration enforcement in the workplace, employer uncertainty continues regarding President Trump’s immigration policies and their effect on employee rights. This presentation includes: (1) an update on immigration law and employment verification process; (2) a review of discrimination claims based on national origin and citizenship under Immigration Reform and Control Act of 1986 (IRCA) and Title VII; and (3) practical advice to minimize employer liability.
Best Practices for Negotiating a Successful M&A Transaction
Mark Herbick, Founder & CEO, Pursant, LLC
When negotiating a strategic transaction such as an acquisition or sale of a business, there are best practices to follow which often differ from our unique natural style. For negotiations to be constructive and effective throughout the deal process, there needs to be a strategy that starts with proper staging of the potential transaction and then a well-mapped roadmap to carry the transaction over the finish line. In this session, we will discuss these best practices and relate them to actual transactions that have taken place in the building services sector. Attendees will learn how to negotiate the best deal possible while simultaneously keeping a healthy relationship with the other party.
Never Split the Difference
Chris Voss, Former FBI Lead International Kidnapping Negotiator
Join Chris Voss, former FBI international kidnapping negotiator and author of Never Split the Difference, as he shares counterintuitive communication skills for success. You’ll learn why ‘Yes’ is the last thing you want to hear and what makes ‘No’ the path to agreement.
The War at Work
Seth Mattison, Co-Founder and Chief Movement Officer, Luminate Labs
We are entering the greatest period of business transformation the world has ever known. The rigid models we’ve come to count upon for centuries are no longer reliable and in many instances, even considered relevant. The constant state of disruption we are experiencing mandates a bold new approach to leadership. This keynote presentation is designed to help you prepare to navigate a new business landscape where the pace of change is elevating and collaboration is the key ingredient to unleashing the innovation required to compete and win. Supported with cutting-edge research and category-leading case studies, Seth will prepare you for what is going to be required to compete and thrive tomorrow.
Pat Fragomeni, CBSE, Sr. Consultant, Concepts4, and Jeff Merrihew, Sr. Consultant, Concepts4
The seminar will introduce how strategic refinement of key processes can enhance productivity while maintaining, and in many cases improving quality.
Part 1: Simple Steps to Sustainable Productivity
Beginning with techniques for the evaluation of current productivity, followed by offering sound management principles and industry-proven methods to take production to the "next level."
Part 2: The Building Blocks of Productivity
Bringing together methods to evaluate current productivity, sound management principles and methods to take production to the next level will provide an insightful discussion on the long-term sustainability of productivity enhancement.
People Are the Heart (and Soul) of Any Successful Building Maintenance Provider
Barnett Gershen MBA, Owner and CEO, Gershen Consulting; Paul Greenland, CBSE, Managing Partner, OBP
In this session learn how to find, develop and retain the best employees! The presenters will provide ample information on what a good job description should cover, performance evaluations to monitor your employees' goals, onboarding plans and much more. Join our presenters as they help you improve your business and share best practices with you to take back with you.
Core Fundamentals of Marketing for BSCs Panel
Terell Weg, Director of Development, MSNW; Marc Collings, Senior VP of Sales and Marketing, Varsity Facility Services; Danielle Vidal-Johnson, Director of Marketing, 4M Building Solutions; John Ravaris, Senior VP of Sales and Marketing, Harvard Services Group, Inc.
In this session learn how to leverage your marketing, and develop strategies to attract customers and win business. Learn tips and tricks on how to be effective and efficient with your messaging tools without breaking the bank. From digital marketing to grassroots, you’ll hear what some top BSC companies have done to build their brand, expand market share and engage customers.
BSC Sales and Operations the Cowboy Way
Dave Prewitt CBSE, VP Sales & Marketing, McLemore Building Maintenance; Richard Rodriguez, Vice President, Operations, McLemore Building Maintenance
The speakers will discuss the path to developing strategies and the supporting tacticsto improving both sales and operations results for small to mid-sized BSCs. As Texas founded BSC managers, the presenters will tie concepts into Cowboy history, culture and practices. Specific concepts that will be covered in the session will include: how to set goals involving your team to help everyone steer in the right direction, developing an understanding of team members responsibilities in both sales and operations, how to set sales and operations revenue goals and other metrics, improving execution, how to adjust to changing conditions (sales and operations), and expanding your territory.
Increasing Employee Retention – Increase Your Profits Dramatically by Changing the Way You On-Board and Manage Your Front-Line Employees
Troy Hopkins CBSE, Area Developer, Office Pride Commercial Cleaning
The number one challenge in the commercial cleaning industry is employee retention. You must stop thinking about “employee turnover” and focusing on “employee retention” because people do not leave companies, they leave the manager/ culture. In this session, Troy takes one of the chapters from his book, Making Cents out of a Dirty Business – Survive and Succeed in Commercial Cleaning, and shares new insights on increasing employee retention from the hiring process to accountability. This high energy session will be a game changer in your business as Troy reveals new industry data from a survey he performed with over 3000 BSCs around the country.
Retaining Staff through Engagement
Greg Stump CBSE, Branch Manager, The Budd Group
During this session, the presenter will discuss the motivation factors for a non-skill employee to make a long-term career in the BSC industry. You will learn how to identify those key factors and create a culture within your management team to impact their direct reports.
Finding and Keeping Top Talent in a Tight Labor Market
Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group, Inc.
With the unemployment rate at historic lows and finding qualified employees increasingly difficult, it is now more critical than ever that building service contractors work to retain their top talent and reduce turnover at all levels of the organization. This session will provide an overview of the current labor market, will cover the critical components of retaining employees and will provide tips on how to improve overall employee engagement.
Participant outcomes include:
Ignite Session: Big Problems and How to Avoid Them
Thomas Wilkinson, CBSE, MBA, President, Advantage Maintenance, Inc.; Tim Murch CBSE, President and CEO, 4M Building Solutions
During this ignite session, the presenters will discuss how to prevent ghost employees, supervisors embezzlement along with keeping up on your tasks. The presenters will be able to share their own experiences on ghost employees and how to maintain their workload.
Do Your Best Thinking
Yasser Youssef, President, The Budd Group
Research says that we forget half of what someone told us, almost immediately after they’ve finished speaking. In this fast-paced, ever-changing world, focus is one of the biggest challenges facing leaders today.
How do we facilitate increased focus and more quality thinking time for ourselves and our teams? How do we treat each other while we are thinking? Thinking time can improve our relationships, strengthen communication and unleash our most creative and innovative ideas.
This peer-to-peer session will facilitate a process to do your best thinking and optimize focus for you and your team. You’ll learn the top components of a thinking environment and practice better-thinking processes in real time.
Mapping for Growth
Paul Senecal, RBSM, CBSE, SVP Sales and Marketing, GMI Building Services; John Ravaris, Senior VP of Sales and Marketing, Harvard Services Group, Inc.; Philippe Mack, Canadian Sr. Vice President, Customer Experience, Bee-Clean Building Maintenance; Matt Dillon, VP Business Development & Co-Founder, Nuvem Consulting
Mapping is the process of establishing a path to success, but often we have a hard time applying the principle to our organizations growth strategy. Growth is always top of mind and businesses are seeking ways to continually increase revenue. Join our panel of presenters as they discuss how customer relationship mapping, Customer Relationship Management (CRM) and customer growth all are all integral to a successful growth strategy. They will touch on customer lifecycle management, how you increase revenue with your existing customers and the value that CRM brings to your business.
Building Service Contractors Association International
330 N. Wabash Avenue, Suite 2000 | Chicago, IL 60611-4267 | Phone: 800-368-3414 | Fax: 312-673-6735 | E-mail: email@example.com