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.
Finance: What to Expect if You are Growing from Small Business to Medium
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.
Claudia St. John, President, Affinity HR Group, Inc.; Jacob Monty JD, Managing Partner, Monty & Ramirez, LLP; Collie King, Founder and CEO, Kwantek; Moderator Chuck Stovall
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.
Healthy Green Buildings Panel
Jason Lee, Director of Sustainability and Process Optimization, Harvard Maintenance; Daniel Daggett PhD, Executive Director of Sustainability, Diversey; Steve Ashkin, President, The Ashkin Group
Jason Lee: Although green cleaning is now viewed as the standard within our industry, sustainability continues to evolve and now emphasizes health and wellness in the workplace environment. Join our group of diverse industry panelists for an interactive roundtable discussion to review latest trends.
Daniel Daggett: The prevalence of asthma, allergies, and other medical conditions that make building occupants sensitive to indoor air quality (IAQ) problems continues to increase, affecting at least 30% of the population. For BSCs, accommodating sensitive individuals in facilities can be a significant challenge. Indoor environments face a constant influx of pollutants such as dust, heavy metals, mold, bacteria, endotoxins, viruses, and allergens. Historically, the solution has been to use the most aggressive chemistry and cleaning methods to ensure the highest level of hygiene and cleanliness. Although routine cleaning can help reduce pollutants and pathogens, those cleaning products have also been shown to contribute to indoor air pollution in some situations. This session will examine some of the factors that can lead to IAQ problems, explore the role of cleaning, and identify best practices to address complaints from sensitive building occupants.
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.
Manpower Stabilization: Taking a Strategic Approach to Impacting the Retention and Turnover Problem
This session will take a high-level view of the turnover and retention problem plaguing our industry. The discussion will address 4 key areas: leadership mindset, recruiting, retention and data. Real life examples of success and failures from the industry will be used and proven strategies to mitigate the problems 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; Pasha Ostby SPHR, SCP-SHRM, HCS, CPP, Six Sigma, Human Resources Services Advisor, TEAM Software, 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, prospective the speaker will teach you about the 7 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
Ignite Session: Strategies for Scaling Up
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
Jordan Tong: The presenter will provide attendees with a framework to scale up their company. 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. In 10 years, the presenter's company grew from a single location, $1.5M operation to a 4 branch, $10M operation spread across 3 states. The presenter will share his story and teach others how they can do the same in their business using a simple 4-step framework: craft a vision, building a team, create a growth strategy and build a replicable/scalable model.
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 thework place, 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.
Retaining Staff through Engagement
Greg Stump CBSE, Branch Manager, The Budd Group
A discussion on the motivation factors for non-skill employees to make long term career choices in the BSC environment. The discussion will involve how to identify those key factors and create a culture within your management team to cultivate those factors with their direct reports.
BSC Sales and Operations the Cowboy Way
Dave Prewitt CBSE, VP Sales & Marketing, McLemore Building Maintenance
The speakers will discuss the path to developing strategies and the supporting tactics to 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.
Ignite Session: Big Problems and How to Avoid Them
Thomas Wilkinson, CBSE, MBA, President, Advantage Maintenance, Inc.; Paul Senecal, Co-Managing Partner, AffinEco, LLC; Tim Murch CBSE, President and CEO, 4M
Preventing Ghost Employees and Supervisor Embezzlement
If you don't think this is happening in your company, it probably already is. Attend this session to hear about what controls a BSC needs to put in place to prevent employee embezzlement. The session will also cover how applications are handled and how employee payments are made through direct deposit, paycheck or pay cards.
Keeping Up on Your Tasks
During this ignite session, the presenter will discuss the following: past due accounts and collections, how team member/employee recruiting and retention is done and customer retention/playbook play into effect.
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