Agenda

November 18

November 18

8:00 AM - 5:00 PM
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ISSA Education

The ISSA Education package includes access to 60+ education sessions held during the ISSA Tradeshow North America at the Mandalay Bay Convention Center. All Contracting Success registrations include access to the ISSA Tradeshow.

November 18

8:00 AM - 11:30 AM
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Bidding & Estimating Seminar: 101-Level

Curtis McLemore, CBSE, CEO, McLemore Building Maintenance, and Steve Shuchat, CBSE,President, Clean All Services

The Bidding and Estimating 101-Level Seminar (Monday, November 18, 8:00 a.m. - 11:30 a.m. local time) is a seminar designed for leaders and sales professionals (<5 Years Experience) ready to make the leap from residential and specialty cleaning clients to commercial janitorial customers. This 101-level seminar is for individuals to Learn a step-by-step approach for pricing janitorial services for a commercial building.

 Highlights ot the session include:

•    Strategies for determining the time it takes to perform specific cleaning tasks. 
•    Best practices for using this information to determine the labor requirements (Micro & Macro) necessary to perform the work set forth in the janitorial specification. 
•    Understanding and computing industry norms of cost factors to determine pricing (Labor Burden, Overhead, Supplies, Equipment & Most importantly, PROFIT)

This seminar is an additional registration cost and does not come included in the one-day pass or full CS24 conference pass.

November 18

9:00 AM - 5:00 PM
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Registration Hours

November 18

12:00 PM - 4:30 PM
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Bidding & Estimating Seminar: 201-Level

Steve Shuchat, CBSE, President, Clean All Services

The Bidding and Estimating 201-Level Seminar (Monday, November 18, 12:00 p.m. - 4:30 p.m. local time) is a seminar designed for anyone looking to level-up their best practices on bussiness and take their skills to the next level. This 201-level seminar is for individuals who are operation managers, branch managers and/or small business owners. This seminar will help you with more complex facilities and projects developing skills including applying production rates, APPA standards, production rates, workloading, job costing, and much more. This seminar is an additional registration cost and does not come included in the one-day pass or full CS24 conference pass.

November 18

2:00 PM - 6:00 PM
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Plateaus of Growth

Blake Dozier, Owner, OnPoint Building Services, and Greg Buchner, CBSE, President/CEO, CleanOffice/PorterPlus

The Plateaus of Growth Seminar (Monday, November 18, 2:00 p.m. - 6:00 p.m. local time) is a course designed for anyone looking to grow their business (by $1M or $5M or even $10M) and take it to the next level. This seminar, brought to you by BSC industry professionals, will demonstrate a step-by-step guide to managing your company’s growth. This seminar will go in-depth on your company’s growth and how to expand within the build services industry. The Plateaus of Growth Seminar is NOT included in full-conference or one-day Contracting Success registration.

November 19

November 14

9:00 AM - 5:00 PM
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Registration Hours

November 19

8:00 AM - 5:00 PM
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ISSA Tradeshow Floor with Education Seminars

The ISSA Education package includes access to 60+ education sessions held during the ISSA Tradeshow North America at the Mandalay Bay Convention Center. All Contracting Success registrations include access to the ISSA Tradeshow.

November 19

10:30 AM - 12:00 PM
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Networking Roundtables Round 1

Join us for Networking Roundtables to connect with your BSC peers and discuss key topics. These roundtable sessions are facilitated by peers for peers. You’ll get to ask your questions and gain real-time responses from peers and industry leaders. The table topics will be confirmed shortly.

November 19

1:00 PM - 2:30 PM
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Productivity Seminar

Pat Fragomeni, CBSE, Sr. Consultant, Concepts 4

Sponsored by ProTeam

The seminar will demonstrate how strategic refinement of key processes will enhance productivity while meeting quality objectives.

Part 1: Simple Steps to Sustainable Productivity

Beginning with evaluation of current productivity; followed by offering sound management principles and industry proven methods designed to eliminate wasted time. The results lead to increased production and improved quality allowing for more competitive wages. 

Part 2: How Supervision and Operational Leadership Impacts the delivery of service and customer retention.

Understanding how operational leadership impacts every aspect of the customer experience from pricing, safety &  quality to increased retention.

November 19

3:00 PM - 4:30 PM
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Supervision Seminar

Jason Courtney, CBSE, Franchise Owner & CEO and Olon Hyde, CBSE, President, Office Pride Commercial Cleaning Services

Part 1: Employee Training

Improper training may be costing you more than you think. In part 1 of this seminar, you will learn how poor training is dragging down your company and you will learn some strategies to ensure your new employees get started on the right foot, creating a top-performing workplace.       


Part 2: Employee Communications

Most companies believe they do a pretty good job of communicating with their employees; but surveys show that it could be costing you some of your best employees. Learn communication techniques and best practices that will increase motivation and trust in your organization.

November 20

November 15

8:00 AM - 7:00 PM
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Registration Hours

November 20

8:00 AM - 4:30 PM
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ISSA Tradeshow Floor with Education Seminars

The ISSA Education package includes access to 60+ education sessions held during the ISSA Tradeshow North America at the Mandalay Bay Convention Center. All Contracting Success registrations include access to the ISSA Tradeshow.

November 20

9:30 AM - 10:15 AM
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Boosting Loyalty: Strategies for Employee Retention and Engagement 🎥

Charles Keenum, CBSE, Senior Vice President, and Ewa Lorick, Director of HR, The Budd Group

Discover current, proven and future looking strategies to enhance employee loyalty and engagement. Our presenters will discuss transforming your workplace into a thriving environment where top talent stays and excels. The presenters will unveil the secrets to creating a motivated, dedicated, and satisfied workforce. They will share everything they can to make your office and culture focused on loyality and longevity.

 

November 20

9:30 AM - 10:15 AM
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ABCs of the SCA: Critical Path Service Contract Act Training for Contractors

Nicole Atallah, J.D., Partner, and Sarah Nash, Partner and Practice Group Chair, Labor & Employment, PilieroMazza PLLC

For contractors and subcontractors providing services to the federal government, compliance with the Service Contract Act or Service Contract Labor Standards is required. Consequences for non-compliance include financial penalties and back wages, withholding of contract funds, and debarment from future contracts—each potentially triggering an audit and investigation by the Department of Labor.   To help contractors comply and avoid these consequences, this session covers key components of the SCA, as well as practical applications to take back to your company.   Learning objectives include SCA fundamentals; fringe benefit considerations; employee classification; application to remote workers; collective bargaining; ancillary executive orders (minimum wage, sick leave, non-displacement) understanding contractual obligations; and price adjustments

November 20

9:30 AM - 10:15 AM
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Generational Change: Successful Business Practices to Appeal to a Multigenerational Workforce and Client Base🎥

Aubrey Cain, VP of Marketing & Communications, Marsden Services

This session will focus on the transition that is occurring as Boomers retire and Millennials are increasingly entering leadership positions both in our workforce and as our clients. This session will aim to address the predominant expectations and preferences of both generations as well as answer the following and similar questions: how do employers attract Millennials without creating an environment that disengages Boomers? How do companies appeal to both Boomers and Millennials in marketing and sales efforts? How do companies communicate with a client base that is divided between Boomers and Millennials? How do companies leverage the strengths of both groups to prepare their business for future? How can leaders make sure the business is prepared to handle Boomer retirements and develop the next generation of leaders? As co-presenters, Pete and I will have two perspectives on this subject, representing both generations with two different areas of expertise.

 

November 20

9:30 AM - 10:15 AM
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Getting a Manager from Good to Great 🎥

Brad Madewell, President, Clean All Services, Inc.

This session will be about ways to approach and tackle the problems of an underperforming manager that you believe is still a right fit in their role.  We sometimes are very quick to dismiss a manager that isn't delivering results, but what if we took a more hands on approach?  Ideas & discussion on how to get more from them, open them up to new ideas, and get them on a better track to their own success within your company.

 

November 20

9:30 AM - 10:15 AM
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Breaking Barriers, Building Bridges: A DEI Revolution🎥

Raymond Hall, Chief Human Resources Officer (CHRO), Harvard Maintenance Inc.

Join us for a captivating breakout session that promises to transform the way you approach Diversity, Equity, and Inclusion (DEI) within your organization. In this riveting session, we will delve into innovative strategies and actionable tips that will empower you to drive meaningful change. Explore the dynamic landscape of DEI as we uncover the key principles and practices essential for fostering an inclusive workplace culture. Discover how to overcome challenges, navigate conversations, and champion diversity in all its forms. Our interactive session will provide you with tangible takeaways to implement immediately, ensuring you become a catalyst for positive change within your organization.

 

November 20

9:30 AM - 10:15 AM
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Funding M&A and Organic Growth in a Higher Interest Rate Environment

Mark Herbick, Founder and CEO, and Hal Katz, Managing Director, Pursant, LLC

We are in a market of higher interest rates and many business owners are seeking understanding on the best practices for acquiring the funding needed to support acquisitive and/or organic growth. The majority of companies with aggressive organic growth plans and/or acquisition plans will require new credit facilities or an amendment of their current debt financing arrangement. If you are a potential Seller, you need to understand and have confidence in the funding plans of your chosen Buyer, how their borrowing capacity affects your valuation and your likelihood of getting paid.
 
In this session, we will discuss the types of financing available to companies, with an emphasis on debt financing.  The various financing alternatives will be compared and contrasted including cost, availability, repayment timelines and other common deal terms.  We will then review common M&A financing structures and current debt multiples associated with new acquisitions.  We will also explain how to assess the amount of financing for which you may qualify, with or without an acquisition opportunity in-hand.

November 20

9:45 AM - 10:45 AM
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Refreshments + Exhibits

November 20

10:30 AM - 11:15 AM
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Achieving Better Growth: Insights from Simon-Kucher’s 4th annual Commercial Excellence Survey🎥

Dave Clement, Partner; Josh Weisberg, Manager; and Tom McClure, Director, Simon-Kucher

Join us for an exclusive presentation by Simon-Kucher, the global leaders in commercial growth strategy, in partnership with BSCAI. This session offers a unique opportunity to be the first to see the latest trends and insights from this year’s Commercial Excellence Survey. Simon-Kucher will delve into leading practices and share real-world examples on crucial commercial, pricing, marketing, and sales strategies. You will learn about actionable initiatives that your business can start implementing immediately to drive success. This presentation is designed to equip you with the confidence and tools needed to elevate your business’ commercial performance. Don’t miss this chance to stay ahead of the competition and network with industry leaders. Join us and take the first step towards achieving commercial excellence.

 

November 20

10:30 AM - 11:15 AM
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From Exhausted and Uncertain to Energized and Unstoppable: What it REALLY Looks Like to Work ON Your Business and Not Just IN It

Brett Gilliland, Co-Founder & CEO, Elite Entrepreneurs

If trying to keep up with your growing business is leaving you feeling exhausted or uncertain and you would much rather feel energized and unstoppable, then this session is for you!  Brett Gilliland from Elite Entrepreneurs will share practical ways any busy and overwhelmed business owner can start to break out of the day-to-day chaos of running a business in order to intentionally build a new and exciting future. 

November 20

10:30 AM - 11:15 AM
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Building Blocks of a High Functioning Team🎥

Julie Garcia, PhD, CBSE, CQA, President, Action Service Corporation

Based on diverse long term behavioral studies and her personal experience selecting and managing work teams, we will discuss motivation, communication and how to get the best performance from each of the different generations in the workforce.

 

November 20

10:30 AM - 11:15 AM
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Foundations of a Million Dollar Business

Chris Middleton, Franchise Owner, Office Pride Commercial Cleaning

This presentation is geared towards new business owners getting started.  In it you will gather information on things like how to create a vision, organizational chart and training new employees.  You will also hear stories from struggles along the way to building a 10 Million dollar business and the lessons learned from those struggles. The session ends with the idea of establishing a lasting culture for your organization.

November 20

10:30 AM - 11:15 AM
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Employee Retention Refresh: Considerations and Tactics to take you into 2025🎥

Yasser Youssef, CBSE, CEO & President, The Budd Group; Paul Taylor, CBSE, President and CEO, ESS Clean Inc.; Dan Cline, CBSE, Executive Vice President, 4M Building Solutions; and Claudia St. John, SPHR, SHRM-SCP, President, The Workplace Advisors

Wondering what key employee retention issues you need to keep top-of-mind going into 2025? Experts in the building service industry will engage in a dynamic discussion on retention trends by geographic region, employee tenure and retention metrics within a post-pandemic era, and the impact of retention on both business costs and workplace culture. Attendees will take home fresh retention tactics and new considerations for setting themselves and their employees up for success.

 

November 20

10:30 AM - 11:15 AM
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Enhancing Customer Engagement and Operational Efficiency: Integrating AI in Marketing and Technology Strategies🎥

Dana Boyce, VP, Marketing & Strategic Partnerships, and Karina Neff, VP of Technology, Pioneer

In today’s fast-paced business environment, the integration of artificial intelligence (AI) into marketing and technology strategies is not just innovative, but essential for staying competitive. This session will explore how AI-driven solutions can transform both customer engagement and operational efficiency. We will discuss practical applications of AI that enhance the customer experience and streamline operations, drawing from real-world examples and our own experiences at Pioneer.

Key takeaways include:

      1.    Understanding AI’s Role in Marketing: How AI tools can personalize marketing efforts, predict customer behavior, and optimize digital campaigns for better engagement and conversion rates.
      2.    Leveraging AI for Enhanced Operations: Insights into how AI can automate routine tasks, manage large data sets more efficiently, and support decision-making processes.
      3.    Real-World Applications and Results: Sharing our journey at Pioneer, where AI has been pivotal in enhancing our service delivery and customer interaction, with a focus on our integrated service platform, Cora.

 

November 20

11:30 AM - 1:00 PM
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Awards Luncheon

November 20

1:00 PM - 2:30 PM
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Networking Roundtables Round 2

Join us for Networking Roundtables to connect with your BSC peers and discuss key topics. These roundtable sessions are facilitated by peers for peers. You’ll get to ask your questions and gain real-time responses from peers and industry leaders. The table topics will be confirmed shortly.

November 20

4:00 PM - 5:30 PM
 

Converted: The Data-Driven Way to Win Customers’ Hearts

Neil Hoyne, Author, Chief Strategist, Google

The marketing approach of most businesses is short-sighted—focusing too heavily on the point-of-purchase, and trying too hard to understand what everyone likes, rather than identifying and serving their best customers. But success doesn’t come from trying to appeal to everyone; in fact, 80% of revenue comes from cultivating 20% of the customer base. When it comes to driving profitable growth in the long-term, customer lifetime value can no longer be ignored. In his debut book Converted, Neil Hoyne asks: what if you establish your business around long-term relationships with customers, using data to understand who the best customers are and what they want to buy, and then building around them? This accompanying talk shows you how to do just that, starting by shifting away from a transactional mindset to a relationship-based one. With a new mindset, you can begin to gather, interpret, and use data to grow the bottom line in a different way, Neil says.
 
Clear, non-technical, and filled with sharp insights gleaned from Neil’s decades of work in the field, this presentation is for anyone looking for a growth strategy that will propel their business forward with unambiguous results.

November 20

5:30 PM - 7:30 PM
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BSCAI Reception + Exhibits

November 21

November 21

8:00 AM - 2:00 PM
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ISSA Tradeshow Floor with Education Seminars

The ISSA Education package includes access to 60+ education sessions held during the ISSA Tradeshow North America at the Mandalay Bay Convention Center. All Contracting Success registrations include access to the ISSA Tradeshow.

November 21

8:00 AM - 12:00 PM
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Registration Hours

November 21

9:00 AM - 9:45 AM
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5 Things you need to know to ensure occupant and employee wellness🎥

Jim Flieler, VP of Sales, Charlotte Products Ltd

In this session learn from extensive industry insight and experience how you can easily implement ways to significantly improve occupant and employee wellness. We will share 5 things guaranteed to improve wellness within your facilities and team including ideas for training and education, personal protective equipment, workspace ergonomics, wellness support, recognition and appreciation ideas.

 

November 21

9:00 AM - 9:45 AM
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Forgiveness As A Leadership Superpower🎥

Claudia St. John, SPHR, SHRM-SCP, President, The Workplace Advisors

We all know the phrase Forgive and Forget. Forgiving is hard and forgetting...well, that's close to impossible.  Yet, every leader has encountered forgiveness, of others and perhaps themselves. This presentation debunks the myth of "forgive and forget" and presents the business case for forgiveness as a true leadership skill that belongs in the same toolbox with empathy, vulnerability and trust.  This presentation will debunk the forgiveness myths and present a clear concept of what it means to forgive , explore the true leadership power of forgiveness and provide tools to help everyone, including leaders, develop their own forgiveness superpower.

 

November 21

9:00 AM - 9:45 AM
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Commercial Cleaning in the Healthcare Sector🎥

Iris Verdi, Director of Healthcare Operation, Elite Building Services

The challenges of navigating cleaning and disinfection in the healthcare sector of commercial cleaning.  Specifically addressing the following:  1, Emerging Pathogens  2. Proper Disinfection 3. Meeting standards of Joint Commission  4. Meeting standards of handling medical waste and regulatory compliance.

 

November 21

9:00 AM - 9:45 AM
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The Most Important Things to Prepare for Maximizing the Value of Your Company for Sale🎥

Tim M. Murch, CBSE, CEO, and Andrew Rust, Head of Corporate Development & M&A, 4M Building Solutions

Join Tim Murch and Andrew Rust as they address all key value drivers that a buyer will be looking at and taking into consideration when looking at your company as a whole. Our presenters will be focusing on reviewing a company from the buyers perspective and what will bring them the greatest overall value. Each key value is important, to the buyer, and will contribute or affect the overall sales price and terms for the seller.

 

November 21

9:00 AM - 9:45 AM
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Winning Customer Loyalty in a Competitive World

Ricardo Fuchs, CBSE, CIMS GB Expert, GCU, Co-Founder, Building Services Consultant

What is the Secret of Success in Our Industry? In reality, we need to win truly loyal customers, not merely satisfied ones.  This session is based on Kevin R. Miller’s award-winning book, Customers Only Want Two Things: Winning Loyalty in a Competitive World.  Ricardo Fuchs has been an industry leader for decades and has used these concepts and tools to sharply increase customer loyalty and sales.  Customers want these two things: Solve My Problem and Leave Me Feeling Great about the Experience.  Competitors abound who can offer the same basic services you do in solving the customer’s problem: you can hardly differentiate there.  What wins loyalty is the second part: how you leave them feeling about the experience before, during, and after.  In this session, you will learn some concrete skills and ideas for how to leave customers as “raving fans" for you and your team.  And by the way, loyal customers come from loyal staff, so your staff also are loyal based on how you leave them feeling through your great leadership.

November 21

9:00 AM - 9:45 AM
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Building a Scalable Business Operating System

Steven Harper, BSEE, MBA, President/CEO, Spectrum BSA Inc

The purpose of this session is to share the process of building a scalable business operating system that allows you to manage your company and have a life. In the session we will discuss what a business operating system is, how you define your critical processes, identify key metrics that allow you and your team to know exactly how those critical processes are functioning, and a meeting rhythm that keeps you on track. This will enable you to manage your business in a more time effective way enabling you to have a life and focus on the things that matter.

November 21

9:45 AM - 10:45 AM
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Refreshments + Exhibits

November 21

11:00 AM - 12:00 PM
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General Session

November 21

12:15 PM - 1:00 PM
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Concrete Floor Revitalization- More Shine, More DOI, More Profit, Less Labor🎥

Ben Schrieber, Director of Marketing; and Ken Long, National Account Manager, Brulin

Learn about new techniques that refine concrete floors as part of everyday maintenance, leading to cleaner and shinier floors. BSCs can incorporate these techniques and products to reduce and eliminate periodic burnishing. Learn about new technologies that replace grind and polishing with everyday refinement- opening up a new and lucrative revenue stream for BSCs.

 

November 21

12:15 PM - 1:00 PM
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Immigrant Mentality🎥

Fernando Cruz, MGM, President/CEO, Dynamond Building Maintenance

In this session we will cover the qualities, skills, and grit the great leaders of the past generations, who helped the US to become a land of prosperity, and how we, as leaders, can develop those same qualities, skills, and grit and help our employees to do the same.

 

November 21

12:15 PM - 1:00 PM
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Escape the Doom Loop and Achieve Your Financial Goals🎥

Scott McClymonds, MBA, Owner/CEO, Office Pride of Northwest Arkansas

Every BSC Owner has financial goals that they carefully craft year after year. However, the crush of the daily whirlwind quickly puts them in a doom loop where their goals are forgotten and they just try to survive. Join fellow BSC Owner and CEO Scott McClymonds as he describes leaving the doom loop by developing a sound process and the disciplines needed to set and achieve financial goals even amidst the whirlwind.

 

November 21

12:15 PM - 1:00 PM
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Putting Profit First; Change Your Company to a Money-Making Machine🎥

Steven Harper, BSEE, MBA, President/CEO, Spectrum BSA Inc; Tom Kruse, CBSE, President, M&A, Marsden; and Marc Vaughn, CBSE, CEO, Team MJV, Past BSCAI Board Member

The purpose of this session is to illustrate how having a "profit first" mentality can transform your company's profit margins and finances. Our presenters will discuss how planning for profit works. They will share examples of how to put profit first when it comes to a new bid, overhead costs and even your company and personal brand. 

 

Please note that all sessions that include a recording icon (🎥) will be included in the CS24 Recording Package.