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.

*The Bidding and Estimating Seminar is an additional cost and is not included in the price of registration. Please click here for more information.

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 market place. 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.

*This pre-conference program is an additional cost and is not included in the price of registration. Please click here for more information.

Join Alex Goldfayn, author of the three Wall Street Journal bestsellers Pick Up The Phone & Sell (Wiley 2021); 5-Minute Selling (Wiley 2020); and Selling Boldly (Wiley 2018), for this powerful and immediately applicable seminar on developing a proactive selling culture at your firm. You will leave 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 rejection by practicing how to obtain testimonials, offering tag services, adding additional office space with existing customers, and effectively obtaining referrals. You’ll learn how the proactive phone calls to customers and prospects can systematically and predictably grow your business, and you’ll live with planners and trackers to implement these approaches at your company, on the first day you return. 

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.
 

This is an opportunity to discuss key issues with peers in a roundtable styled format. Topics include: 

1. Strategies to Improve Productivity

2. Recession-Proofing Your Business

3. It's All About Employees: Retention, Engagement and Culture

4. Hiring and Recruiting

5. Dealing with Contract Renewals and Price Increases During Inflationary Times

6. Working in the NEW Workplace

7. Customer Satisfaction to Customer Retention

8. Strategic Conversations with Your Teams

9. Current Events in the BSC Industry

We all know that support staff are at the forefront of driving great customer experiences. But the one thing that customer-centric companies understand well is that great CX is not the job of customer-facing teams alone – everyone has an equal role to play. This session will explore how all teams in your organization are in the “customer experience business,” and how driving such a culture forward is key to organizational success. You’ll learn: 1) How different teams such as marketing, finance, and legal shape the customer experience 2) real-life examples of the impact of non-customer facing teams on the end customer 3) how a company-wide commitment to CX improves customer loyalty. Your customers don’t care about your organizational chart or which department handles what. They look at your company as a single entity, and expect that everyone — from the front-line customer service agent to the legal department to the custodial staff — is focused on making their experience remarkable.

The workplace underwent dramatic changes during the pandemic.  New employee-friendly laws, vaccinations, medical and religious exemptions, telework, hybrid offices and other developments have had a profound impact on employment, noncompete, nonsolicitation, nondisclosure and similar agreements and a host of employment policies.  This informative and interactive session will explain and make sense of these new developments.

As a former BSC and current software provider, I have observed business owners successfully leverage software and transform their companies into true growth engines. At the same time, I have witnessed companies fail to unlock the power of software and waste valuable time, money, and energy.

In this session, you will learn how to better assess software solutions, match them with your current & future business needs, and de-risk the implementation across your company. We will discuss how using a leadership mindset vs a survival mindset will create stronger outcomes in this process. This will enable you to better understand & communicate your needs to software vendors and ensure your team is enrolled in the evolution of your business.

This will be an interactive session. Please bring the top challenges your company faces that may prevent you from hitting your 2023 company goals.

Companies have been hit hard by the Pandemic. Many have had to close their businesses because of the loss of customers. 1.How can you create a prospect stream during and post pandemic? 2.What are the types of services the prospect is looking for? 3. How can you position your company apart from the competition? 4. How can you "Prospect Successfully" on a small budget? Once you get the prospect, how do you turn them into Customers?  What is the prospect looking for in its vendor partner?

At Contracting Success 2021, Pete Cain (Marsden West) reviewed dashboarding and the fundamentals of why businesses should be utilizing dashboards for their business. This year, Pete’s taking this concept to the next level! Join Pete as he provides an overview of the topic last year and drills down into actionable steps for success based on your dashboard data. He will share examples on transforming this information to set your company up for success in the years to come. 

The daily chaos BSC’s experience can often led to frustration, slow growth, and low profits. Implementing simple systems is the key to turning this situation around. Fellow BSC owner and certified business coach at CEO Velocity, Scott McClymonds, has utilized the Business Made Simple frameworks to help grow his Office Pride business, and he will share how he ended his chaos. If you’re tired of chaos and want your business to be fun again, let Scott show you how to implement simple, powerful systems that will help you grow and improve profits.

We use communication every day to discuss challenges, provide our employees feedback, network with peers and more. However, communication languages can differ and misunderstandings can occur. This program will first address cross-cultural communication on how a North American communicates and provides feedback compared with a Latin X individual. We will share resources for attendees to review specific nationalities and better understand their differences. We will then discuss a solid structure for a healthy relationship. This includes a foundation and the three pillars that support a healthy relationship. Once we’ve identified these three pillars, we will then walk through the steps of adopting these strategies for better overall communication.

Although discussing price increases can be a tough conversation to have with a client, it's necessary in order to establish an ongoing, growing, and working relationship. Not only do we demonstrate to the client that we are honest, transparent, but dedicated to providing the best service, it is backed by tangible data. However, a business cannot be run solely on technology. There still needs to be human-to-human interaction and that is included through the messaging aspect of our technology.

Compared to the cost of labor, supply costs are a significantly smaller percentage of the overall costs of running a cleaning contracting business.  But supply costs can make or break the profitability of a contract especially in inflationary periods like we’re in now.  This session will highlight best practices that are well known to drive down costs while providing insight into how you can make procurement a ‘profit center’ of your business.  The panelists will deliver invaluable insights into what the best BSC’s do every day to lower supply costs and actually drive revenue through better purchasing methods and supplier program optimization.  You’ll gain a 360-degree perspective from this panel that represents whole BSC supply chain.  With the insights you’ll get here you can easily lower your costs by 5-10% or more and harvest incentives that are available from supplier programs that you’re leaving on the table.

Why some companies thrive and others die – the answer is the sum of the parts, not just one thing. Chase will walk you through how he took his company from $5M to $45M and how he learned to scale SMART.

S = scope: what do you have your sites on and why?

M = measure: what are you tracking & how are you applying it?

A = attrition: what clients and teammates are long-term and which ones are fading?

R = routines: they set you free but are you creating the right ones?

T = tempo: are you playing hard rock or a slow classic song?

Join Lisa First-Willis, President & CEO Truvelop as she moderates a panel discussion with BSC CEO's Greg Buchner, CBSE, CEO at Clean Office Porter Plus and Pat Sullivan, CBSE, President Mahler Clean. The Panel will discuss top recent trends and the strategies that are working to drive employee engagement and retention.     

Join Eric Luke, CPA, CBSE and Terry Woodley as they talk through the fundamentals of finance 101. Our speakers will be sharing best practices around cash flow, learning to read and understand a balance sheet and much more. Listen in to hear insights from industry experts and dive into your own financials. 

Health insurance is crazy confusing, and some would say that’s by design. Let us ‘pull back the curtain’ and show you how the ‘sausage is made’ when it comes to all things insurance. Where are insurance premiums going – you’ll be surprised! We will teach you what you can do about it and  give you 4 health care hacks to help your business.

Invitation only

WSJ Bestselling Author and revenue growth consultant Alex Goldfayn’s clients’ add an average of 15 - 30% new sales annually. In this presentation, he will take you through exactly how to do this by focusing on the most effective but most avoided selling tool of them all: the telephone! Alex will teach you how to create a sales mindset of optimism, confidence and boldness, so that your team can systematically communicate and proactively communicate with customers and prospects. They want this from you, and they will thank you with their money!

Historically low unemployment rates vexing you? The Great Resignation got you down? Demands for hybrid work creating frustrations? Baby-Boomers heading off on retirement while Gen Z and Millennials force you to reevaluate how you attract and engage employees? Welcome to the new World of Work. It's not going away anytime soon. Join Claudia St. John in re-imagining your human capital strategies to help BSCs find and keep talent, maintain profitability and grow.

A very comprehensive presentation on all aspects of leading your company with numerous specific examples of 4M’s systems, processes and methods of leading the company as effectively as possible with outstanding takeaways value!

Today's customers have access to a fire-hose of information about you and your competitors - before they speak to you. And they know you can't make them do something they don't want to do: You can't "close" them. What they don't know is exactly how you can help them, or if your offer is the best fit for their needs. Selling is fiction. It’s about creating an emotionally-engaging and intellectually compelling story. Not a story in the false sense, but a realistic picture of the world your customers live in, the challenges they face, and how they can be more successful if they buy your services or products. Winning business today comes down to which supplier can narrate the deals customers want. And a “good deal” is one that's beneficial to both customer and supplier – so tell the winning story.

Buyers and Sellers generally have differences of opinion on enterprise value and in the case of small to medium sized businesses, it is common to bridge that valuation gap through the utilization of contingent payment (earnouts). Sellers don’t like the uncertainty of future payment associated with earnouts, Buyers struggle with the post-close operating restrictions commonly associated with them and both parties dislike the documentation complexity that comes with them, but yet earnouts are part of most M&A deals in the BSC sector. During this session, we will dive into when and why earnouts are used and best practices for setting yourself up for success (whether you are a Buyer or Seller) when they are part of your deal. 

Strong retention is essential for sustainable business growth. Not only is it less costly to retain a customer than to acquire a new one, but in the cleaning industry, your ability to retain customers may also help you to acquire new business. So, other than providing exceptional service, what can you do to increase customer retention? In this session, Jason Krisher, who has spent the last 24 years focused on relationship-based selling will share actionable strategies and tactics to improve communication, build lasting relationships and drive customer loyalty. 

Join Brian Rauch, Chief Legal Officer & General Counsel of Harvard, as he discusses service agreements in light of post-pandemic workplaces and uncertain inflation.  In addition to industry standards for service agreements, Brian will focus on today’s negotiation issues of contracting to clean hybrid workplaces, protect against inflation pressures, and satisfy client desires for digital transformation.  This session will provide you with an understanding of negotiation points in the context of today’s unique and challenging business environment.  Brian will provide valuable insight into how to achieve your goals while preserving (and creating) long term client relationships. 

While still handling the fallout from the COVID-19 pandemic, BSCs are returning to a very different world. We will have a panel of BSCs who will speak to their experiences on how they have adapted their approach and management of the current challenges and disruptions. They will address root causes, insights, and solutions they have implemented and how to manage these impacts in the future. Attendees will learn about the evolving pain points that building service contractors face with occupancy fluctuations, labor shortages, supply chain disruptions, and customer retention in a post-pandemic world. 

While much time and energy have been focused on COVID; building owners and facility managers are focused on reopening buildings and addressing the changes to programs such as the US Green Building Council's LEED Rating System, International WELL Building Institute's WELL Health & Safety Rating, the new requirement on sustainability and more. This presentation will help you understand the changes in these programs to keep your Green Cleaning program on the leading edge and help you compete for business using Green Cleaning and sustainability as a differentiator especially targeting those customers who care.

What do you prefer more? Cold calling and being rejected time and again by your prospects. . .  or, having clients come to you, wanting to work with you?  In this session learn ways to connect and communicate with prospects to generate interest in your company and attract new business.  People do business with people they know, like, and trust. Take away solid ideas on how to stay "front of mind" with potential customers, increase the image of your company as a true partner, and generate a constant stream of people looking for your service.  All with minimal effort and maximum results.

COVID-19 has taught us the important of adapting quickly to an unpredictable environment. The pandemic is impacting every person in our society and this includes your clients and how you conduct business today.  Learn how the pandemic has changed the field of customer service and what you need to do to stay on top of your game to continue to provide your clients with the support that they want and need from you.  

As the impacts of the global pandemic continue, a major challenge employers face today is attracting and retaining employees. Across all regions and industries, the changing labor market is affecting employers struggling to fill open positions while keeping their most valuable resource — their workforce. Join this session to explore metrics and trends on hiring and retention in the BSC industry compared to a national level. Learn new ways to drive applicant volume by leveraging marketing techniques like employer brand building, PPC advertising, and SEO. Evaluate both passive and active applicant sources to drive the most value from your recruiting budget. Discover opportunities to improve employee retention and engage new hires for the long term. Leave with a better understanding of where we’re winning and losing the workforce battle and steps to move forward.
 

Simon-Kucher & Partners has once again partnered with BSCAI to field their annual commercial excellence benchmarking survey with our member firms. We have feedback to share on key pricing, sales and marketing opportunities and challenges from over 75 member organizations. Attendees of this breakout sessions will learn how successful companies are able to identify and employ tailored commercial strategies to ensure their growth remains strong, even in volatile business climates. Simon-Kucher will also share what roadblocks and obstacles companies believe will challenge them in 2023, and provide insights and recommendations for how to overcome them.

The Great Resignation has been the greatest test the working world has faced in generations. Kristen Hadeed believes that if we want our organizations to thrive in a post-pandemic world, the way we think about leadership and culture needs to shift–in a big way.

As a leadership thought leader, author, and service business entrepreneur, Kristen has spent the last decade working with high-performing teams and executives all over the world. She has helped them tackle some of the biggest challenges leaders face today: What does the future of leadership look like? How do we build cultures of belonging and connection? How do we build trust amongst our teams?

She believes that the solution to the biggest challenges leaders face today boils down to one thing: Human Leadership.

In this keynote, Kristen will challenge the traditional leadership approaches that are no longer working, and she will share her vision of human leadership and why it is the answer going forward. You’ll learn actionable steps to attract and retain the right people and build the best version of your culture yet.

Key takeaways:

● The top ingredients that go into building an intentional, human organization

● How to increase retention and decrease unnecessary turnover

● Steps to build a culture of open communication, accountability, and trust