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.

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?

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.

The Bidding and Estimating 101-Level Seminar (Monday, November 10, 8 - 11 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 of 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)

The Bidding and Estimating 201-Level Seminar (Monday, November 10, 12 - 4 p.m. local time) is a seminar designed for anyone looking to level-up their best practices on business 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.

The Plateaus of Growth Seminar (Monday, November 10, 1:00 p.m. - 5:00 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.

This seminar explores how refining key operational processes can significantly boost productivity while maintaining high-quality standards.

Part 1: Simple Steps to Sustainable Productivity

We begin by assessing current productivity levels, then introduce proven management principles and industry-tested methods to eliminate inefficiencies. These strategies lead to increased output and improved quality—creating opportunities be awarded more competitive bids and long term operational success.

Part 2: The Role of Supervision and Operational Leadership in Service Delivery and Customer Retention

This segment highlights how effective operational leadership influences every aspect of the customer experience—from pricing and safety to quality and retention. Attendees will gain insights into how strong supervision directly supports service excellence and long-term customer loyalty.

To survive and thrive in an era where large property management and facility management firms are consolidating suppliers and controlling a significant portion of the commercial real estate industry, smaller companies and suppliers should consider the following strategies:    

• Specialize in niche services:
• Emphasize local market knowledge
• Build strong relationships
• Embrace technology
• Offer flexibility and customization
• Form strategic partnerships
• Focus on customer service
• Develop a strong brand and online presence
• Pursue certifications and accreditations
• Stay agile and adaptable
• Offer value-added services
• Explore subcontracting opportunities

By implementing these strategies, smaller firms and suppliers can carve out their place in the market and continue to thrive despite the consolidation trend in the commercial real estate industry.

Great companies don’t just set goals; they set the right ones. But how do you know if your goals are ambitious enough to drive real growth?

Join Eric Crews, Founder and CEO of Crews & co., for an interactive, hands-on session on Objectives and Key Results (OKRs)—the powerful goal-setting system used by Google, Amazon, and Spotify. Bring your biggest company goals and toughest questions. Eric will walk you through how to turn big ambitions into clear, measurable results using a proven, actionable framework.

This isn’t just another business talk. You’ll walk away with practical tools to align your team, track progress, and push your company forward. If you’re serious about growth, this session is for you.

To survive and thrive in an era where large property management and facility management firms are consolidating suppliers and controlling a significant portion of the commercial real estate industry, smaller companies and suppliers should consider the following strategies:    

• Specialize in niche services:
• Emphasize local market knowledge
• Build strong relationships
• Embrace technology
• Offer flexibility and customization
• Form strategic partnerships
• Focus on customer service
• Develop a strong brand and online presence
• Pursue certifications and accreditations
• Stay agile and adaptable
• Offer value-added services
• Explore subcontracting opportunities

By implementing these strategies, smaller firms and suppliers can carve out their place in the market and continue to thrive despite the consolidation trend in the commercial real estate industry.

Want to scale your janitorial business and win high-value contracts with national brands? Discover the strategies that set successful BSCs apart when competing for large, multi-location clients. In this session, we’ll break down how to position your company as an indispensable partner, leverage technology to provide transparency and consistency, and develop a service model that earns repeat business. Using case studies from major brands like AutoNation, Apple, and Kaiser, you’ll gain actionable insights on navigating complex RFPs, proving your value, and standing out in a crowded market.

The purpose of this session will be to provide insight and motivation about the importance of releasing responsibilities & entrusting your subordinates to not only help with the business owner or top level executive's work load & stress, but also the benefits that build from empowering your team with trust.  Discussion about hand offs, assigning responsibilities, accountability & follow up will tie into how these practices will result in not only more valuable employees, but employees that feel their value as a result of built trust in your organization.

This session is based on helping the companies under 1Million in revenue to understand what they have to do to scale. We will touch on how understanding your  numbers play a role in your growth and where you can add value to get over the million revenue hump and beyond. 

Eventually, every business owner will exit their company—and for most, that exit will involve monetizing the value of the business.

Despite their company often being their most valuable asset (and representing the majority of their net worth), many owners are more aware of the market value of their home than of their business. While most have an “Exit Number” in mind, these figures are frequently based on assumptions that don’t align with market realities.

It’s also common for owners, once they understand their business’s likely value range at the time of exit, to regret not having focused more on building enterprise value rather than just driving growth.

In this session, we’ll cover:

• How to test and challenge your Exit Number

• The various methodologies used to determine enterprise value

• Key value drivers that influence where your business lands within a valuation range

• How to position your business to exit at maximum value when the time is right

Attendees will leave this session with a clearer understanding of whether their Exit Number is realistic—and how to enhance their exit strategy to maximize enterprise value.

It isn’t easy being a contract cleaning professional in today’s world of staffing challenges, competition, consolidation, margin pressure, rising commercial cleaning insurance costs, and

more. The last thing these leaders can afford are increases in liability, auto, and workers’ compensation premiums due to claims that could have been avoided with better planning, training

strategy, and staff empowerment. Claims trigger premium increases, just as avoiding claims can reduce your premiums. For example, with workers’ compensation, a large claim — or worse, multiple small claims — can impact your rates for three years via your experience modification rate. Liability insurance carriers will raise rates or drop you altogether if your loss experience deteriorates. With commercial auto insurance, the supply is extremely limited. Rates increase due to accidents, bad driving records, and tickets with points. In this session learn what drives insurance rates, what you can do to avoid claims and operate more safely, what does contract management and risk transfer look like? How do I partner with a broker and a carrier for long term success with resources to help me grow?

The session will provide attendees with an overview of immigration and I-9 laws. The I-9 is one of the most important documents an employee must complete during onboarding. It is also a unique onboarding document that can create monetary and possibly criminal liability for an employer. The session will help HR professionals identify the main compliance issues associated with the I-9, the nuances of an ICE government investigation, mismatch notices, E-Verify, immigration discrimination issues, and other associated issues with I-9 compliance in the workplace.

No Leads Left Behind: How to Close More Sales Without Losing Potential Clients Are you letting revenue slip through the cracks due to ineffective follow-up? You’re not alone. Studies show that 78% of leads never convert simply because they weren’t nurtured properly. Worse yet, most sales reps give up after just four follow-ups—while research suggests that most deals require at least 12 touchpoints to close.  In this high-impact session, we’ll dive deep into proven lead management and follow-up strategies that will ensure no lead is left behind—helping you turn more prospects into paying clients without increasing your marketing spend.  What You’ll Discover:  The Follow-Up Formula: Learn how to craft strategic, multi-channel follow-up sequences that engage leads at the right time, with the right message.  Pipeline Perfection: How to create a lead tracking system that prevents missed opportunities and maximizes conversions.  Automation Without Losing the Human Touch: Leverage email, SMS, LinkedIn, and cold calling automation while maintaining a personal connection.  Why Most Sales Teams Fail at Follow-Ups: The common mistakes businesses make that cause potential clients to disappear—and how to fix them instantly.  Lead Recycling: How to re-engage and convert leads who said “not now" into customers when they’re ready to buy.  Don’t let another opportunity slip away! Join us to transform your sales process, close more deals, and create a system where every lead gets the attention it deserves.

Hiring is just the beginning — in today’s competitive labor market, how you treat your team once they’re on board is what really sets you apart. This session explores how a culture of care, support, and engagement can become your strongest recruitment and retention strategy. From onboarding with empathy to everyday recognition and growth opportunities, discover practical, scalable ways to show employees they matter — and why that drives long-term loyalty and performance.

Supervisors are more than task managers — they are the front-line leaders who shape culture, drive retention, and protect quality. In this session, you’ll learn practical strategies to transform your supervisors into leaders who inspire their teams, retain top performers, and consistently deliver results.

Want to scale your janitorial business and win high-value contracts with national brands? Discover the strategies that set successful BSCs apart when competing for large, multi-location clients. In this session, we’ll break down how to position your company as an indispensable partner, leverage technology to provide transparency and consistency, and develop a service model that earns repeat business. Using case studies from major brands like AutoNation, Apple, and Kaiser, you’ll gain actionable insights on navigating complex RFPs, proving your value, and standing out in a crowded market.

In today’s property landscape, the strongest partnerships are built on more than just performance they’re built on alignment, communication, and shared vision. This session explores how Pioneer and MRP Realty developed a strategic relationship by staying closely connected on goals, embracing innovation, and delivering consistent value across teams.

Join the BSCAI community in recognizing excellence in the industry. During this Awards Luncheon, we will celebrate the winners of the 2025 BSCAI CLEAN Awards. The BSCAI CLEAN Awards program recognizes building service contractors who demonstrate excellence in several categories, ranging from image and safety to community service and much more.

We will also have CS25 Chair, Jason Lee, CBSE, Lee Building Maintenance, moderate a Past President’s Discussion. Our Past Presidents will share stories of their time as BSCAI President and share what’s changed (or hasn’t!) since they were leading the association.  

Join us for our Annual Networking Roundtables, an open forum for networking and discussion on key industry topics. Choose from pre-selected topics at designated tables, each led by a facilitator to guide conversations and spark insights. This is your chance to delve into emerging trends, share experiences, and build valuable connections.

1. Commercial Growth (pricing, marketing, sales, GTM)
2. Health Insurance/Employee Benefits
3. Social Media/Marketing for Your Brand Positioning
4. Time Management for Operational Excellence
5. Artificial Intelligence (AI)
6. Innovative Sales Strategies
7. Succession Planning
8. Negoitating price adjustments
9. Robotics
10. Measuring Quality Assurance
11. Team's Personal Brand
12. Government Affairs/Advocacy

The new normal of consistent change is leaving leaders concerned about being left behind. Instead of implementing half-baked, panic-driven ideas, it’s time to identify the breadcrumbs — secret hints — the future has left for us to find. In this talk, technology futurist Crystal Washington will show you how to innovate, thrive, and enjoy the ride!

In this session, you will:

• Understand the future's gifts, allowing you to shape and manipulate for your ultimate outcomes.
• Identify the most under-utilized breadcrumbs of innovation that you already have in your basket.
• Create a framework to future-proof your career while removing stress!

Join our BSCAI partners and network with exhibitors over cocktails and small bites.

Join us for an engaging Coffee Talk at the BSCAI Contracting Success Conference, where we will explore the evolving landscape of Building Service Contractor (BSC) partnerships and introduce KOLO® —a transformative solution for facility management. This session is specifically designed for BSC professionals seeking actionable strategies to strengthen client relationships, drive operational excellence, and unlock new growth opportunities. 

We’ll walk attendees through the BSC Partnership Pathway Program, unveiling a comprehensive suite of resources and proven strategies designed to foster collaborative, long-term relationships with facility stakeholders. Participants will also discover how to identify genuine pain points within complex environments and deliver customer-centric solutions that enhance efficiency, support sustainability goals, and elevate hygiene standards to new heights.

The KOLO® Smart Monitoring System will be showcased as a game-changing technology, empowering BSCs with data to streamline operations, improve compliance, and deliver measurable value to clients. Attendees will gain insights into real-world applications, best practices for implementation, and the tangible benefits KOLO® brings to both service providers and facility managers.

Speakers Joe Borges, Dennis Hinds, and Rex Moon will share how BSCs can leverage these tools to simplify selling, grow accounts, and consistently deliver impactful results. Whether you’re expanding into new market segments or scaling existing portfolios, this session will provide the clear roadmap you need to help accelerate your success.

What if the success or failure of your organization hinged on one thing—how well your marketing and sales efforts work together to define your business and enable growth? In today’s hyper-competitive marketplace, differentiation and organizational alignment are the foundation of long-term success, especially for small and medium-sized family-owned businesses. This session will explore the critical steps needed to define your uniqueness, communicate it with confidence, and leverage it to achieve greater market leadership.

Equip your sales and operations teams with the essential knowledge to excel in medical-grade cleaning. This session covers key industry certifications, must-have resources, and vital networks to join. Learn how to leverage forms, tools, and professional organizations to stay ahead in infection prevention and environmental services.

Guiding professionals toward greater success through a program grounded in psychological principles. This approach blends cognitive and behavioral strategies to help clients break through mental barriers, improve decision-making, and foster sustainable growth. By providing fresh perspectives and unique problem-solving techniques, he helps individuals and businesses adapt, innovate, and excel in competitive markets.

In this fast-paced, TED Talk-styled session, industry leaders will share bold ideas, real-world applications, and future-forward insights on how AI is reshaping the way contractors work, lead, and grow. Whether you're just starting to explore AI or already implementing tools, this session will spark inspiration and offer actionable takeaways to prepare your business for what’s next. Our presenters will be discussing all things AI and how it can support your customer service/retention, elevate your business profitability and help you manage your talent acquisition.

Tim Murch, CBSE, and Andrew Rust will review and discuss the most frequently asked questions about M&A follow by an open and interactive Q&A session with session attendees. 

Many building service contractors know robotic cleaning equipment can work but what they’re missing is the data to prove it. This session will walk through real-world case studies, showing the measurable impact robots have had on labor savings, square footage cleaned, and overall cost efficiency. Led by Dr. Anand Lalwani and a panel of peers, we’ll break down the ROI calculation step-by-step with tools like cost-savings calculators and discuss both successful implementations and lessons learned when the numbers didn’t add up. Whether you’re a large operation or a smaller BSC looking to scale smartly, you’ll leave with practical data and insights to confidently make the case for automation and robotic use within your contracts.  

Kick off your final day of Contracting Success with a smoothie or cup of coffee while you network with our exhibitors

In today’s competitive marketplace, the success of your business hinges on the seamless alignment between your sales and operations teams. Join us for an engaging session that explores why collaboration between these two critical functions is essential for achieving sustained growth and delivering exceptional customer experiences.  You’ll discover how to break down silos, establish shared goals, and streamline communication to ensure everyone is rowing in the same direction. Learn actionable strategies for: -Bridging the gap between sales promises and operational execution. -Improving efficiency through shared data and goals. -Creating a unified customer journey from lead acquisition to service delivery. Don’t let misalignment hold your business back—sync up for success! Whether you’re in sales, operations, or leadership, this seminar will provide the tools you need to foster teamwork and drive results.

Keep the conversation going in this interactive, roundtable-style follow-up to our TED Talk session on AI Unlocked (Part 1). Designed for deeper discussion and peer-to-peer connection, this session is your chance to ask questions, share experiences, and explore how AI is being applied across the contractor cleaning industry. Whether you're experimenting with AI tools or leading implementation at scale, join fellow professionals for an open dialogue on challenges, solutions, and what’s really working in the field. No slides, no lectures — just real talk about AI – from your peers.

We've all heard of the runaway best seller by James Clear, ATOMIC HABITS.  Using his strategies applied to the world of BSC's will show how small, incremental changes, done consistently over time can have remarkable results.

In a world hungry for authentic leadership, this session explores a transformative approach that prioritizes people over power. Servant Leadership challenges the traditional, top-down model and instead calls leaders to serve first—putting others’ needs ahead of their own, leading with humility, and empowering teams to grow and thrive. Whether you're a seasoned leader or aspiring to become one, this session will inspire you to rethink your influence, deepen your empathy, and build trust that fuels both performance and purpose. Discover how the most effective leaders lead not from the top, but from the heart.

This keynote provides an in-depth look at the forces shaping today’s labor market, with actionable insights for business leaders. This presentation covers the latest labor trends — unpacking how shifting demographics, immigration flows, and economic indicators are remaking hiring and retention strategies for BSCs.

The Bidding and Estimating 101-Level Seminar 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 of 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) The B&E 101 Seminar is NOT included in full-conference or one-day Contracting Success registration.

The Bidding and Estimating 201-Level Seminar is a seminar designed for anyone looking to level-up their best practices on business 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. The B&E 201 Seminar is NOT included in full-conference or one-day Contracting Success registration.

The Plateaus of Growth Seminar 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.

Build an Accounting and Finance Department That Pays for Itself

Presented by Kurtis Hanni, Bison CFO

Room Location: Banyan ABCD

Most contractors still run accounting and finance the old way: a team pieced together over years, people doing accounting who were never hired for it, and an outside firm cleaning it up after the fact. You pay for all of it and still learn what a contract made weeks after the month ends. The new way flips that. Data flows in automatically from your bank and job systems, errors get caught as they happen, and everything is live every day, not assembled once a month. Same spend or less, and the numbers finally help you run the business. This session shows how it's built and how to get started.

What We Learned Putting AI in the Bid Room (and What Broke First)

Presented by Andy Jedynak, ClientPointe

Room Location: Jasmine ABEF

Most building service contractors have heard what AI can do for bidding. Far fewer have heard what happens when it meets a live RFP. Andy Jedynak, CEO of ClientPoint, shares candid lessons from using AI in the proposal process: where it saved hours, where it introduced risk, and what failed first. Walk away knowing which parts of a bid AI can draft today, which still need a human, and the guardrails that protect your accuracy and credibility.

Run Exit-Ready, Even When You're Not Selling

Presented by Eric Crews, Crews & Co.

Room Location: Jasmine CDGH

Most contractors still run accounting and finance the old way: a team pieced together over years, people doing accounting who were never hired for it, and an outside firm cleaning it up after the fact. You pay for all of it and still learn what a contract made weeks after the month ends. The new way flips that. Data flows in automatically from your bank and job systems, errors get caught as they happen, and everything is live every day, not assembled once a month. Same spend or less, and the numbers finally help you run the business. This session shows how it's built and how to get started.

Exponential Technologies are accelerating faster than anyone could has ever imagined. What happens as AI, robotics, and virtual reality crash into 3D printing, blockchain, and global gigabit networks? How will these convergences transform today’s biggest industries? How will this change the way we raise our kids, govern our nations, and care for our planet? During this gripping and insightful keynote, Diamandis outlines a road map to our near future, describing how wave after wave of exponentially accelerating technologies will impact both our daily lives and every company. Diamandis describes the current status and future direction of key Metatrends, driven by exponential technologies, that are re-inventing our future.

Your registration for CS26 includes access to the ISSA Show Floor.