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Wednesday Morning, Jan. 19 (10:30am - 11:30am) First-Time Attendees If this is your first time to attend the Jack Miller Network meeting, you will want to register for the "First-Time Attendees" focus group. Jack Miller will be there to present
and answer questions on how to get the most out of the focus groups, round table discussions, and networking opportunities available to you at the three-day Network meeting. So, maximize your experience and attend the "First-Time
Attendees" meeting. Wednesday Afternoon, Jan. 19 (1:00pm - 5:00pm) Agency Construction Management Are you stuck in a rut bidding public project after public project? Agency construction management has been in existence for a long time and is considered by many public agencies as a professional service, one that is not subject to a low bidding process. Attend this focus group and learn:
Building Diagnostics Every building will fail some time in its lifetime, because of design errors, construction quality or maintenance of the facility. This focus group will investigate how a systematic approach to Building Diagnostics can extend a building's life as well as be a profitable construction service. The building envelope is the single most important element of a building. All building envelopes must include a solid, well designed structure, a drainage plane (a way for water to exit the building envelope), an air barrier, and a thermal barrier. If any one of these components fails, building damage can occur. Building Diagnostics is a process of data collection concerning the conditions in a building. The process can be carried out by visual observations but is
often aided by advanced technology such as infrared thermography, wind testing, and air barrier testing. The end goal is to provide an in-depth evaluation and likely causes of the defects (faults) found in a building and suggestions for
appropriate remedial actions. Attend this focus group and learn the process involved in Building Diagnostics. Client Relationship Management All of us practice "Client Relationship Management" in some form at our business. But processes and implementation vary widely among contractors. In this new group discussion, we will
explore what tools and processes contractors are using to manage our most important asset, our customers. Do you track leads all the way through the sales process? Do you have tools in place to measure your marketing effectiveness? How do you
monitor customer satisfaction and insure repeat business and referrals? How do you manage the complex relationships of the entire building team on your projects? Do you wing it, use self developed systems and software, or employ CRM software
solutions? Join us for an interactive group discussion on these questions and many more. Developing A Culture For Growth Now is the time to develop a growth culture in your business. Our leader will share lessons learned regarding: the importance of vision; having a plan; building a team;
measuring progress; providing motivation; course correction and maintaining high enthusiasm. He will share their actual experiences at VSI, and believes that a growth culture is possible for any company. Geo-Thermal Let's learn how to give your commercial building client an operating budget of $.80 per square foot/year versus the standard $2.00 per square foot/year with less than a 3 year payback on the initial upfront cost. This is a win/win/win deal.
1. How the system works
2. Operating Cost – Conventional versus Geo-Thermal
3. Installation Cost
4. Incentives
5. Payback of initial upfront cost.
6. Benefits to Customer
7. Benefit to General Contractor
Healthcare Market The sheer size of the medical market presents a vast opportunity for builders – and it is still growing! It also offers many unique challenges in construction scope and
logistics – challenges that can limit competition and provide a great opportunity for specialization. This focus group will help you jump into the medical market, or expand your existing market share. We will cover strategies on how to
choose your niche, develop a strategic plan, and win proposal calls. You will also learn what strengths your company needs to ensure project success once you have the contract! How To Manage Change In this focus group we will discuss how to manage change. A lot of people view change as negative, but change is absolutely necessary for growth. We as company leaders are responsible for seeking out new ways to compete, and grow, and to be able to sell those ideas to our team, get them to implement the change, and believe that change is the right choice. We will discuss the needed change to go from a "start up" company, to a company "on the move". You will learn the things that worked with 2 to 5 employees, but won't work
as your company grows to 15 to 20 employees. Making Research Calls Cold Calls – Many companies shy away from them. Why? Non-productive, hard, waste of time, expensive. We have heard all the excuses. Yet 1 in 10 "Research Calls" will yield a lead. Many times these leads are early leads, before any competitor knows about them; giving you the opportunity to negotiate the project with little or no competition. This focus group will discuss how to effectively make research calls. The research involved, planning the effort, tracking progress and keeping up with your leads. This is a basic nuts and bolts discussion geared towards the person making sales calls for your company. Beginners will get a lot to work with. The experienced sales
professional will have opportunities to contribute to the discussion while honing his or her skills. Online Project Collaboration We are all victims of "time poverty" now-a-days. Attend this informative focus group and learn how you can "conquer time and space" through the use of online project collaboration.
The tools are ready to be used today for such events as document management, distribution and approval; virtual project meetings, project video conferencing; client webinars; intranets; project scheduling and a host of other collaborative mechanisms that can help you
"buy back time" and become more productive. In this focus group you will share your ideas as well as learn how to implement the latest technologies for online project collaboration. Photography, Photoshop, Lightroom If you'd like to take better photos of your company's projects and spend less time getting them ready for publication, this is the group for you! We'll talk about equipment, set-ups, Photoshop and Adobe Lightroom. We're talking hands-on, so bring your camera and laptop, too.
Thursday Morning, Jan. 20 (8:00am - 12:00pm)
Avoiding Confrontation Over Change Orders Change orders are a normal part of the construction process. Effectively managing the issues that develop during construction through the effective use of change orders will avoid costly construction claims at the end of the project. This focus group will cover the methodology for identifying, documenting, presenting and negotiating owner and subcontractor change orders, while maintaining an atmosphere of teamwork on your project. Building A Healthier Environment The ideal buildings of the future are being built now! They meet the established criteria of sustainability, energy efficiency and a healthier environment, by the utilization of high performance technologies such as:
Houston Network member, Jacob White Construction, is a design/build contractor, consultant, and successful developer. They learn what works best on their own projects. They are on the leading edge of construction technology and have built 4 current buildings that have attracted lots of interest in the major markets of: health care, institutions, education, dormitories, child care, elder care, commercial, correctional, military and government. Today's owners are looking for sustainable design that brings operating efficiencies with a quick pay back. Attend this special focus group and see how your
company can benefit from offering high performance technologies that can reduce your client's operating cost up to 50%. Learn hands on what it takes and how to approach the client. Building Information Modeling (BIM) "Working smarter, not harder" has never been more possible in the AEC industry thanks to the evolution of BIM (Building Information Modeling). For the CEO who has only heard
of successes with BIM, to the curious designer at the drawing board, this focus group will prove to be an exciting opportunity to learn more about what BIM can do for you. We will develop a set of drawings for a simple project and discuss the
power of being able to "Revise Instantly" with Autodesk Revit. We will also run an energy analysis to determine the ROI of energy efficient upgrades. BIM is the future. Come explore the possibilities and see how you too can become a
success story! Buying a Construction Company... Sharing The Details What does it take to buy a company? Is it as simple as writing a check and the deal is done? During this focus group, we will look in detail at what it takes to purchase a construction company. So many seminars and focus groups are geared to sharing and teaching owners of companies how to sell their business and get out. This focus group is for those individuals that want to take the necessary steps to purchase and own a business and how to get the deal done. Whether you are in a family owned business or a longtime employee who wants some ownership, we will share information that will show you the necessary steps to negotiate a deal that will be pleasing to the buyer and the seller. We will discuss:
Church/Religious Market Working with churches and religious clients requires a unique and quite different approach than the typical commercial or residential client. Developing that unique approach can prove
to be both rewarding and profitable. Who else is doing it; how and what are they doing differently? This group will explore this divine niche market, share success stories of what works, and exchange ideas of how to market to the church and
religious clients in your area. If you're already doing it successfully, come and share your experience. If you would like to tap into this lucrative niche market, come and learn from those who know best. Creativity In Construction The ability to tune into your creative potential requires a better understanding of the relatively new concept of creativity. A truly American concept, creativity can
be learned, managed and focused. The concept of creativity in the construction industry may sound like a paradox but when understood, creativity can be your leverage to success. Customer Retention Effective business development strategies are the lifeblood of any business. However, this is only part of the formula for overall success. The other, and often less
emphasized, is Customer Retention. Statistics indicate that it costs an organization an average of four to six times as much to bring on a new client as it does to retain an existing one. What are your strategies for retention? How do you
profitably expand your existing client relationships? How do you monitor customer satisfaction to insure repeat business? How successful are you in obtaining referrals from your customers? Join us for an interactive group discussion on these
topics and many more. Remember: Your good customers are your competitor's good prospects! Developing The Leader Within You What is leadership? What does it take to be a good leader? Being the leader of a successful and/or growing construction company takes guts, courage and charisma! This group will discuss proven techniques that have worked for great leaders of the past. It will also take a look at the "human dynamics" involved with leading people and motivating co-workers toward successful teamwork. If you want to be a better leader, you should attend this focus group! There's only one pre-requisite . . . an open mind! Joint Ventures Come learn how joint ventures can benefit your company. We participated in a design build joint venture with another Network member. We were able to work on a larger
project and our Network partners gained local experience. We both made money and we renewed our relationship for a second venture. We will talk about how we structured our relationship and served our client. The focus group will be
interactive, informative and we will talk about other joint ventures. Management Succession & Wealth Transfer This discussion group is for those who have built their firms over the last 20-30 years and are looking for a way out. It is also for the young entrepreneurs within a
growing company, who want to learn how to continue the success of the corporation their employers have started. This group will discuss how to get out; how to get your money out; who should or would be good candidates to be leaders, and how
plans fail. Most succession plans take 8 to 12 years to implement, so the time to start planning is now! Managing Build/Lease Property If you are just getting into build/lease or are an established developer, this focus group is for you. Attendees will discuss: getting tenants; proper lease agreements; tenant
build-out; property management forms, checklists and details; common area maintenance fees; typical annual increases in rent; and most important of all, how to manage your property so you maintain a profitable long term relationship with your
tenant. Be sure to bring your management forms, printed material, checklists and sample lease agreements so we can share specific ideas. This will be an idea sharing focus group. Marketing And Technology Leading edge construction companies are combining marketing and technology to develop new markets and grow existing ones. Does your company have an up-to-date web page? Does it build the image you want? Does it tell prospects why they should choose you to build their important project? Are you taking advantage of Customer Relationship Management (CRM) software? What are the features of the software program that you like? Do you take advantage of email messages to
your prospects and past customers? How do you use technology to improve your sales presentations? This focus group will answer the above questions and many more. Producing Effective Proposals This discussion group will look at new techniques in proposal graphics and how the "look" and "presentation" of written proposals can positively influence a firm's
selection.
We will also discuss how to effectively respond to a technical proposal request, use of the Executive Summary to establish basis for a firm being selected, and organizing a team of firms to complete such a proposal in a limited time frame. Solar Energy Electric Systems Another market niche that can be very profitable and bring other "green" jobs to your firm.
Thursday Afternoon, Jan. 20 (1:00pm - 5:00pm)
Creating A Paperless Office Increase your profit. Attend this focus group and learn:
Design/Build The popularity of design/build as a means of project delivery is rapidly spreading. Buyers of construction services want to deal with only one entity and contract for a guaranteed price and schedule. This group will share important lessons learned from years of practical experience in successfully completing design/build projects. Design/builders will get a bigger share of the market in the future. If you want to be a key member of the design/build team, you should attend this session. Developing Your Sales System Many firms recognize the need to develop a comprehensive, systematic approach to dealing with the everyday operational "bricks and mortar" aspect of a construction company – but what about the sales side? Construction firms often take a significantly less structured approach to dealing with sales, even though that can lead to lost opportunities, major holes in backlog, and even neglect of important past client relationships. This focus group was created to stimulate discussions and provide insight into how your major sales functions can be defined, prioritized, executed, tracked and
measured. Attend this focus group and learn how your firm can have a powerful sales process, rather than a haphazard one. Growing Companies This group will focus on the "growing pains" encountered in a strong growth mode. How can you avoid or ease those pains? Find out what works and what doesn't. Subjects that will be discussed: managing cash flow, goal setting, monitoring growth, finding good people, helping your people cope with growth, competing with big companies, growing
too fast, and whatever else you want to discuss. How To Mentor Your Best People Mentoring is defined as a sustained relationship, often in a career-oriented setting, between an experienced and trusted person who gives advice to another less
experienced person. Through continued involvement, the mentor offers support, guidance, and assistance as the protégé (or mentee) faces new professional challenges, goes through a difficult experience, or works to remedy existing problems. In
this focus group we will discuss how to develop a sustained mentoring relationship in business. Your best people are your future. Learn how to help them be the best they can be. Integrated Project Delivery / Public Private Partnerships Construction economists for the most part agree that commercial/industrial construction will not return to 2007 levels until 2014. Many also believe that when the market upswing begins, construction projects will be done differently. Two new concepts in the construction arena are "Integrated Project Delivery" and "Public Private Partnerships". The first part of this focus group will discuss how to form a team, identify opportunities, and market your services. The second part will discuss opportunities
to provide private financing to construct public projects; where to find financing; what makes a good public private partnership, and the pitfalls to avoid. LEED Green Building: Member Case Studies Get first hand knowledge of Green Building projects by Network members that have built them. This session includes real life case studies by real life contractors including detailed information along with the insight you need to be a successful Green Builder. If you have not yet built a Green project, you will soon have the opportunity as the market moves more towards Energy Star and LEED Certified projects. Those who get involved early will have a distinct advantage over competitors in the marketplace. Experience is what it takes to make your Green project successful, as well as what owners are now expecting from their contractor. Attend and learn from veterans that have been through the process so you can benefit from their seasoned experience; as well as share your own insights and expertise.
Find out about cost, administration, building design systems and components, marketing, development and perhaps even joint venture opportunities. Don't miss this unique opportunity to add Green to your portfolio of capabilities. Planning And Scheduling This focus group will look at the history and evolution of planning and scheduling with an introduction to planning and the development of a project schedule using the Critical Path
Method. We will discuss how to manage every aspect of a project to achieve schedule, cost and performance objectives and how to develop and coordinate the total project plan. Updating and evaluating the schedule and legal aspects of planning
and scheduling will also be covered.
Join in this discussion regarding profitable redevelopment opportunities and municipal involvement. Use these techniques to further your opportunities and return on
design/build/lease/finance projects. Hear how Smet Construction Services has used the design/build approach to strengthen relationships with municipalities interested in redevelopment projects. In turn, share in the documentation that Smet
will provide regarding municipal financing of projects, proformas, redevelopment authority (RDA) terms and conditions, Brownfield sites, and municipal development agreements. Share your experiences and learn from what others have already done
successfully! Public Relations Want to get your company's name and stories about your projects in newspapers and business publications on a regular basis? PR is the most cost-effective marketing tool
there is (it's free!), and any contractor is capable of doing it in-house without paying an outside consultant. Find out not only how and why PR works, but learn step-by-step how to write, structure and distribute press releases, who to send
them to, tips on cultivating relationships with the media, getting quoted in the press, and how to become regarded as an expert in your field. You'll leave this focus group armed with everything you need to know to significantly raise your
company's visibility and improve its image and reputation. Starting A Service Department Over the years, many Network members have expressed interest in having a Service Department within their existing companies. Yet several haven't yet "pulled the trigger"
to actually get one started. In this focus group we'll discuss the framework of a good Service Department, outline the necessary components to ensure good customer service, and provide templates for important documents. Team Selling Every member of an organization can sell. Project managers, estimators, office personnel, field crews, and owners all hear about potential projects. The key is having an effective process and system for turning these leads into jobs – before they hit the street! Solid leads and opportunities are critical in any economic environment. Learn proven and common sense methods for expanding your sales force both internally and
externally through T.E.A.M. Selling. Together Everyone Achieves More! The Art Of Networking Professional networking is the creation and cultivation of business friendships and acquaintances and is the lifeblood of strong and stable careers and businesses.
Networking is much more than meeting people and exchanging business cards. In today's relationship driven business environment, the value of a strong network is essential in finding hidden opportunities for you and your organization. In this
focus group we will discuss how to find targeted individuals for your network, how to be visible without really trying and how to become adept at productive and meaningful networking. Thursday Evening, Jan. 20 (5:00pm - 8:00pm) Informal "get acquainted" reception. First time attendees wear a special color name tag so active members can meet you, and make you feel welcome. Lots of good food and fellowship.
Friday Jan. 21 (8:00am - 3:30pm) General Forum for All Members
4-hours of peer group roundtable discussions
You will be able to pick the group and discussion subjects that best relate to your job. You can get copies of other members': Company brochures, marketing tools, presentation material, advertising ideas, compensation programs, mission statements, personnel policy manuals, employee handbooks, job descriptions, procedure manuals, quality assurance manuals, safety manuals, performance review forms, drug testing policies and procedures, training manuals, joint venture agreements, contract documents, sample proposals, sample proformas, sample feasibility studies, partnering procedures and agreements, and company buy-out agreements. (You don't have to re-invent anything.) What do you need? Be sure to attend and get the printed material you need to improve your company. Friday Jan. 21 (3:30pm - 5:00pm) Miller Time! Jack will provide the good ole German snack food and drink. You can enjoy more networking and get to know your fellow members. Members make you feel like you are part of a special team . . . because you are, when you attend a Jack Miller Network meeting. Don't miss this opportunity to improve. We all need a positive balance to all the negative and controversial junk that comes out of the news media. Come join us and get your positive charge of energy!
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