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The program will open with an overview of the seminar and what you can
expect over the next two days. What it Means to Be a Principal What does it take
to become—and stay—a principal in an A/E firm? You may have the skills to
succeed as a technical professional, but being a principal is a whole new
ball game. Learn from an expert—Mark C. Zweig—who has been there as a
principal in two ENR top-500 firms and as a consultant to hundreds if not
thousands of other A/E and environmental firms what management skills are
critical for principals to have. This presentation will start with a basic
understanding of what others in the firm most likely expect from a
principal, review some facts and statistics on "principalship" for our
industry, and finish up with some strong "how-tos" on how you can become a
more effective leader in your A/E firm. Strategic Business Planning Effective business planning addresses, analyzes, and improves every aspect of a firm—for the short- and long-term. It’s the fastest way to accelerate the pace in your firm.
Do you know what role you as the principal should play in this process? This session will provide an in-depth review of the entire strategic planning process and will help you identify your contribution. Strategic Marketing For Principals Do you know the difference between marketing and business development? What skills and knowledge are critical for principals? Let’s start with a basic understanding of what others in the firm expect from a principal marketing-wise, review some facts and statistics on marketing for our industry, and finish up with some strong “how-to” on how the individual can become a more effective business development leader in the firm. Financial Management As a principal, it is imperative that you understand your firm’s financial statements and are able to evaluate its performance. Using an interactive case study format, learn how to read and interpret an income statement and balance sheet, how to use financial ratios to evaluate performance, and how to benchmark against industry norms. • Understanding your firm's financial statements Valuation and Ownership Transition What is your firm’s stock worth, and how do you go about transitioning ownership? These are issues that almost all principals will face at some point. This session will cover the fundamentals of business valuation, how value is created in this industry, and options for transitioning ownership. Specific topics include: . • Introduction to valuation: What is a business worth? How is value Business Development & Client Relationship Strategies Most clients make choices based not on technical strength, geographic
location, or price - but on relationships and trust. For many A/E/C
companies the bulk of new business comes from existing customers. Learn how
to strengthen and improve relationships with clients and contacts, and
discover enhanced business opportunities for the firm. Move beyond being a
valuable resource, to become a trusted advisor. Hiring and Staff Retention Finding and keeping exceptional performers are among the top challenges facing AEC firms today. This session will provide a benchmark understanding of recruiting and retention practices in the industry, so that firm leaders can compare how they measure up. In addition, we will look closely at recruiting and retention practices that are NOT working, and identify a set of best practices that attendees can take back to the office and implement immediately to directly improve their firm's recruiting, interviewing, hiring and retention procedures. • Why hiring and keeping good people is so hard Project Management for Principals Everyone talks about the importance of good project management. In our business, how projects are managed is fundamental to a firm’s success or failure. As a principal, you need to know exactly what you can do to improve project management in your firm. In this session, you’ll learn what common mistakes to avoid, review some facts and statistics on project management for our industry, and finish up with some strong “how-to’’ on how you can become a more effective project management leader in your firm.
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Call 1-800-466-6275