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Registration Fees:
ABC of Metro Washington (map)


The Subcontractor's Guide to Capturing Projects
Session One: Cultivating Your Relationships


If you are a subcontractor who is looking to increase win rate and gross margins, while improving overall relationships with GCs, this four-part series will provide a set of strategies and techniques for supporting transformative growth. You will not leave these sessions with a silver bullet, but with disciplined application, you can completely change the game and begin consistently winning profitable business. 

Attend a Single Session or Attend Them All! 

RESCHEDULED TO FRIDAY, APRIL 6TH. 

Session One: Cultivating your relationships
March 22, 2018 
8-10 AM

This session will help attendees to assess their current relationships and identify the room for massive growth within.  We will deliver a set of tools for unlocking that growth and attendees will leave with some specific action items for implementing an account expansion plan.

Session Two: Demonstrate value without being low
April 26, 2018
8-10 AM 

During this session we will debunk the myth that all General Contractors buy is price and prove with specific case studies that everyone buys perceived value.  Attendees will also strategies for modifying their approach depending on the Owner/GC contract-type. We will then demonstrate a process for communicating and proving value to the GC, allowing attendees to leave with a plan for winning without having to be the low-price.

 
Session Three: Negotiating and capturing the project

May 24, 2018
8-10 AM 

Attendees will gain an understanding for the critical players in
any project’s decision process, allowing them to leave with proven strategies for improving hit-rate.  In addition, we will train and practice proven negotiation techniques that will help subcontractors to do more business at their target gross margin.

Session Four: Setting up the relationship for long-term success
June 28, 2018
8-10 AM


Attendees will gain an understanding for the critical players in any project’s decision process, allowing them to leave with proven strategies
for improving hit-rate.  In addition, we will train and practice proven negotiation techniques that will help subcontractors to do more business at their target gross margin.

ABC of Metro Washington
6901 Muirkirk Meadows Drive, Suite F
Beltsville, MD 20705

Members: $99 per Session
Non-Member: $149 per Session