Engineering Inc. - July/August 2005 - I17

2005 FALL CON FE R E NCE, SEPT 21-24 Register at www.acec.org INFORMATION
CONTRACTS & RISK MARKETING & BUSINESS FINANCE TECHNOLOGY MANAGEMENT
DEVELOPMENT New Developments Environmental and Critical Issues in
Construction Get In Shape! Today's Fitness Plan in Mobile Engineering Firm
Contract Administration for Your Presentations Commuting and Profitability:
10 Common Thomas H. Porterfield, CNA/Victor O. Joanne G. Linowes, Linowes
Executive IP Telephony Problems; 10 Uncommon Shinnerer & Company, Inc.
Development International Solutions Cort Kane, Design Data A defense
attorney once described the difference Not just another session in
presentation skills, this Systems between the design phase and
construction phase session is a series of honed modules on sophisti- Brian
P. Flynn, PE, DEE, MRE of a project as the difference between ice-skating
cated specifics for enhancing your success rate as Associates This session
will focus on two and ice hockey. This session will determine if you your
firm migrates into uncharted territory in win- critical concepts for
modern This session works on the premise have the proper equipment for
getting on the ice. ning and proceeding with new work. Strategies are
firms: 1 Benefits of mobile that an environmental firm can oper- included
for Design-Build, public projects, private devices such as smart ate at
greater than a 20% profit mar- Design Errors and Omissions work, board
approvals, and community acceptance. phones, Blackberrys and gin. There
are 10 common problems Table PCs. 2 How phone preventing most firms from
doing Paul A. Maxwell, PE, Maxwell Solutions, LLC Building Your `Smart'
Equity calls are placed over dedi- this. The presenter shares his experi-
This session will define errors and omissions, cated Internet connections
ences in successfully attacking each Mike Cucka, Group 1066, LLC discuss
mistakes often attributed to the design using Internet Protocol to of the
10 common problems using Professional services firms rely on evidence such
as professional, and provide an empirical technique offer technology
improve- the SUM technique, which is a case studies, bios, photographs,
service listings, and for measuring errors and omissions as compared ments
and decreased costs three-variable tool that summarizes so on to sell
themselves. Differentiating your firm's to other causes for construction
change orders. via converged services. With financial performance.
Attendees can equity in being smart from a competitor's is a key to A
method of calculating construction cost contin- so many firms having
branch perform a realistic analysis of a finan- building a strong brand
and positioning to make a gency for errors and omissions will be presented
offices and personnel in the cially subpar firm. sale. Learn how to present
your evidence so that it and the session will look at effective ways to
edu- field, both of these technolo- tells a clear and compelling story.
cate clients. gies, if they have not already Negotiating Profitable been
adopted, will be a very Fees Don't Get Burned: Liability Hot Market
Strategy Audits Will You real part of business opera- Topics for Engineers
Make Your Numbers? Steven J. Isaacs, PE, The Coxe tions in the next two
years. Group Tom Bongi, XL Insurance Bruce R. Robinson, QuickStrategy
Corp. The negotiation of contracts and fees You need to know where the
current liability hot Attendees will learn how to evaluate business seg-
is not just another task. Rather, spots are in order to avoid getting
burned. Learn ment market opportunities to determine if they are
negotiations should be used to how to recognize the situations that lead
to claims positioned in a way to achieve maximum financial establish a
relationship with clients and get practical tips on avoiding liability
traps alto- return to their firm. Using a two-page format, that will last
for the entire project. gether. Topics will include risks of alternative
project Robinson will show attendees how a Market This interactive session
will focus on delivery methods; electronic documents and docu- Position
Statement page 1 leads to development the time and energy devoted to ment
ownership issues; condominium risks; pitfalls of a Market Strategy
Statement page 2 and how negotiation preparation and will offer of suing
to collect fees; and job site safety issues these two forms can be audited
to determine the a variety of techniques to achieve viability of each
business initiative. successful results. The First Thing We Do: A Tort The
Differentiation Workshop: Reform Proposal Financial Analysis and How to
Define Your Service Value Peter Coote, Pennoni Associates, Inc. Building
Shareholder & Translate It to Sales Frivolous lawsuits are prevalent and
affect member Value Michael J. Reilly, FSMPS, Reilly firms regardless of
size or discipline. Wrongfully David S. Cohen, Exit Strategy
Communications named defendants can hold the lawyer accountable
Management, LLC only if they can prove that the lawyer acted with The most
profitable firms compete on value and This session will analyze actual
finan- malice, yet engineers and other professionals are unique
capabilities, not price. Clients want to know cial statements, the
resulting key held accountable to others upon proof of simple two things:
What makes you different from everyone financial ratios and will help
atten- negligence. The first thing member firms should do else? and Why
should those differences matter to dees understand these ratios and is to
propose and support tort reform legislation me? Using a workshop and case
exercise approach, the impact they have on building that will hold lawyers
accountable if they negligently Reilly will offer proven strategies for
discovering shareholder value. In addition, we file a lawsuit. your firm's
distinct differences and show how to will review the various performance,
apply them to strengthen your marketing, business Managing Risk Through
Improved liquidity, and leverage ratios and how development efforts and
profits. Communication to benchmark these results against industry
information. Also, time will The Human Connection: Presenting Randy Lewis,
CPCU, XL Design Professional be spent discerning what causes Powerfully
With Graphics Over 70% of claims made against engineers have movement in
these ratios and how Carol Doscher, Graceworks, Inc. root causes related
to poor communications. This these causes can affect value. session will
explore these claims, outline specific Stop making potential clients read
PowerPoint strategies to improve both internal and external slides! This
session will show you how to create communications, and examine methods to
manage graphics that support you, help you connect with project
communications more effectively. your audience, clarify and strengthen
your message, and allow you to drop nervous habits and gain self-
confidence. I-17
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Engineering Inc. - July/August 2005

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