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ACEC News / Education

November 3, 2021

Online Classes Next Week: Selling on Value and Risk Strategies for Today’s Market

Selling on Value Instead of Price
Wednesday, November 10, 1:30-2:30 PM (Eastern)

As your firm pursues new business, your staff must navigate difficult conversations around fees and pricing every day. Pressures from existing and potential new clients to lower fees often force your teams to give away profits and avoid asking for change orders to get the work and “be competitive.” Rather than believe they are adding value to their clients’ projects, many A&E professionals assume they are not any better than their competitors and compete on fees. 

With the right approach, understanding and language tools. It is possible to transform your client relationships and business practices away from accepting unprofitable work towards a value-based business partnership. 

In this presentation, June Jewell of AEC Business Solutions, will focus on how to understand and communicate your value so that you can have better and fairer clients and higher profits. You will learn

  • Learn how to uncover your firm’s true value proposition
  • Understand why your clients buy your services
  • Discover the 80/20 rule to increase your fees and get better clients
  • Develop language tools to have better value conversations with current and future clients

Click here to register.

Risk Strategies for a Changing Global Market
Thursday, November 11, 1:30-3:00 PM (Eastern)

Design firms encounter risks at all levels, but global market forces demand more than the traditional mitigation strategies offered by the risk and insurance market.

Evolving risk strategies may offer firms the ability to protect or grow margins, increase the individual employees’ access to safety and emergency response resources, and mitigate catastrophic financial losses.

Join Kevin Holland of Lockton Companies to learn how your firm can apply new risk technology solutions, take advantage of a more dynamic and global insurance marketplace, and even creatively retain risk.

Participants will:

  • Identify global risks pertinent to engineering firms
  • Understand the market options to address changing risks
  • Evaluate the costs and benefits of implementing various market strategies

Click here to register.

All comments to blog posts will be moderated by ACEC staff.

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November 3, 2021



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