COMPLETE SCHEDULE. Contractual Obligations of a Project Presented by Nadim Sawaya Bay

Transcription

1 Time Day 1 Monday, April 27 Session Title COMPLETE SCHEDULE 7:30 AM Registration Opens Ghirardelli Foyer 8:30 AM 9:15 AM *Breakfast will be available for purchase in the hotel restaurant beginning at 6:00 am Opening General Session Real-World Guide to IT Certification Presented by Howard Cohen, CompTia - Ghirardelli 9:30 AM 10:30 AM What Do Labor, Productivity and Efficiency Have to Do With It? Presented by Leslie Shiner Ghirardelli Business Metrics for the AV Industry Presented by Brad Dempsey, Solutions 360 Bay 10:45 AM 12:15 PM 10 Steps to Become Even More Profitable Presented by Leslie Shiner Ghirardelli Trends in Managed Services Operations Presented by Howard Cohen, CompTia Bay 12:15 PM 2:15 PM Lunch/Exhibits The Golden Gate 2:15 PM 3:45 PM Understanding Breakeven, Markup, & Margin Presented by Leslie Shiner Ghirardelli Myth Busting Today's Cabling Solutions Presented by Brian Prusinski, West Penn Wire Bay 4:00 PM 5:00 PM Using Dashboards to Plan for the Future Presented by Leslie Shiner Ghirardelli Contractual Obligations of a Project Presented by Nadim Sawaya Bay 5:00 PM 6:00 PM Opening Reception The Golden Gate Day 2 Tuesday, April 28 *Breakfast will be available for purchase in the hotel restaurant beginning at 6:00 am 8:30 AM 9:15 AM Tactics for Strategic Account Planning Presented by Bob Lobascio Ghirardelli 9:30 AM 10:30 AM Establishing & Managing an Efficient Service Department Presented by Nadim Sawaya Ghirardelli Quick Start to IT Partnerships for the AV Integrator Presented by Howard Cohen, CompTia Bay 10:45 AM 12:15 PM Project Planning & Scheduling Presented by Nadim Sawaya Ghirardelli Wireless Microphone Solutions for Corporate AV Presented by Jenn Liang-Chaboud, Shure - Bay 12:15 PM 1:45 PM Lunch/Exhibits - The Golden Gate 1:45 PM 3:15 PM Managing Project Documentation, Field Work, & Scope Creep - Presented by Nadim Sawaya Ghirardelli Bluetooth Technology: The Future of a Hands Free Industry Brandon Gramse & BlueVanti- Bay 3:30 PM 4:30 PM Pardon the Integration Moderated by Tom LeBlanc, Commercial Integrator & Chuck Wilson, NSCA - Ghirardelli

2 AGENDA & SESSION DESCRIPTIONS Monday, April 27 7:30 am Registration Opens Ghirardelli Foyer 8:30-9:15 am General Session - Ghirardelli Real-World Guide to IT Certification... Howard Cohen, CompTia Information technology, even in a tough economy, is a rapidly growing field, and the amount of knowledge that IT professionals have cuts a wide swath. Certifications help to train and identify qualified, knowledgeable employees and match them with employers who have jobs to fill. As the global IT industry association, CompTIA builds vendor-neutral certifications that measure foundational skills. They show employers you have the skills to do the job, regardless of the vendor of the hardware or software product. Many of these exams are also prerequisites or electives for more advanced vendor certifications. It really is the starting point for a career in IT. Earning a certification not only proves you have the right skills, but also the dedication and commitment to your career to continue learning. Learn more about what certifications can do for you in this session. 9:30-10:30 am Business Breakout - Ghirardelli What Do Labor, Productivity and Efficiency Have to Do With It? Leslie Shiner, The Shiner Group Do you really know how much it costs to do the work you do? This session will help you determine the cost of your field labor, including an adjustment for labor efficiency, so you can price jobs correctly: Determine all costs that should be included in a fully burdened labor rate Uncover direct job costs hiding in your overhead costs Utilize this information to determine your billing rates Business Metrics for the AV Industry... Brad Dempsey, Solutions 360 Making a predictable profit at the end of the year begins with solid financial metrics including what is happening in your jobs and service business as it s happening. This session focuses on metrics that help operations not only manage work on time but also maintain the margins at which the job was sold. Accurate and timely job costs allow you to quickly discern what jobs are performing well and which ones are not. Allowing your key personnel to focus in on the problem areas as they occur allows you to turn problems around before it s too late. This information allows you to proactively adjust existing projects and alter your future estimating practices to reflect the reality of the service or product delivery. We will discuss the fundamental concepts behind using job costing best practices, including: 1. Realizing common errors and misconceptions about job costing 2. Managing the 4 GPs 3. Projecting and managing backlog and your burn rate 4. Predicting cost overrun 5. Labor Utilization 6. Revenue / GM per employee 10:30-10:45 am Break

3 10:45 am-12:15 pm Business Breakout Ghirardelli 10 Steps to Become Even More Profitable... Leslie Shiner, The Shiner Group Your profits must be based on a process, not an accident. Learn five key areas that will strengthen sales, improve job processes, and increase profitability. We ll share 10 unique ways to implement cost-saving measures, along with ideas for implementing efficiency tools and financial strategies: Understand the importance of good construction management systems, including processes for estimating, production, accounting, and analysis Discover ways to implement and use appropriate systems Find out how to generate greater profits and peace of mind by utilizing best practices Trends in Managed Services Operations... Howard Cohen, CompTia The long-term lifeline for a large segment of today s IT channel depends upon them cultivating a business that sells and delivers technology services on a recurring revenue basis. This session will review the highlights of CompTIA s Trends in Managed Services Operations study. You will gain a better understanding of the key trends in the managed services provider space, including areas such as internal operations, software infrastructure selection and general business transformation. 12:15-2:15 pm Lunch, Networking with Exhibitors The Golden Gate 2:15-3:45 pm Business Breakout - Ghirardelli Understanding Breakeven, Markup, & Margin Leslie Shiner, The Shiner Group Play the what-if game to forecast the consequences of changes in overhead, margin, and sales volume. This session helps you understand how avoid the mistake of confusing the markup you charge with the margin you achieve. If you sell more, will you make more? Find out in this session: Use Excel to create a breakeven forecasting tool Analyze how changes in pricing structure can impact the bottom line Determine the financial impact of slippage Examine how to measure margins so you can price jobs with enough markup to cover overhead and create a profit Myth Busting Today's Cabling Solutions... Brian Prusinski, West Penn Wire West Penn will discuss and demonstrate current technology & "best practices" in cabling for today's low voltage applications. To include "traditional" twisted pair, category, and fiber optic cables, we will discuss and demonstrate the cable and termination for Digital Video/Audio, Life Safety, Mass Notification, & Access Control, applications. We'll include a "hands on" interactive portion of the session to familiarize attendees with, handling, prep, and termination, of many of these cable and connector types. 3:45-4:00 Break

4 4:00-5:00 pm Business Breakout - Ghirardelli Using Dashboards to Plan for the Future... Leslie Shiner, The Shiner Group You can t afford to get buried in daily financial transactions. You need a financial dashboard that provides real-time feedback about your financial stability. Monitoring and measuring performance metrics are critical to business survival and success. Learn how to create an executive dashboard, what it should include, the benefits it can provide, and the numbers you should track on a regular basis: Create a meaningful dashboard specific to your company and the industry Identify the most valuable metrics to measure Establish key performance indicators and measurements Develop a system of accountability for the different functions within your company Contractual Obligations of a Project... Receive an overview of construction law as it relates to your projects. You ll learn practical tips and advice on understanding project contract terms and conditions: Identify the elements of a contract Review the contract methods and types Understand General Conditions Terms and Conditions Identify and mitigate the project contractual risks 5:00-6:00 pm Welcome Reception The Golden Gate Tuesday, April 28 7:30 am Registration Opens Ghirardelli Foyer 8:30-9:15 am General Session - Ghirardelli Tactics for Strategic Account Planning Bob Lobascio, Corporate Sales Coaches In an age when customers are more educated than ever before, and often buying based upon price, what can you do to stand out from the competition? Developing a more sustainable relationship with your customers is the key. Based on his past experiences as VP of sales for an AV integration firm that was named by Systems Contractor News as Top Middle Atlantic Integrator in 2013, Bob Lobascio from Corporate Sales Coaches shares his secrets for connecting with customers and creating a strategic account plan. Once you ve got your plan established, he ll show you how to work that plan for long-term and sustainable growth. You ll learn how to: Drive sales growth while dealing with convergence Chart the organization map Identify buyer roles in the decision-making process Develop a win-win account strategy Align your sales team for success

5 9:30-10:30 am Business Breakout - Ghirardelli Establishing & Managing an Efficient Service Department... This seminar will provide practical guidelines for building and managing a profitable service department. We ll also share advice and best practices for managing service technicians: Establish a daily dashboard and metrics for your service department Implement ways to keep service technicians productive and customers happy Efficiently manage billings and collection Increase your company s T&M revenue CompTIA Quick Start to IT Partnering with the AV Integrator Howard Cohen, CompTia As reliance on interconnected AV technologies for everything from business collaboration to technical training has grown so has the convergence of AV and IT services. In addition to existing audio and visual work, as an AV integrator, there are opportunities to push into IP-based video conferencing, telepresence, mobility, and more. The solution: partnering with the right IT service providers. Learn more about how to do that in this session! 10:30-10:45 am Break 10:45 am-12:15 pm Business Breakout Ghirardelli Proper Project Planning & Scheduling... Hear about efficient processes for project planning and scheduling that maximize the likelihood of project success and profitability: Explain the different schedules types (Gantt, CPM, and Milestones) and select the one that s right for you Effectively schedule the internal labor and subcontractors Develop and implement a project plan Use your schedule to manage the GC and other trades Wireless Microphone Solutions for Corporate AV Jenn Liang-Chaboud, Shure Americas Wireless microphone systems used to come in one flavor, whether you were providing a keynote address, delivering the message at your church or rocking a sold-out arena. But as the needs of corporate AV have evolved, so has wireless microphone technology. Gino Sigismondi, Senior Manager of Shure Systems Support, will introduce some of the latest innovations in wireless microphone systems specifically designed to meet increasingly demanding requirements of corporate conference rooms, presentations and meeting spaces. 12:15-1:45 pm Lunch, Networking with Exhibitors The Golden Gate 1:45 pm Exhibits Close

6 1:45-3:15 pm Business Breakout - Ghirardelli Managing Project Documentation, Field Work, & Scope Creep... Uncover which established best practices work for managing project implementation effectively. You ll learn about proper project documentation, managing field work, and controlling project scope creep. You ll also receive guidelines on how to improve a project manager s time utilization and efficiency: Develop and maintain a daily logbook and correspondence current Effectively manage field work, subcontractors, and other trades Understand how to document and pursue change orders Maintain projects on schedule and on budget Bluetooth Technology: The Future of a Hands Free Industry Brandon Gramse, BLUEVANTI powered by Communa Bluetooth is not a new technology and has in fact been around for more than 15 years. Although it started with simple office and mobile phone applications, and it has battled security and health concerns, it is still evolving technology. This presentation will discuss how it all began, but more importantly where it is going. What can the future of this technology hold for the AV industry and how can you make it work for you? 3:15-3:30 pm Break 3:30-4:30 pm Closing Session - Ghirardelli Pardon the Integration... Moderated by: Tom LeBlanc, Commercial... Integrator Magazine and Chuck Wilson, NSCA Join this open discussion with NSCA, Commercial Integrator, and your industry peers on issues affecting your region. Get the latest updates on the licensing, labor, prevailing wage, healthcare, and regulations affecting your business, employees, and bottom line.

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