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Improving Project Profitability
Presenters: David Burstein, PSMJ Resources
Ronald Leaders, Buckley & Leaders

Description: Nearly every A/E firm can substantially improve its project profitability. We will discuss various techniques that can improve project profitability, including use of value-based pricing, marketing and delivering higher value to clients, implementing profit-oriented pricing and performance strategies, repackaging services to deliver higher value, and refocusing project manager selection and training to emphasize profitability. Use of a systems approach with uniform procedures, practices and guide documents to overcome barriers and limitations on many technical professionals' ability and motivation to improve profitability.

Learning objectives:
1. Develop negotiation techniques that will increase contracted profit levels, including methods to address common client pricing methods which drive down profit levels.

2. Identify solutions to common project performance causes of profitability losses.

3. Establish improved pricing models and guide documents to achieve improved profitability during proposal preparation, scope and level of effort definition and pricing of the work.

David Burstein, PE has 30 years of design firm experience in a variety of management positions including president of a 100-person planning company and of a 1,800-person engineering company. As a PSMJ consultant, he has helped dozens of design firms achieve breakthrough improvements in their businesses. In addition, he has written three books on design firm management and has delivered hundreds of seminars on the subject.

Ronald Leaders is an engineer and attorney, and a principal in the Washington State law firm of Buckley & Leaders. For more than 20 years, Mr. Leaders has provided general counsel, contract negotiations and management advice and other legal advisory services to engineering and scientific professional service firms. He is a frequent speaker on methods to negotiate and achieve more favorable contract results for A/Es. He is a certified corporate trainer of negotiations from the Harvard Project on Negotiation.

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