How to Sell on Value Instead of Price Online Workshop

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 forces your teams to give away profits and avoid asking for change orders to get the work and “be competitive.” Rather than believe you are adding additional value to your clients’ projects, many A&E professionals assume they are not any better than their competitors and compete on fees. Even if you do believe you are better, many of your staff do not have the skills to articulate why you are better, and fail to have the right conversations with clients.

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. This workshop will include a worksheet that will get you focused on how to understand and communicate your value so that you can have better and fairer clients and higher profits.

Wednesday, December 18th, 11am – 2pm ET

Click below to register and see pricing options.
Discounts available for multiple attendees from the same firm.

Workshop Pricing

To register multiple people, choose the Ticket option “Company Member”. 
You’ll need to login to Eventbrite and create a company name, or contact lspecht@aecbusiness.com for assistance.

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WEDNESDAY, DECEMBER 18th

11:00am – 2:00pm Eastern

10:00am – 1:00pm Central

9:00am – 12:00pm Mountain

8:00am – 11:00am Pacific

*There will be a 20 minute break at 12:35pm ET

Your Host: June Jewell

June Jewell, CPA, best-selling author, and A&E Profitability Expert, has almost 30 years of business management consulting experience, and unsurpassed knowledge of the AEC Industry. She has taken this knowledge and experience and made it her mission to help A&E firms achieve Top Tier Status within their industry. After becoming the Amazon best-selling author of the book “Find The Lost Dollars: 6 Steps to Increase Profits in Architecture, Engineering and Environmental Firms“, she created the Find the Lost Dollars Program, a comprehensive business management training program entirely focused on helping A&E firms build more profitable businesses, improve their processes and systems, and teach A&E firm leaders and up and coming managers what they need to do to improve the success of their projects and firm.

What Our Clients Are Saying…

“While I have always been concerned for the client, the company, project performance and profits, as an engineer my focus has always been on the technical aspect of the work. This focus on quality and technical excellence will never change. What has changed, however, is my behavior and focus on how the technical discipline and the project management disciplines are inextricably tied. By changing the way I look at and value project management, I am helping my company serve our clients better AND Find Lost Dollars!”

Lisa Wallis-Dutra

Senior Engineer, QK, Inc.

“The Find the Lost Dollars™ business management training program was exactly the type of program we needed to get our entire management team focused on profitability. It enabled us to train a core group of employees, all with different levels of experience, in a convenient and flexible format without loss of billable revenue and time out of the office.”

Jim Meads, P.E.

President/CEO, Sain Associates, Inc.

“We plan to offer the Find the Lost Dollars training to more teams at Earth Systems, and continue to meet on a regular basis to implement the many great ideas and suggestions for improvement that came directly from our discussions. I recommend this program to Engineering and Geotech firms who are looking for an effective and convenient way to both train their staff on business best practices as well as gain momentum to move forward with key business improvements.”

Craig S. Hill, P.E.

President/CEO, Earth Systems, Inc.

“The Find the Lost Dollars™ online training program was a perfect solution for quickly training a group of managers. Specifically focused on running a successful A&E firm, it provided our team with the foundation of a solid business education as well as guidance on best practices for sales, project management and optimizing resources. “

Myrna Norman

Senior Associate Principal, IBI Group

About AEC Business Solutions

AEC Business Solutions' mission is to work closely with all of our clients to provide the tools, training and assessments necessary to help them Find the Lost Dollars™ in their business. We offer innovative solutions that will help you to transform your organization and hold your staff accountable to goals and actions, giving you a measurable return on investment. Our proprietary Find the Lost Dollars™ Program is based on June Jewell's best-selling book, Find the Lost Dollars: 6 Steps to Increase Profits in Architecture, Engineering and Environmental Firms. We look forward to serving you and helping you grow your business profitability. © 2018 AEC Business Solutions | Privacy Policy