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How to Win the Job Without Leaving Your Profits on the Table

Thursday, June 2, 2011
11:00-12:30pm Pacific (2:00-3:30pm Eastern)

Learn about the importance of cost estimating and kitchen table sale close strategies. You will leave this session with an improved understanding of contracting business management and the practical knowledge to improve your company's profitability.

Perhaps the three most important systems in your business for generating cash flow are; marketing, estimating and sales. Without marketing a terrible thing happens: no sales. Without sales a terrible thing happens: nothing. Estimating can be the bottleneck between the two. Understanding how to drive these systems easily and accurately can help you nail down the profits that otherwise might slip away.

Bonus: Attendees will receive a package of documents designed to help you understand the Overhead Calculator.

Who should attend? This web-based session is designed to be attended by owners, senior management, sales and marketing staff, office managers, and other key employees with companies focused on Home Performance and other residential and small commercial remodeling, replacement and contracting services.

No need to travel! Learn at your computer! As easy as a conference call! Your EGIA Leadership Academy Web Exchange registration includes one phone line (or Voice-Over-Internet) connection plus a web link to the presentations. You are welcome to use the phone connection on a speaker phone and project the Web Exchange in a conference room so an unlimited number of your associates may participate. After the event, you will receive a link to the archived Web Exchange with unlimited access to presentation slides with an audio recording of the presenters and question-and-answer discussion.

Can't participate on this date/time? No problem, register anyway, participate live with those from your organization who can make it, and you will receive a video/audio recording link afterward to view and share with others in your organization.

If you have any registration questions contact:

EGIA Registration Support
(866) 502-2021


Mike Gorman, TechKnowledge


Mike GOrman, TechKnowledgeMike has been active in the finance and remodeling industries for over 20 years with hands-on experience in carpentry, sales, estimating, supervision and management as well as mortgage financing relating to remodeling, new home building, weatherization and building science. His years of activity as an award-winning general contractor, with experience in building science, passive and active solar design and installation as well as wind powered electric generators provides the platform for his activities as a speaker, author, consultant, and columnist. His recently published book; IF I SELL YOU I HAVE A JOB, IF I SERVE YOU I CREATE A CAREER! has filled a void in the area of sales training for professional 'in-home' sales people. Mike is active in the firm TechKnowledge, located in Miami, FL. Mike has attained his Certified Remodeler (CR) status from the National Association of the Remodeling Industry (NARI), and has helped local, regional, and national offices with NARI. During the past decade Mike has presented seminars on various topics internationally to audiences of contractors, architects, designers, realtors, insurance agents and adjusters, utility companies, building scientists and building officials. Additionally he has presented seminars and training at numerous conferences and industry events, as well as for clients ranging from small and large contracting firms to Fortune 500 companies and governmental agencies.

Skye Dunning, President, Building Performance Specialists

Building Performance Specialists

Skye Dunning, Building Performance SpecialistsSkye Dunning, President of Building Performance Specialists of Wilmington, North Carolina will be joining us today as our Contractor Representative.

Moderator: Stephen Michael Self, Vice President, Electric & Gas Industries Association

Registration Fees:

You MUST register in advance to receive dial-in information and web access to the presentations.

Registration includes unlimited access for anyone in your organization to presentation slides with an audio/video recording of the presenters and question-and-answer discussion. Full contact information for all presenters is provided so you may contact them directly to ask your own questions.

If you have any registration questions contact:

EGIA Registration Support
(866) 502-2021

This Leadership Academy Web Exchange is hosted by:

The Electric & Gas Industries Association (EGIA) is a non-profit organization that serves over 3,000 installation contractors, regional distributors, product manufacturers and other trade allies delivering energy efficiency and renewable energy solutions to millions of homes and businesses. EGIA also delivers services on behalf of electric, gas, water utilities and municipalities, including financing, rebate program administration and rebate processing; contractor network management, training and certification; and sales channel development and support. EGIA has facilitated the financing of over 80,000 residential and business projects valued in excess of $1 billion, and has administered over $450 million in rebate payments.

Promotional consideration provided by:

Affordable Comfort, Inc. (ACI) convenes thought leaders in home energy efficiency to provide cutting-edge events focused on home performance, green building, and "house-as-a-system" training for building trades, housing groups, and program professionals. ACI's vision is that every family has a home that is energy efficient, durable, comfortable, affordable, healthy, and safe.

The Building Performance Institute, Inc. (BPI) is a recognized global leader, supporting the development of a highly professional building performance industry through individual and organizational credentialing and a rigorous quality assurance program. BPI works with building performance industry stakeholders to ensure that the professional bar for excellence in building performance contracting is established and maintained by creating and regularly updating technical requirements through an open, transparent, consensus-based development process.

Efficiency First is organized so that the Home Performance Workforce can be represented in both National and State level policy conversations. Efficiency First is dedicated to retrofitting of America's homes, building the industry infrastructure to create jobs, and reducing energy consumption, carbon emissions, and our dependence on foreign oil. Efficiency First represents America's Home Performance Workforce, ranging from energy auditors and raters to contractors who are the front line of our climate battle, embodied in green-collar jobs from weatherization to HVAC.

Home Energy Magazine. Home Energy magazine's mission is to disseminate objective and practical information on residential energy efficiency, performance, comfort, and affordability. It is the only magazine that thoroughly covers residential comfort issues from the only approach that really works, systems engineering.

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