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ACEC Georgia Webinar: Selling Professional Services is Evolving - Is Your Firm Responding?
When: Thursday, January 21, 2021 | 2:00 pm EST
Price: Free for ACEC Georgia Members | $45 for Non-Members
Join ACEC Georgia for a webinar on Selling Professional Services is Evolving – Is Your Firm Responding?
The consulting engineering business was thriving when the COVID-19 pandemic hit. Even months later, many firms continue to fare well. But backlogs are declining and a reckoning awaits the industry ahead. State and local governments—a large portion of the industry's business—have been particularly hard hit. Other market sectors will face contraction in the coming year. Is your firm ready to tackle the downturn in spending, increased competition, and changes in how clients buy?
This webinar explores how the selling of professional services is evolving and how your firm should respond. Most of these changes were already underway before the pandemic arrived but now will likely accelerate in the new reality. Mel Lester, a consultant, and business development professional for over 35 years will outline the emerging model for marketing and selling your services, which includes:- Marketing for lead generation. The industry has long undervalued marketing as part of the business development mix. That is beginning to change. Effective marketing is about more than promotion; it should be a major generator of sales leads.
- The shortening sales cycle. Clients are increasingly turning to the internet rather than sellers early in the buying process. If your firm is not engaged in producing helpful online information and advice, you’re missing out on a key opportunity to position your firm early.
- Engaging buyers virtually. The most recent change in how buyers buy is the limited face-to-face interactions in the age of COVID. Virtual platforms like Zoom or Teams can be very effective, but present new challenges to even experienced seller-doers.
- Bringing value to every sales conversation. Busy clients don’t have time for sales pitches and introductions to new firms seeking their attention. Successful sellers begin helping and consulting during the sales process, bringing value to every sales call.
- Making the business case and delivering ROI. Consulting engineers too often focus on technical solutions without connecting them to the business results clients care about. Distinguish your firm by focusing on the outcomes that matter most to the client.
This session will feature Guest Speaker:
Mel Lester, Management Consultant, BizEdgeRegister for this webinar here.
ACEC Georgia: Virtual Thirsty Third Thursday with Water Utility Directors
When: Thursday, January 21, 2021 | 5:00 - 6:30 pm EST
Price: $35 for ACEC Georgia Members | $100 for Non-Members
This virtual networking event will take place via Zoom and is limited to 75 attendees including VIP guests. The first half-hour will be designated to sponsors and VIPs. Then at 5:30 pm, we will open the event to all registrants and our Cocktail Sponsors can demonstrate their favorite cocktail recipe for attendees to follow along if they wish. We will then place all attendees in breakout rooms with VIPs to network. Attendees will be able to switch breakout rooms at their leisure until the program concludes.
Confirmed Guests Include:
- Brooke Anderson, General Manager - Etowah Water & Sewer Authority
- Lauri Ashmore, Director – Paulding County System
- David Clark, Director of Public Works – Fulton County
- Bernard Franks, General Manager - Clayton County Water Authority
- Tyler Richards, Water Resources Director - Gwinnett County
For information on sponsorship, click HERE or contact Jennifer Head at 404-665-3539 or jennifer.head@acecga.org.
Register for the event here.
ACEC Georgia Inclusion & Diversity Task Force Meeting
When: Wednesday, January 27, 2021 | 11:00am - 12:15pm EST
Price: All ACEC Georgia Task Force meetings are free and open to ACEC Georgia Member Firms and Supporting Members
ACEC Georgia members are invited to join the Inclusion & Diversity Task Force, chaired by Emmanuella Myrthil with HNTB for an open discussion on the effects of “isms” and how to overcome them in the workplace.
“Ism” is a distinctive theory, system, or practice. In this climate, understanding the isms is the first step to overcoming them. When racism, sexism, and other isms are present in an organization, there are significant impacts on workplace culture and productivity.
Interested in learning more about the Inclusion & Diversity Task Force? Contact Chandler.Carter@acecga.org
Click HERE for information on sponsoring this meeting, or contact Jennifer.Head@acecga.org.Register for the meeting here.
ACEC Georgia: Small Firm Forum
When: Wednesday, February 10, 2021 | 2:00 - 3:00 pm EST
Price: All ACEC Georgia Forum meetings are free and open to ACEC Georgia Member Firms and Supporting Members
ACEC Georgia members are invited to join the kickoff meeting for the Small Firm Forum! The topic of this meeting will be How to Effectively Apply Virtual Reality in A/E Firms. Joining us will be Mr. Malcolm Williams, CEO of TechnOrganic, LLC who will share his thoughts and experiences.
The ACEC Georgia Small Firm Forum serves to advance the business interests unique to small engineering companies, helping them thrive within current and future economic environments. This Forum provides an opportunity for leaders of small engineering firms to interact with one another, share best practices and discuss common concerns with the goal of expanding their knowledge and network for dealing with challenging business environments and limited resources. This forum is Chaired by Mae Whiteside with CKL Engineers.
Interested in learning more about the Small Firm Forum? Contact Chandler.Carter@acecga.org
Click HERE for information on sponsoring this meeting, or contact Jennifer.Head@acecga.org.Register for the meeting here.
ACEC Georgia Webinar: How Engineers Can Create Added Value for Clients
When: Wednesday, February 17, 2021 | 2:00 pm EST
Price: Free for ACEC Georgia Members | $45 for Non-Members
Join ACEC Georgia for a webinar on How Engineers Can Create Added Value for Clients
Ever wondered why engineering services are less valued than other professional services? Attorneys, accountants, management consultants, marketing experts - to name a few - all command a higher labor multiplier than engineers. Perhaps it's time for the engineering profession to take a serious look at trying to close the value gap. That's what this session is about.
Two reasons why creating added value has become an important issue for engineers: (1) the growing commoditization of engineering services and (2) the increasing competition for engineering talent. These are trends that show no sign of abating, regardless of economic cycles. Value creation is a hot topic in business literature but is too seldom discussed in this profession. In this session, the following topics will be discussed:
- What constitutes value to the client?
- What does client focus really look like?
- How do you develop a client-centered perspective?
- How do you deliver business-driven results?
- What's involved in creating outstanding client experiences?
This session will challenge you to rethink how you diagnose problems, design solutions, and deliver results as an engineer. Join us for a fresh take on value creation in the engineering profession!
This session will feature Guest Speaker:
Mel Lester, Management Consultant, BizEdgeRegister for the webinar here.
ACEC Georgia Webinar: Managing the Risks of Private Plan Review & Inspections
When: Available on Demand
Price: Free
Speakers: Tawny Mack and Kent Stair with Copeland, Stair, Kingma & Lovell and Jeff Mitchell with Insurance Offices of America
The State of Georgia’s recent executive order on third-party plan review & inspections has prompted many questions from firms hoping to maintain progress on projects during the COVID-19 crisis.
Join ACEC Georgia for a webinar examining the details of the executive order, legal concerns, insurance requirements, and other issues.
The presentation will answer many common questions to help your firm assess the risks and rewards of participating.
Watch the recording here
COVID-19 Legislation: What Do Employers Need to Know?
When: Available on Demand
Price: Free
Speaker: Amanda Machin of Gibson, Dunn & Crutcher LLP
This free webinar provided by ACEC covers the employer-related provisions in HR 6201 as amended: emergency leave, emergency sick leave, and the payroll tax credits for employers that are required to provide the leave.
Download the recording of this webinar here.
Georgia Chamber & SBA Virtual Business Loan Relief Conference
When: Available on Demand
Price: Free
Join the Georgia Chamber and Ashley Bell, SBA Regional Administrator in this virtual conference designed to explain how the U.S. Small Business Administration will offer low-interest Economic Injury Disaster Loans (EIDLs) for working capital to small businesses, small agricultural cooperatives, small businesses engaged in aquaculture, and most private, non-profit organizations of all sizes to help meet their ordinary and necessary financial obligations that cannot be met as a direct result of the disaster. These loans are intended to assist through the disaster recovery period.
Access the recording of the webinar here.
COVID-19 Potential Effects on Overhead Deadlines, Allowable Costs, and Steps to Take Now
When: Available on Demand
Price: Free
Speaker: Dan Purvine, President, A/E Clarity Consulting and Training, LLC
Will state DOT overhead submittal deadlines be affected by the COVID-19 crisis? Are costs related to the COVID-19 crisis allowable? What steps should you take now to support the allowability and proper allocation of your costs? Join ACEC for this complimentary online class to learn the answers to these questions and discuss other issues related to the effects of business disruption on your overhead rate.
Access the recording of the webinar here.
The Third Coronavirus Relief Package: Discussion of the Tax Relief Provisions
When: Available on Demand
Price: Free
Speakers: Marc Gerson, Loren Ponds, Jorge Castro, and Layla Asali of the Miller & Chevalier Law Firm
In its third legislative response to the COVID-19 crisis, Congress has approved a massive economic stimulus bill. This complimentary webinar will provide an initial discussion of the tax relief provisions in the stimulus bill, what they might mean for your firm, and tax proposals that Congress may consider in future coronavirus legislative relief packages.
Access the recording of the webinar here.
Navigating Your Small Firm Through COVID-19
When: Available on Demand
Price: Free
Speakers: Barbara Irwin, HR Advisors Group, LLC and David Cohen, Matheson Financial Advisors
What should your small firm do next in response to COVID-19? Join Barbara Irwin and David Cohen for this complimentary online class to explore HR issues, updating procedures that you may have found lacking, and financial strategies for firm operations.
Access the recording of the webinar here.
ACEC Massachusetts Web Briefing on Business Continuity Planning During Uncertain Times
When: Available on Demand
Price: Free for ACEC Members
Learn from these A/E Business Thought Leaders on ways to manage your business challenges related to the virus:- Mark Goodale, Principal, Morrissey Goodale LLC
- Chad J. DaGraca, CPA, Partner, DiCicco, Gulman & Company LLP
- Jackie Weir, Audit Partner, BDO USA, LLP
- Jared Maxwell, Vice President & Equity Partner, Ames & Gough Insurance Agency
- Cheryl Waterhouse, Partner, Donovan Hatem
This is a complimentary on-demand online class courtesy of ACEC Massachusetts, but you must sign in to your ACEC National account to access the recording.Listen to the recording here.
Guidance for Small to Medium Sized Businesses on COVID-19
When: Available on Demand
Price: Free
TriNet, along with Fisher & Phillips LLP, a leading labor and employment law firm, answer some of the most frequently asked questions on COVID-19. For small and medium size businesses, the potential consequences of Coronavirus can present some unique challenges, and this presentation aims to help you prepare.
Listen to the recording and download the presentation here.
Atlanta Business Chronicle: Technology Trends to Help Your Small Business Stay The Course
When: Available on Demand
Price: Free
Speakers:
Jim Walsh, SVP Growth Marketing, Cisco
Dr. Heidi Wyle, Founder & Chairwoman, Venti Technologies
Dave Brown, CEO, ROVE
Chris Jury, Director of Operations, MAHEC
Moderator:
Mary Johnson, Business writer, and editor
71 percent of small- to medium-sized businesses are addressing the forecasted slow growth by making long-term plans, taking into account anticipated technological, demographic, and economic changes over the next 5-10 years*. A secure, sustainable approach to technology and innovation will help business owners combat future challenges, including talent retention, cybersecurity, and an uncertain economy.
*Source: American Express, 2019 Global SME Pulse
Access the recording of the webinar here.
100% Remote Onboarding Webinar
When: Available On Demand
Price: Free
- What is remote onboarding?
- How COVID-19 has affected I-9 and E-Verify requirements
- Why you should be onboarding remotely, even with in-person staff
- Best-practices when selecting and implementing a remote solution
- Demo of WorkBright's remote onboarding process
Access the recording of the webinar here.
5 Voices Communication Assessment and Learning Session
When: Available on Demand
Price: Free
5 Voices Communication Style Assessment
Learn more about how you communicate. This free assessment (based on the science of MBTI) is a more simple, more digestible way to understand yourself and others. Once you take the assessment, you can follow the link below to learn more about your communication style and how to communicate with your team.
Access the assessment here.
5 Voices Bootcamp
In this 60-90 minute coaching session, Skot Waldron, an internal communication strategist, will coach you through the dynamics of your team, the different communication styles that exist, and the areas of potential conflict/harmony and why that matters. Here’s a video to help you understand more about what it looks like.
Access the session here.
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