N E C A G R A M

January 24, 2018

N18-02

TO: ALL MEMBERS

FROM: LARRY BELL

EXECUTIVE MANAGER

SUBJECT: Pricing and Negotiating

Change Orders & Claims Like A Pro

7 1 2 W 3 6 T H A V E N U E • A N C H O R A G E , A K 9 9 5 0 3 • 9 0 7 · 5 6 1 · 1 9 5 8 • W W W . A L A S K A N E C A . O R G

Please see the attached information on the “Pricing and Negotiating Change Orders & Claims Like A Pro” seminar being held in Anchorage, March 12, 2018. The fee for NECA Members is $199/person. If you are among the first 15 to register, you will save an additional 25%. Please note that the Chapter has had members attend this training in the past and found it to be worthwhile. I encourage you to take advantage of this opportunity, and the savings associated with it.

Overtime / Excessive Change Orders / Learning Curve Learn to calculate the Measured Mile Method

- How to price delay costs

Extended Field overhead / Extended Home Office overhead / Escalation of labor / Materials and equipment

- Expert pricing & negotiating = More Profit and cash flow- 3 Interactive Case studies

THIS SEMINAR TEACHES...

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Association: NECA

REGISTER BY PHONE, FAX, EMAILinfo@sdcassociates.comP. 858.560.6060 | F.800.732.399710159 Mission Gorge Rd, Suite C, Santee, CA 92071

Can't Attend? Buy a Course Book for $125Buy the Entire Webinar on Thumb Drive for $249

March 12th, 2018Anchorage Marriott Downtown

820 W. 7th Avenue Anchorage, AK 99501

Anchorage , AK

- Learn how to win Defective-Documents, Conflicts,Omissions, and Ambiguities ever time

- Learn the art of Pricing Change Orders- How to negotiate Change Orders

- Insider tips on developing good negotiation skills

- How to price inefficiency costs

March 13th, 2018Embassy Suites Seattle-Tacoma Airport

15920 West Valley Highway Seattle, WA 98188

Seattle, WA

March 14th, 2018Embassy Suites by Hilton

7900 NE 82nd Avenue Portland, OR 97220

Portland, OR

ANWAR HAFEEZ - NATIONAL AWARD WINNER & EXPERT WITNESSINSTRUCTOR | CIVIL ENGINEER | CONSTRUCTION CONSULTANT | ARBITRATOR | MEDIATOR

Supervised over $1.4 billion in major construction projectsOnly lost 1 claim since 1994!!!

Negotiated and settled over $350 million in construction claims and change orders

PROFITABLE PROJECTS BUILT: San Diego Convention Center, LAX expansion , Los Angeles Library, Washington DC subway system, Armed Forces Medical University, Luxury Hotel

Built 2 of the top 100 project built in the past 100 years

NATIONAL AWARD WINNING TRAINER FOR 20 YEARS

SDC INSTITUTE PRESENTS

PRICING AND NEGOTIATING CHANGE ORDERS & CLAIMS LIKE A PRO

$199/PERSONLIMITED SEATING

First (15) to register SAVE ADDITIONAL 25%FREE - 1 HOUR PREVIEW (Online)

Feb. 22nd, 2018 1-2pm (PST)

PRICING AND NEGOTIATING CHANGE ORDERS & CLAIMS LIKE A PRO

7:30 - 8:00 am

8:00 - 8:30 am

8:30 - 10:15 am

10:15 - 10:30 am

10:15 - 11:30 am

11:30 - 12:30 pm

12:30 - 1:00 pm

1:00 - 1:30 pm

1:30 - 2:30 pm

2:30 - 2:45 pm

2:45 - 4:00 pm

I N F O @ S D C A S S O C I A T E S . C O M | P . 8 5 8 . 5 6 0 . 6 0 6 0 | F . 8 0 0 . 7 3 2 . 3 9 9 7

REGISTRATION

OVERVIEWDefinition of Change Orders & ClaimsHow to recognize Change OrdersDo not sign this Change Order language

DOCUMENTATION OF THE CHANGE ORDERSPlaces to look for Change OrdersTypes of Change OrdersPutting the parties on noticeMaking the rules work for youDocumentation - Protect your own interestCost Coding made easy

BREAK

PRICING THE CHANGE ORDERS LIKE A PRODont fall for Time & Material not-to-exceed trapCorrect follow-up proceduresComponents of a Change OrderCost Pricing like a pro

- How to overcome unfair mark-ups- More details - Not less- How to add-in Indirect costs

Dwg & Spec Conflicts - Interactive pricing (case study #1)Detail and install rebar (case study #2)

LUNCH

LEARN TO CALCULATE DELAY COSTSExtended field overhead costsExtended Home Office Overhead CostsEscalation - Labor/Material/Equipment

NEGOTIATION DO’s & DONT’s12 Traits of a great negotiator

LEARN TO CALCULATE DISRUPTION COSTSMeasuring labor productivityExcessive Change Order inefficiencyMeasured Mile inefficiency

- Actual problem solving

BREAK

LEARN TO CALCULATE DISRUPTION COSTS (Cont’d)Overtime Inefficiency

- Weekly & spot overtime- Actual problem solving- Case law

Interactive case study No. 3- Piping installation changed conditions- Class evaluation of negotiation

(AGENDA)