Industry Focus. Powerful Results....

FMI Professional DevelopmentPrograms and Courses

Industry Focus. Powerful Results.TM

2017

Industry Focus. Powerful Results.™

About FMI

For over 60 years, FMI has been the leading management consulting and investment

banking firm dedicated exclusively to engineering and construction, infrastructure and

the built environment.

FMI serves all sectors of the industry as a trusted advisor. More than six decades of context,

connections and insights lead to transformational outcomes for our clients and the industry.

Sector Expertise

� A/E and Environmental � General Contractors/CM � Heavy Civil � Industrial � Specialty Trades � Utility T&D

� Cleantech and Energy Services � Construction Materials � Building Products � Oil and Gas � Private Equity � Owners

FMI Client Highlights

6-8Raleigh, NC

1-3Raleigh, NC

21-23Florissant, CO

16-18Florissant, CO

7-10Raleigh, NC

21-24 Denver, CO

9-12 SouthernCalifornia

1/30-2/2Colorado Springs

6-9Florissant, CO

10-13Florissant, CO

22-25Florissant, CO

20-23Raleigh, NC

4-7Orlando, FL

1-3Denver, CO

5-7Chicago, IL

23-24Denver, CO

8-10La Quinta, CA

16-17San Diego, CA

3-5Marco Island, FL

18-21Chicago, IL

JANUARY FEBRUARY MARCH APRIL MAY

PROFESSIONAL DEVELOPMENT PROGRAMS AND COURSES2017FMI Signature Programs

Emerging Managers Institute

Field Leader Institute

Project Manager Academy

Construction Executive Institute

Leadership Institute

FMI Courses

Achieving Operational Excellence

Construction Selling Skills

Market and Selling Strategies

Acquisitions in the Construction Industry

Ownership Transfer and Management Succession for Your Business

Page

6

8

10

12

14

16

18

20

22

24

1-3Raleigh, NC

9-11Raleigh, NC

11/29-12/1Raleigh, NC

16-18Florissant, CO

5-7Florissant, CO

9-12 SouthernCalifornia

19-22Raleigh, NC

3-6 Denver, CO

22-25Florissant, CO

24-27Florissant, CO

11-14Florissant, CO

9-12Florissant, CO

13-16Florissant, CO

27-30Raleigh, NC

TBD

TBD

27-29Boston, MA

8-10Denver, CO

JUNE JULY AUGUST SEPTEMBER OCTOBER

To register for a program, visit www.fminet.com/professionaldevelopment or call 800.669.1364

If you are interested in a customized version of any program to meet the specific needs of your firm or trade association, please call 800.669.1364 or email us at [email protected].

PROFESSIONAL DEVELOPMENT PROGRAMS AND COURSES

NOVEMBER DECEMBER

For registration and more information:

www.fminet.com/EMI

or call 800.669.1364

About the Program Who will run your construction company when you’re gone? What are you doing to

prepare your emerging managers to become your successors to manage and lead your

company into the future?

Just being a technically skilled builder is not good enough in today’s competitive

construction market. Industry research shows that the construction industry has done

a good job of developing the knowledge base and technical skills of employees, but

a poor job of developing management skills. Although people need to have a solid

foundation of technical knowledge, the most successful leaders of the future will have

also developed strong management, leadership and business skills in order to grow

their company’s profitability.

Identify your own communications style and learn practical skills for dealing with different types of individuals

Learn the difference between leadership and management

Gain insight into what it takes to be an effective leader

Understand how to create a culture of accountability, gain respect and develop people to achieve superior performance

Build productive long-term client relationships with a strong commitment to customer satisfaction that will help turn your clients into “raving fans”

Learn new behaviors to improve your time-mastery skills and your personal productivity

Develop your individual action plan that can be tracked and monitored over time to ensure lasting benefits from attending this program

Who Is EMI For?EMI is designed for new managers or those identified as having supervisory

responsibilities in the future. Examples include:

Project Executives Project Managers Project Engineers Estimators Departmental Managers

BenefitsIndustry demographic trends show an inevitable shortage of competent managers to

take over the next generation of construction management positions. The FMI Emerg-

ing Managers Institute has been one of our most successful, interactive programs for

more than 25 years. This workshop is designed to provide practical business manage-

ment skills to build effective leaders for the future.

Emerging Managers InstituteBUILDING MANAGEMENT TALENT TO DRIVE THE FUTURE GROWTH OF YOUR FIRM

SIGNATURE PROGRAM

Pricing:$3,500 for the first attendee

$3,200 for each additional attendee from the same company

FMI designs all of its programs and courses with you in mind. Instructors

use both traditional classroom instruction and real-world interactive

exercises, which represent problems and challenges faced in everyday

work environments. Our consultants provide a unique perspective as

they draw on FMI’s 60 years of experience working with construction and

engineering firms. In addition to designing and leading these programs, our

instructors are well-respected consultants, authors and thought leaders in

the construction industry.

Agenda Summary Three-Day Program

Developing the Leader Within Building Organizational Excellence Creating a Highly Motivated High-Performance Team Managing Your Time, Priorities and Projects Defining Critical Customer Relationships Developing, Tracking and Monitoring Action Items

Many of the managers in my company have been through this program, and I see how this has benefited them and benefited me as an employee with them. I feel that the tools that I have learned here will benefit me and those who I work with that report to me.

— Jeff PetriniEnergy ManagerA-C Electric Co.

I thought all of the topics were not only relevant to the industry but also extremely helpful for me moving forward in my career. At times, it really pushed me back and made me look at what and how I’m currently doing things. [The program is designed with a] very relaxed, open platform. Getting the group involved was great.

— Zach BranhamProject Engineer

Barnard Construction Company, Inc.

I found this to be an outstanding training, which provided me with an assortment of tools to effect positive change in both my personal performance and that of my teams. Both presenters were engaging and well-versed. I will highly recommend this training moving forward.

— Andy CarpenterEstimator

Conetec Inc.

My biggest takeaway was learning about the different personalities we encounter and how we can interact with them better. Also, the tools I can use to manage time better are very helpful.

— Krystine ConcepcionAssistant Project Manager

Manganaro Midatlantic, LLC


www.fminet.com/FLI

or call 800.669.1364

About the Program FMI Field Leader Institute is a tightly structured, three-day program in which industry

professionals examine themselves and the impact they have on their organizations

through a variety of hands-on, interactive experiences. Attendees will:

Receive personal assessments for individual development Encounter experiential leadership activities Learn how to give and receive effective feedback Discover the importance of building trust to form high-performing teams Understand the power of field leaders Realize the essential leadership skills for field leaders

Who Is FLI For? General Superintendents Superintendents General Foremen Leaders with responsibilities at the field level

Benefits Organizational

Lower the risk of your business by building a deep pipeline of field leaders

Enhance your organization’s ability to execute on projects

Increase engagement and organizational loyalty

Develop the capacity for your field leaders to step into roles of greater responsibility and impact

Increase the ability of your field leaders to positively influence project stakeholders

Individual Learn how you can reach your peak potential as a leader

Gain a deep understanding of your leadership strengths and opportunities for growth through 360 feedback and other assessments

Obtain a clearer understanding of your leadership effectiveness from coaching and feedback from Institute staff and industry peers

Discover specific “next steps” to improving your leadership performance from a personal plan of action

Advance your professional development when you receive a certificate of completion for continuing education credits

Field Leader InstituteDEVELOPING EXCEPTIONAL LEADERS, ONE AT A TIME

SIGNATURE PROGRAM

Pricing:$5,700 per attendee

Complexity and change are constant challenges in today’s business

environment, especially in the construction and design industry. Now,

more than ever, your company needs strong, effective field leaders. You

need skills, self-awareness and the ability to engender trust and respect

from those you lead.

Agenda SummaryThree-Day Program

Essentials of Leadership Dinner Discussions Leadership Challenge Exercises Monument Activity Assessment Overview One-on-One Feedback Sessions Leading from Within Managing Conflict Action Planning

This program will have a tenfold return on your investment.

— Harry DilleSuperintendent

APi Construction Company

To become a better leader. To learn their strengths and weaknesses. The company believes in us enough to give us this great opportunity.

— Bob DurbinProject Superintendent

APi Construction Company

It is the real deal! This program will move you!

— Aaron MakiShop Lead

LeJeune Steel Company

This program is an eye-opener. You may think you are a 10 at something and are really only a 5. I met a lot of people and I learned a lot from all these people.

— Sam Kossak Superintendent

The Jamar Company

I think it is a great program for anybody but especially for the up-and-coming leaders. Just being able to reflect on what I need to continue doing to grow as a leader.

— Dion BenekeSuperintendent

Industrial Contractors, Inc.


www.fminet.com/PMA

or call 800.669.1364

About the Program The basic techniques for managing projects — scheduling, budgeting and cost

tracking — are well-known and available from many sources. But to join the ranks of

“Best in Class,” your project staff must learn to think and act like business owners with

their own money and success at stake.

FMI’s Project Manager Academy is built around four core themes:

Profitable customer relationship development Powerful, integrated project teams Financial control of projects Planning projects for profits and customer satisfaction

During this high-level, immersion experience, project managers and staff examine

themselves, their organizations and their processes, learning how to transform them-

selves from talented builders into true construction entrepreneurs.

Who Is PMA For?Anyone interested in developing exceptional project delivery capabilities:

Project Executives Project Managers Project Engineers Vice Presidents Estimators Architects Engineers

Companies often find great benefit in having several team members experience Proj-

ect Manager Academy at the same time because it provides accountability and helps

the principles multiply throughout the organization.

BenefitsThe greatest distinction between project managers and entrepreneurs is how much

personal stake the individual has in a project’s success. While both are self-directed to

coordinate talents and resources in order to provide profitable customer service, entre-

preneurs consider a project success, a personal success and a project failure, a personal

failure. In short, entrepreneurs have a compelling sense of ownership in their work.

Attitude of personal ownership toward a project sets a higher standard for performance.

Four days of tough, no-nonsense, total immersion into the business of construction will

fast-forward all attendees’ knowledge, decision-making skills and leadership abilities so

they leave the PMA thinking and acting like construction entrepreneurs for every project.

Project Manager AcademyTHE CONSTRUCTION INDUSTRY’S MOST VALUABLE DEVELOPMENT PROGRAM FOR PROJECT MANAGERS

SIGNATURE PROGRAM



FMI’s Project Manager Academy instructors are committed to bring-

ing their talents, energy and passion together to develop world-class

project delivery experts in the construction industry. The faculty

includes senior-level FMI staff who possess both project management

knowledge and direct construction experience. In addition to coaching

at the Project Manager Academy, the instructors are highly respected

consultants, authors and thought leaders in the construction industry

around the world.

Agenda SummaryFour-Day Program

Management and Leadership Project Planning and Startup Personal Feedback Customer-Focused Construction Time Management Billings, Cash Flow and Closeout Productivity and Financial Management Change-Order Management Standards and Best Practices in Project Management Ethics and Integrity in Project Management Your Personal Action Plan

As project managers, we have been subjected to the information covered. But without the ‘why’ of the follow-through learned at PMA, we do not fully know what we are trying to achieve. It is such a huge eye-opener.

— Jesse James DukeDirector of Operations

Veterans Range Solutions

This was an excellent, invaluable training program (even for seasoned PMs). FMI has excellent training lessons for all levels.

— Lindsay HowardProject Manager

Commercial Roofers, Inc.

The tools provided will have an invaluable impact on your life, in your career and with your personal relationships if you apply them.

— Lamont DunbarProject Manager

Webber, LLC

The Project Manager Academy has the ability to change lives and change companies by giving members a sense of ownership.

— William YostProject Manager

J. Fletcher Creamer & Son, Inc.


www.fminet.com/CEI

or call 800.669.1364

About the Program Owners and senior executives spend a lifetime learning the lessons needed to keep

their companies from paying the high price of a bad decision. Learning these lessons

on the job is extremely risky and expensive.

FMI has designed the Construction Executive Institute to develop this knowledge

using the intense, experience-based Construction ProfitAbility™ simulation. Coaching

from FMI’s industry experts and interactive workshops challenge each participant to

take his/her lessons learned straight to the bottom line.

This senior-level, immersion experience is built around four core themes:

Developing and maintaining profitable, long-term business success Evaluating and mitigating enterprise risks Understanding and mastering financial control of your business Bidding and preparing for profitable projects

Who Is CEI For?CEI is designed for those who wish to develop individual business acumen that will

drive financial results for the business unit and company. Examples include:

Business Unit Managers Recent/Future C-level Status General Superintendents/Field Supervisors Senior or Advanced Project Managers Operations Managers/Operations Officers Construction Managers/Division Managers

This program is also encouraged for other operations-minded project staff, high

potentials and emerging leaders.

There is benefit in having several supervisory-level team members experience the

Construction Executive Institute. The principles will multiply throughout your

organization. Companies send their team members in groups to foster greater cohesion

and accountability.

Benefits Improve your ability to evaluate and promote outstanding project

performance leading to more effective control and higher margins

Expand your business acumen with the skills needed to run the business more effectively

Enhance your confidence to make sound and timely business decisions based upon sound strategy

Leverage your contribution and value to your firm by increasing your understanding of financial statements and learn to effectively interpret and communicate their meaning

Construction Executive InstituteTHE NEXT STEP IN YOUR EXECUTIVE DEVELOPMENT

SIGNATURE PROGRAM


$6,500 for each additional attendee

from the same company

FMI’s Construction Executive Institute instructors are committed to

bringing their talents, energy and passion together to develop world-

class project delivery experts in the construction industry. The faculty

includes senior-level FMI staff who possess both project and financial

management knowledge and experience. In addition to coaching at the

Construction Executive Institute, the instructors are highly respected

consultants, authors and thought leaders in the construction industry

around the world.

Construction ProfitAbility™This intensive, interactive simulation allows teams to compete against

one another to produce the highest return on investment possible. The

program simulates a real company allowing participants to experiment

(and potentially fail) with managing projects, people and money in

order to give them the experience they need to become industry leaders

and business managers.


Proactive Financial Management Skills Strategies for Managing a Profitable Portfolio Project Communication and Key Performance Indicators Construction Business Development Executive Presentation Skills

[The Construction Executives Institute allows attendees] to gain valuable understanding of many, if not all, aspects of running a construction business.

— Chris Herbert Business Development Manager

Snyder Roofing and Sheet Metal, Inc.

The Construction Executive Institute is crucial for future company leaders. The take-aways from this course are important to my future success.

— Randy Mabie Business Manager


[The Construction Executive Institute allows attendees] to achieve a better understanding of overall business finance and profitability as it relates to decisions or actions by other departments.

— Chris Yokum Director of Operations

TSI Exterior Wall Systems, Inc.

The CEI simulation program is excellent for employees in all levels of an organization. From the instructors to the content to the participants, the experience was invaluable and very relevant to real-world success.

— Erick LacySenior Project Manager

Consigli Construction Co., Inc.


www.fminet.com/LI

or call 800.669.1364

About the Program FMI Leadership Institute is a tightly structured, four-day program in which industry

professionals examine themselves and their organizations through a variety of hands-

on, interactive experiences. Attendees will receive:

Personal assessments and individual development Experiential leadership opportunities Small-group construction company simulations Giving and receiving effective feedback Essentials of leadership for the future of the construction and design

industry

Who Is LI For? Contractors and Subcontractors Architects, Engineers and Owners CEOs, COOs and CFOs Vice Presidents Regional Managers Operations Managers Human Resource Managers Equipment Managers Project Managers Superintendents Anyone interested in personal leadership growth

Benefits Organizational

Lower the risk of your business by building a deep pipeline of leaders

Enhance your ability to execute strategic growth initiatives

Increase engagement and organizational loyalty

Develop the capacity for your organization’s leaders to step into roles of greater responsibility and impact

Equip your organization with the leadership talent needed to make the right strategic moves in a changing economy

Individual Learn how you can reach your peak potential as a leader

Gain a deep understanding of your leadership strengths and opportunities for growth through personal aptitude, personality and 3600 feedback assessments

Obtain a clearer understanding of your leadership effectiveness from coaching and feedback from Institute staff and industry peers

Discover specific “next steps” to improve your leadership performance from a personal plan of action

Advance your professional development when you receive a certificate of completion for continuing education credits

Leadership InstituteDEVELOPING EXCEPTIONAL LEADERS, ONE AT A TIME

SIGNATURE PROGRAM


Complexity and change are constant challenges in today’s business

environment, especially in the construction and design industry. Now,

more than ever, your company needs strong, effective leaders. You need

skills, self-awareness and the ability to engender trust and respect from

those you lead.


Essentials of Leadership Monument Activity Leadership Challenge Exercises Bridge Build Assessment Overview One-on-One Feedback Sessions Leading from Within Action Planning

The time away from work to reflect on personal skills and areas of improvement was priceless. Between the hands-on exercises and assessments, I learned a lot about myself. I enjoyed networking and learning from others which types of leadership styles work and which don’t work. It was also very eye-opening to see how others perceive you.

— Stacy WilsonVice President of FinanceWilson Construction Co.

If you are thinking ‘Oh no, another four days of presentations,’ think again. This is an extremely well-prepared interactive session, not a boring moment throughout the four days. Let yourself be positively surprised. You will come away with a lot more than you thought!

— Alan LamontVice President

Bentley Systems, Inc.

You will learn deeply about yourself. Why you do the things you do. I enjoyed seeing and experiencing the developing leaders one at a time.

— Cory JodoinPresident

Jen-Col

The team at FMI was completely involved in the development of my skills. I felt as though every speaker/leader was speaking directly at me throughout the conference, even though there were 40 other leaders in the room. The entire experience was life-changing!

— Caleb TeigenProject Manager

Industrial Contractors, Inc.


www.fminet.com/AOE

or call 800.669.1364

About the Program There is nothing like improving your productivity and operational performance to

significantly improve your competitiveness and bottom line. The difference between a

successful project and a losing project is your ability to effectively manage labor. For

many construction companies, field labor represents the single largest controllable

cost, thereby making it the largest potential opportunity to impact the bottom line.

The focus is on how to develop and implement a strategy to achieve operational

excellence and improve productivity.

Who Is AOE For? Presidents Vice Presidents Operations Managers Project Managers and Other Senior-Level Managers

NOTE: FMI does not recommend this program for Superintendents and Foreman

unless accompanied by Senior Management.

Benefits How a 5% to 10% improvement in productivity will increase your

bottom line

How productivity can help you get low on bid day

The importance of evaluating your current processes and people

How top management and project management are critical to productivity improvement

What it really takes to achieve operational excellence and create a sustainable advantage through productivity improvement

The long-term commitment required to change your organization

How much culture impacts operational performance

How the workforce is changing and how these changes impact productivity

How to prepare your company to be a lower-cost producer in a tough economy

What your peers and competitors are doing to improve your company’s operational performance

Achieving Operational ExcellenceA PROGRAM FOR SENIOR MANAGERS OF LABOR-INTENSIVE CONTRACTORS

SPECIALTY COURSE



Are you a self-performing contractor who is:

Seeing fewer work opportunities, more competition and tighter margins?

Having difficulty competing? Experiencing margin erosion? Overrunning your project labor budgets? Facing inconsistencies in how projects are managed?

If so, this program is a great first step toward improving productivity

and operational performance. Senior managers will learn what they

need to do to successfully implement a strategy to become a lower-cost

producer and to improve operational performance.

Agenda SummaryTwo-Day Program

Making Productivity and Operational Excellence A Strategic Issue

The Bottom-Line Impact of Productivity

Creating Project Management Process Consistency — the Role of the Operations Manager

Leadership’s Role in Supporting Operational Excellence

Understanding the Other Factors That Impact Operational Performance

The Magic of Metrics

Building and Implementing a Plan to Improve Productivity and Operational Excellence

Plenty of pertinent subject matter which was presented in a way that was very easily related to our company and overall industries. Speakers kept the audience engaged throughout the two days. Will be bringing back lots of good information to my company with the hopes to implementing some of the strategies.

— Anthony Izzo General Superintendent


Program was really great for me as an owner. It provided me with a lot of purposeful topics to discuss with my field team. New thought perspective on strategic planning and communication.

— Hien Tran CEO and President

Anvil Builders

Good content for contractors needing to evaluate current status of company and how to put a plan in place to improve.

— Steve Souchek Senior Project Manager

Teknon Corporation


www.fminet.com/CSS

or call 800.669.1364

About the Program This is a hands-on program to help you sell more work at higher margins. You will learn

a strategic approach for differentiating your firm and outselling the competition. Stop

selling and start learning how to help customers buy. This is a collaborative approach

that builds lasting relationships, cements customer loyalty and gives you the confidence

you need to get out there and sell work.

Are you charged with:

Keeping in touch with customers and winning work?

Identifying the right customers to help your firm grow?

Creating strategies to sell value instead of simply the lowest possible price?

Finding the customer “hot buttons” that give your firm an advantage over

the competition?

Getting your foot in the door with future clients?

Then this program is for you!

Who Is CSS For? Presidents

Vice Presidents

Heads of preconstruction, estimating, operations or business development

Anyone who is involved in securing work with customers

BenefitsConstruction Selling Skills will give you the skills you need to ...

Get your foot in the door and meet the right contacts

Build effective win strategies—from the customer’s point of view

Sell more to existing customers—while expanding your list of contacts

Discover approaches that differentiate you from the competition

Leverage gatekeepers and get to the right decision-makers

Turn customer hot buttons into key selling messages

Help you get pre-positioned to win that key project

Create customer loyalty and commitment

Use objections to build client conviction

The interactive format and hands-on exercises deliver the skills needed to be successful

in selling a portion of your role — whether you are new to the game or a seasoned pro!

Construction Selling SkillsPROVEN METHODS FOR TARGETING AND WINNING CUSTOMERS AND PROJECT OPPORTUNITIES

SPECIALTY COURSE



FMI has proven processes that will improve your results, win more work

and grow your profitability:

Backlog Builder® Driving the Customer Experience Market Strategies Selling Skills for Seller-Doers Winning Proposals Presenting with Pizzazz Managing Key Accounts Negotiating Strategies

FMI can help you create the vision and strategy to drive your company

to the next level of success. If you want to get ahead of the competition,

differentiate from the competition or simply win more profitable work,

FMI has a proven approach to generate measurable results.

This three-day program will help you create and grow customers and profitable backlog. You will see immediate results in your firm’s revenue and your bonus plan.


What Do You Mean I’m Involved in Sales? Building Your Strategy to Win Selling Yourself and Your Company Getting Ready — Doing Your Homework Reading and Responding to the Customer What to Do When They Say “NO” Moving Forward

Completely different than expected. Becoming knowledgeable about ‘support/win’ complex selling vs. ‘push’ sales. This knowledge will be very beneficial to our bottom line.

— Stephanie Lamb Chief Operating Officer

Giroux Glass, Inc.

Excellent program. Impressed with the depth of industry-specific knowledge of the presenters. A lot of material was covered in an interesting and engaging manner.

— Edwin Chann Vice President, Chief Estimator

Urban One Builders

Content and presenters were all top-notch. I am eager to return to my workplace and begin to incorporate some of the new ideas and information I took away from the class.

— Troy RuffBusiness Development

Harder MechanicalContractors, Inc.


www.fminet.com/MSS

or call 800.669.1364

About the Program FMI has proven processes that will improve your results, win more work and grow

your profitability:

Backlog Builder® Driving the Customer Experience Market Strategies Selling Skills for Seller-Doers Winning Proposals Presenting with Pizzazz Managing Key Accounts Negotiating Strategies

FMI can help you create the vision and strategy to drive your company to the next

level of success. If you want to get ahead of the competition, differentiate from the

competition or simply win more profitable work, FMI has a proven approach to

generate measurable results.

Who Is MSS For? Presidents

CEOs

Vice Presidents

Heads of preconstruction, estimating or operations

Executives responsible for business development and marketing

Benefits The mix of strategies needed to optimize company growth and profit

How to find unmet or underdeveloped market needs

Elements of creating a differentiated strategic advantage

Use of touch points to uncover new opportunities and strategies to win

work

How to identify best-in-class practices in your firm using FMI’s Business

Development Assessment

Selling “up” the customer’s organization chart

Creating clear “win” strategies to beat competitors at their own game

How to find the real decision-makers in your targeted customers

How to pick the customers, markets and geographies that help you win

more work

The tools you need to put together the winning business development

strategy for your company

Market and Selling StrategiesGO-TO-MARKET STRATEGIES THAT WILL PENETRATE AND CAPTURE THE MARKET

SPECIALTY COURSE



Creating the right go-to-market strategy is the key to winning market

share and customers. The winning strategy identifies how to break in and

win top clients, giving your company an edge over the competition.

Marketing and Selling Strategies provides you with strategies, concepts

and tools to break in and win a market segment or geographic market.

Marketing and Selling Strategies Focuses on ...

Creating a go-to-market strategy that positions you to win work

The importance of strategy in creating a best-in-class business

development effort

Analyzing your own business development efforts to find your

company’s “crowbars” and “red flags”

How to compete with tough contractors that insist on selling

only on price

Strategies that generate customer loyalty

What is needed to take business development from concept to

implementation

When senior leaders from across organizational disciplines come together

to craft winning go-to-market strategies, you see results in the customers

you attract and increased win rates. Bring your top team to the session to

create your own engaging go-to-market strategy.


Strategy Development Visioning Your Direction Market Research and Competitive Analysis Evaluating Business Development Effectiveness Attacking the Market — Building Your Go-To-Market Strategy Getting From Concept to Results — Building Traction

The program was incredible because it provided structure with metrics that could be implemented to provide unbiased business development decisions to a management team.

— John H. Blakely Vice President

The Blakely Corporation

Great program taught by great people. The exposure to differing points of view was invaluable and helped me shape my approach to bring strategic planning back to our organization.

— Brandon Jordan Project Manager

E.S. Wagner Company

Great team, great messages that were applicable, grounded and fact-based. Team had excellent ability to capture attention and not get too bogged down.

— Scott Stites Preconstruction Services Manager

Bartlett Cocke General Contractors


www.fminet.com/ACQS

or call 800.669.1364

About the Program Whether you are today’s buyer/seller or a future buyer/seller, you must be prepared to

take full advantage of the ever-changing opportunities in the construction industry to

maximize value in your firm. This comprehensive, two-day executive conference will

assist you in developing a proactive strategy for acquiring or selling a firm. Limited

to just 50 attendees, participants have the undivided attention and focus of FMI’s

professional team. At the end of this conference, what you have learned will enable

you to maximize the value your shareholders realize from a sale or acquisition.

Who Is ACQS For? Business Owners Presidents Chairmen CEOs CFOs COOs Executives with mergers and acquisitions responsibilities

Benefits Understand the current acquisition climate and what it means for

your business Learn about valuation and value drivers that are unique to the industry Explore the acquisition process from strategy formulation to closing Understand alternative financing strategies Learn the basics of deal structuring Understand the essentials of integration


The Changing Acquisition Climate Valuation The Selling Process Deal Structure Case Study Exercise Integration and Culture

Acquisitions in the Construction IndustryMAXIMIZE VALUE

SPECIALTY COURSE


Excellent! The experiences and knowledge of the team at FMI really come out in this seminar. A thorough treatment of the subject that presented ideas and perspectives I couldn’t get elsewhere. I recommend this seminar to even experienced M&A participants, as FMI has something for everyone in this program.

— Mark YoungquistPresident

InServ Corp.

If you are considering an M&A transaction in E&C space, you must attend this class.

— Ray SkeltonManaging Member

Jacpr Services, LLC

Great information, well-sequenced, and laid out and presented. Extremely knowledgeable presenters.

— Stephen ParkOwner

E-Z Bel Construction Co.

Work With the Best:Ryan P. Foley is a director with FMI Capital

Advisors, Inc. Ryan has 15 years of experience,

providing strategic M&A and capital raising

services in a number of industries, including energy,

industrials, technology and business services.

John F. Steinegger is vice president with FMI

Capital Advisors, Inc. John works with a variety

of construction industry firms on mergers and

acquisitions, valuations and ownership transfer issues.

Scott C. Duncan is a director with FMI Capital

Advisors, Inc. Scott works with construction industry

firms on mergers and acquisitions, valuations and

ownership transfer issues.

D. Alex Miller is a vice president with FMI Capital

Advisors, Inc. Alex focuses on mergers and acquisitions

and financial advisory services for companies in the

engineering, construction and building products

industries.


www.fminet.com/OTMS

or call 800.669.1364

About the Program Whether your primary goal is to define your legacy, provide an opportunity for the

next generation or maximize your financial proceeds, this comprehensive, three-day,

executive conference is a must-attend. Limited to just 50 attendees, participants have

the undivided attention and focus of FMI’s professional team. Educating owners of

construction companies about the options available for transferring ownership of a

business to employees or family members, this program addresses in-depth the issues

surrounding management succession planning, leadership development, valuation and

stock transfer techniques. It assists owners in understanding the available alternatives

and choosing a path best-suited to meet the company’s long-term objectives. At the

end, you will leave with the basis for a personal action plan to solve ownership transfer

problems with confidence and success.

Who Is OTMS For? Business Owners Presidents Chairmen CEOs COOs Employees targeted as future owners

Benefits Understanding practical matters impacting stock transfer techniques Examining ownership transfer methodologies and the relative benefits and

drawbacks of specific transfer methodologies Learning the keys to evaluating and developing successful future leaders for

the company Gaining a full understanding of the business continuity planning process

and your role in making the plan a reality


Overview of Succession Management Evaluating Your Leadership Pipeline One-on-One Sessions Incentive Compensation and Ownership Transition Valuation Mergers and Acquisitions Overview Buy/Sell Agreements Techniques for Transferring Ownership Action Planning

Ownership Transfer and Management SuccessionGO FORWARD, CONFIDENTLY

SPECIALTY COURSE



$800 Spouses attend for a special rate

This is a great program that makes you think about time and understand the sense of urgency to this matter. The content is very updated. I would highly recommend it.

— Jeffrey Fuerst Illinois Civil Contractors, Inc.

Very informative and enlightening. Great topics. Make you think and provides options/answers and direction for solutions and growth.

— David Bakke Vice President and

Chief Operations OfficerChambers Construction Company

Excellent program! Great engaging information. Enjoyed visiting with other participants to gain other perspectives.

— Tim Kerr Vice President

Kerr Contractors, Inc.

Work With the Best:Landon R. Funsten is a managing director

with FMI Capital Advisors, Inc., FMI Corporation’s

Investment Banking subsidiary. Landon works

extensively with contractors throughout the country,

focusing on buyer and seller representation, business

continuity and stock valuations.

Jake Appelman is a principal with FMI’s Center for Strategic Leadership. Jake leads FMI’s management succession practice and has extensive experience guiding the succession process across a range of company sizes and structures, from closely held family firms to large, employee-owned firms. His approach involves a rigorous, assessment-based process to identify, select and develop the next

generation of leaders.

Useful information. Very good staff. I thought for the first time in the life cycle of our family business, we are ready to finish the transfer of assets, and FMI was helpful.

— Andy Steinberg Chief Executive Officer

Mr. Crane, Inc.

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Cancellation — If you need to cancel your registration, please note that you will be subject to a $395 administrative cancellation fee per registrant. We need to receive your written cancellation at least five business days before the program in order to refund your remaining tuition. Otherwise, your tuition will be converted to a nonrefundable credit you may apply toward any FMI program for a full year. Please email us at [email protected] to submit your cancellation request. Please note: If FMI cancels the event, your registration fee will be refunded. However, FMI cannot be held accountable for nonrefundable airline tickets or other expenses related to your travel to the event. For questions regarding FMI’s cancellation policy, please call 800.669.1364. FMI reserves the right to change, add or cancel programs according to the needs of the industry.

Substitutions — If you would like to make any name changes or substitute participants, please email us at [email protected]. Substitutions can be made up to five business days prior to the start of the program.

FMI Guarantee — If for any reason you are not satisfied with the program, please inform us by calling 800.877.1364. We will refund your tuition or give you a credit to use for another FMI program.

Address Corrections — If your contact information has changed, or you would like to add someone to our mailing list, please call 800.669.1364 and ask for the database account steward or email us at [email protected].


Visit www.fminet.com/professionaldevelopmentor call 800.669.1364

Industry Focus. Powerful Results.™

www.fminet.com

† FMI Capital Advisors, Inc., is the investment banking subsidiary of FMI Corporation, which has been exclusively serving the E&C industry for over 60 years.

Raleigh (headquarters) 5171 Glenwood AvenueSuite 200Raleigh, NC 27612919.787.8400

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Industry Focus. Powerful Results....

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