Sheet metal & Air Conditioning Contractors’ National Association

Events & Education


2019 Business Management University

BMU Schedule

This schedule is tentative and subject to change.
Sunday, March 3
  • 6:00 p.m. Welcome Reception
Monday,March 4
  • 7:30 a.m. - Breakfast & Registration
  • 8:00 a.m. - Overview
  • 8:30 a.m. - Introductions
  • 8:45 a.m. - Contractor’s Survival Guide, Thomas Schleifer, Ph.D.

    Discuss real and specific risks to the success of a sheet metal business; avoiding the 10 common elements of business failure; and how to recognize, measure, manage and avoid business risks.

  • Noon -  Lunch
  • 1:00 p.m.-  Managing Change Orders, Stephane McShane

    Learn about the latest developments and best practices for change orders. This session will address challenges contractors face in this new environment and how knowing, understanding and controlling change orders can enhance profitability and minimize liability.

  • 3:00 p.m.- Surety Issues, Mike Russell

    Learn why bonding is required on all U.S. public works; understand how the surety analyzes a subcontractor; and how to use bonding to your competitive advantage including getting work.

  • 5:00 p.m.- Adjournment

Tuesday, March 5
  • 7:00 a.m.- Breakfast
  • 7:30 a.m. -Review and Discuss Homework
  • 8:00 a.m.-  Financial Management, John Murdough

    Instruction includes the two basic financial statements and what they should tell you; calculating percentage of completion and interpreting the results; and dealing with day to day project accounting challenges.

  • Noon- Lunch
  • 1:00 p.m.- Effective Negotiations, Michael Geraghty

    Learn how to develop and effectively plan a strategy for any negotiation; improve persuasion skills; and learn tools, techniques and practical strategies for negotiation success.

  • 6:00 p.m.- Adjournment
Wednesday,March 6
  • 7:00 a.m.- Breakfast
  • 7:30 a.m.- Review & Discuss Homework
  • 8:00 a.m. - Productivity, Brian Dwyer

    Examine the factors that prevent employees from being as productive as possible; learn specific habits used by the best field managers; and discuss working smarter, not harder.

  • Noon - Lunch
  • 1:00 p.m. - Practical Business Planning, Thomas Schleifer Ph.D.

    The specific order of business planning from goals and objectives to separate marketing, operations and financial plans coordinated into a viable and logical strategy.

  • 4:00 p.m.- 5:30 p.m - Time Management, Kevin Dougherty
  • 6:00 p.m. Group Dinner (optional)
  • Homework Assignment: Ethics Case
Thursday, March 7
  • 7:00 a.m. - Breakfast
  • 7:30 a.m. - Review & Discuss Ethics Homework
  • 8:00 a.m. - Leadership, Kevin Dougherty

    Learn how to deal with difficult people in the sheet metal industry; how to take a big picture view and tie everything together; how to find, train, motivate and retain the top industry talent; and how to handle conflict in a professional manner.

  • 11:30 a.m. - Program Wrap-up Adjournment