Dealer Professional Development Program Knoll Project Management Training Registration

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Dealer

Professional

Development

Program

Knoll

Project

Management

Training

Registration

Company: Address:

City: State/Prov:

Zip/Postal Code: Country:

Phone: Fax:

Dealer Principal: Principal E‐mail:

Participants: (please copy form if registering more than two Project Managers)

Project Manager 1: Project Manager 1 E‐mail: Project Manager 2: Project Manager 2 E‐mail:

Please return this form with payment to Solomon Coyle, 5845 Richmond Highway, Suite 301 Alexandria, VA 22303. Questions? Contact Sheri Winter at [email protected] or

703.574.9103. Thank you!

REGISTRATION FEE: (10 webinar sessions)

Project Manager 1 $1200

Project Manager 2 $1200

Total Registration Fee: $

PAYMENT:

Check enclosed, made payable to Solomon Coyle

Charge My: Visa MasterCard

Card Number

Exp. Date Card Verification Code (CID, CW2, CVC2) Card Holder Name:

Card Billing Address: Billing Zip/Postal Code: Signature SOLOMON COYLE, LLC 5845 Richmond Highway, Suite 301 Alexandria, VA 22303 703 574 9103 www.solomoncoyle.com

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Project Management Training

703 574 9100

Spring 2016 Knoll Training Calendar

Through a series of in-depth interactive webinars, David Solomon and Paul Holland will share tips

and techniques to help you avoid costly mistakes, reduce margin erosion, and increase your

dealership’s profit. You’ll learn field-proven project management methods that you can use to

effectively initiate, plan, execute, control and report on your projects. The course is rich in practical

content that you can immediately implement and includes workbooks, forms, checklists, detailed

handouts, assigned exercises and quizzes to reinforce learning. Each 60 to 90-minute live streaming

webinar is designed to provide you with an unbeatable interactive instructional experience from

the convenience of your office or the job site.

All Sessions begin at 1:30 PM (Eastern) and are held on Fridays.

Session

Topic

February 5 Dealer Economics and Principles of Project Management February 12 Quote-to-Invoice Process

February 19 Installation Estimating February 26 Planning the Project March 4 Managing the Client

Managing the Contract March 11 Managing the Project

March 18 Project Management as a Profit Center: Selling Services April 1 Review and Reinforcement

April 8 Project Management Overview for Dealer Management and Sales Team April 15 Implementing Project Management Training

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2012 Project Management Curriculum at a Glance

Project Management Training

Dealer Professional Development Program

Session

Topic

Focus

1

_{Principles of Project Management}Dealer Economics and

» Dealer economics and margin erosion

» 4 key causes of margin erosion

» Introduction to project management

» Roles and responsibilities

» 7 key concepts

» Best practices

2

Quote-to-Invoice Process

» Sales order process

» Project manager’s role and impact in sales order process

» Best practices to prevent margin erosion

» Work order process overview and elements

» Best practices for greater efficiency

3

Installation Estimating

» Installation importance and key issues

» Efficiency and effectiveness factors

» Solomon Coyle estimating process

» Applying the Solomon Coyle estimating process

» Rules of thumb for estimating

» Systems and casegoods prototypes for estimating

4

Planning the Project

» Review of installation estimating homework

» Key elements of a project plan

» Project plan: Initial analysis and order entry to invoicing and closeout

5

_{Managing the Contract}Managing the Client

» Importance of communications and documentation

» Client expectations and decision making

» Documenting key decisions

» Managing the scope of work

» Terms and conditions

» Documenting change orders for customer payment

6

Managing the Project

» 5 key project aspects

» Leveraging the manufacturer’s capabilities

» Managing job closeout

» Working with subcontractors effectively

» Managing corrective actions efficiently

» Punch list process

7

Project Management as a Profit Center:_{Selling Services} »» Project management value propositionDetermining project management services cost

» Marketing project management services

8

Review and Reinforcement » Review of key concepts

9

_{Dealer Management and Sales Team}Project Management Overview for »_» Introduce effective project management concepts within the dealership_{Help pave the way for change with dealer management and sales team}

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Project Management Curriculum Lesson Plan

A Series of 10 Webinars Developed Specifi cally for Contract Furniture Dealer Project Managers

Instructors: David Solomon and Paul Holland, Solomon Coyle

Session 1

Dealer Economics and Principles of Project Management

_{(90 minutes)}

Th is session will provide an overview of the basic principles of project management, both as a discipline within the dealer-ship and as defi ned by the academic world. We will discuss a defi nition of project management, the roles and responsibilities within the dealership, and seven key project management concepts. We will explore diff erent dealership organizational mod-els for Project Managers and review job descriptions and best practices. As part of a discussion on dealer economics, we will review the four key causes of profi t margin erosion, examine strategies for minimizing margin erosion and focus on the Project Manager’s role in implementing those strategies.

Learning Objectives

»

An understanding of dealer economics

»

4 key causes of margin erosion

»

Principles of project management

»

Roles and responsibilities within the dealership

»

7 key project management concepts

»

Project management best practices

Handouts

»

Presentation Notebook

»

Quote to Invoice Process Outline

»

Sales Order Process Overview

»

Work Order Process Overview

»

Sample Delivery Installation Quote Request Form

»

Installation Bid Requirements

»

Sample Installation Packet Cover Sheet

»

Exercise: Work Order Process Review

Session 2

Quote-to-Invoice

Process

_{(90 minutes)}

Session 2 will focus on the role of the dealer Project Manager in the Quote-to-Invoice Process. In Part One of our discussion, we will discuss the three elements of the Sales Order Process—pre-order, order management and project close-out—with an emphasis on streamlining the process and dealer best practice. You will learn how the Project Manager can enhance the overall Sales Order Process.

In Part Two, we will focus on the Work Order Process and the role of the Project Manager. We will review the elements of the Work Order Process, from the service request to fi eld communication. We will also discuss best practices and how an effi cient process impacts the success of dealership projects.

Learning Objectives

»

An understanding of the quote-to-invoice process

»

Project Manager’s role and impact in the Sales Order Process

»

Developing a service solution for the sale

»

Best practices to prevent margin erosion

»

Role of the Work Order Process in the dealership

»

Importance and elements of the Work Order Process

»

How the Work Order Process contributes to project success

»

Best practices for greater effi ciency

Exercise.Review your own Work Order Process using the Solomon Coyle review tool.

Exercise.Reaad Solomon Coyle Installation Estimating Workbook to prepare for next session.

Project Management Training

Handouts

»

Project Management Overview

»

Key Concepts of Project Management

»

Solomon Coyle Job Descriptions

»

Project Management Knowledge Areas List

»

Project Management Performance Overview

»

Project Management Performance Standards

»

Account Management Performance Standards

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Session 4

Planning the Project

(90 minutes)

Session 4 will focus on how to plan a contract furniture project, from initial analysis and order entry to invoicing and collec-tions. We will discuss how project analysis is the key to project planning, look at what constitutes a comprehensive project plan, and examine the elements of a project plan in detail.

Exercise.Write a scope of work for next session.

Learning Objectives

»

Key elements of a project plan

»

Why analysis is the key to planning

»

Documenting and communicating the plan to the client, team and third parties

»

How a great project plan can bring higher profi tability

Handouts

»

Installation Analysis

»

Project Checklist

»

Sample Project Schedules

»

Sample Furniture Estimates

»

Site Review Information

Project Management Curriculum Lesson Plan

page 2

Project Management Training

Part One of our discussion will provide an overview of the installation estimating process and the importance of consistent and accurate estimates to dealer profi tability. You will learn how the concept of estimating diff ers from pricing furniture product, general limitations of labor estimating, and the role of material handling and third parties in estimating. We will also discuss how the Solomon Coyle prototype estimating process diff ers from other estimating methods. In Part Two, you will learn how to use the Solomon Coyle installation estimating methodology. We will discuss the prototype elements and review the estimating worksheet and how to use it. We will also review rules of thumb for adjustments for site, product and project conditions, diff erent product line prototypes, casegood hours, non-phase hours and more.

Exercise.Complete the installation estimating example using the materials provided.

Learning Objectives

» Importance of installation estimating » Key problems encountered

» Role of material handling and third parties » Effi ciency and eff ectiveness factors » Solomon Coyle estimating process

» How to apply the Solomon Coyle estimating process

» Rules of thumb for site, product and project adjustments when estimating

Handouts

» Presentation Notebook

» Solomon Coyle Installation Estimating Workbook » Competitive Systems Comparison

» Two Complete Estimating Examples » Estimating Worksheet

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Session 6

Managing the Project

_{(90 minutes)}

Th is session begins with a look at the fi ve broad responsibilities of a contract furniture dealer Project Manager: developing the quote, entering an accurate order, getting the order to site, managing the installation, and closing out the job. As part of our discussion, you will learn how to leverage the manufacturer’s capabilities when setting up a logistics plan. We will also defi ne roles and responsibilities with subcontractors and discuss how to work together on projects. In addition, you will learn how to manage corrective actions most effi ciently and teach fi eld personnel a very accurate and complete punch list process.

Exercise.Complete the manufacturer’s Shipping Capabilities Form.

Exercise.Document dealership’s corrective action process. Develop and review list of forms used in the dealership.

Learning Objectives

»

5 key project aspects

»

How to leverage the manufacturer’s capabilities

»

Job close-out issues

»

Managing corrective actions effi ciently

»

Punch list process

»

Working with subcontractors eff ectively

Handouts

»

Manufacturer Information for PM Training

»

Dealer/Installer Roles & Responsibilities

»

Punch List Process Overview

»

Sample Status Reports

»

Sample Punch List Form

»

Sample Furniture Schedule

Project Management Curriculum Lesson Plan

page 3

Project Management Training

Session 5

Managing the Client and the Contract

(90 minutes)

Session 5 addresses the complex issues of managing the client and the contract between the customer and the dealer, includ-ing communicatinclud-ing eff ectively. You will learn how to set client expectations and manage the decision-makinclud-ing process. We will discuss diff erent methods of documenting project information, what constitutes good project documentation and how to avoid problems stemming form poor communication. As part of our discussion, we will focus on how to manage the scope of work and get paid for change orders, and review the critical elements every dealer should include in their Sales Terms and Conditions. We will also review the forms used in project management and discuss forms management.

Exercise.Review dealership’s Sales Terms and Conditions; compare to Solomon Coyle best practice recommendations.

Learning Objectives

»

Setting client expectations and decision making

»

Managing the scope of work

»

Critical elements to include in dealership Terms and Conditions

»

Change order compensation

»

Importance/types of communication and documentation

»

Documenting key decisions

»

Documenting change orders for customer payment

Handouts

»

Sample Terms & Conditions

»

Sample Scopes of Work

»

Sample Change Order Memos

»

Sample Project Documentation

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Session 8

Review and Reinforcement

_{(60 minutes)}

Th is session will review key points from the previous training sessions to reinforce the issues that are the most important for a successfully managed contract furniture project. Highlights will include the role of analysis and planning, the client’s view of the Project Manager value proposition, how to get paid for change orders, installation pricing from the installer’s point of view, and how to minimize margin erosion.

Learning Objectives

»

Review of key concepts

Handout

»

Project Management Curriculum Lesson Plan

page 4

Session 9

Project Management Overview for Dealer Management and Sales

(60 minutes)

Session 9 is targeted at Dealer Management and Sales staff as well as other team members the Project Manager would like to include. Th is session will help Project Managers introduce eff ective project management concepts within the dealership and pave the way for positive change. We will explore project management best practices and key processes that will help the dealership function at a higher level. We will discuss project management models that work, appropriate staffi ng for diff erent size dealers and types of projects, and how to successfully sell project management services. We’ll also address the three core principles of project management: managing the project, the client and contract.

Learning Objectives

»

An understanding of dealer economics

»

An understanding of dealer project management

»

Roles and responsibilities within the dealership

»

Key project management concepts

»

Project management best practices

Handout

»

Project Management Training

Session 7

Project Management as a Profi t Center: Selling Services

(60 minutes)

Th is session will focus on how to market project management services as fee-based services to customers. You will learn how to price project management services and how to use “clues” to sell the intangibles of a service product. We will discuss how to eff ectively market project management services to both internal and external clients. Finally, we will discuss how the cus-tomer sees the project management value proposition and how selling services diff ers from selling products.

Exercise.Complete market analysis. Evaluate how competing dealers position and sell project management services.

Learning Objectives

»

Project management value proposition

»

Determining project management services cost

»

Marketing project management services

Handouts

»

Benefi ts of Project Management

»

Project Management Services Description

»

Sample Hourly Cost Worksheet

»

Service Competencies

»

Project Management Processes for Various Project Types

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Classes are now forming. To subscribe, please contact Sheri Winter at 703.370.1901 or swinter @ solomoncoyle.com.

About the Instructors

David Solomon is a nationally known consultant to the contract furniture industry and has developed training programs and tools specifi cally for offi ce furniture dealers. David specializes in the Quote-to-Invoice Process, dealer fi nancial models, dealer services, project management and technol-ogy. He leads several dealer peer groups, is active in industry technology initiatives and oft en speaks at industry events. David holds a B.S. in Busi-ness Administration and is a member of the Project Management Institute.

Paul Holland is a dealer development expert and business consultant with more than 25 years of offi ce furniture industry experience. With a strong background that includes leadership roles with both a major offi ce furniture manufacturer and a dealership, Paul specializes in sales, marketing, fi nancial management, market share growth, operations management, strategic planning and leadership development.

Project Management Curriculum Lesson Plan

page 5

Project Management Training

Session 10

Implementing Project Management Training

(90 minutes)

Th is fi nal session will discuss how to apply the principles learned in this course in your dealership. We will focus on the day-to-day issues Project Managers face and strategies for overcoming obstacles. Th is session also provides an opportunity for participants to bring their biggest challenges to the group for creative problem-solving.

Learning Objectives

»

Applying principles learned

Handout