Management Education

MEASURE TWICE, CUT ONCE: ASKING THE RIGHT QUESTIONS FOR A COMPETITIVE ADVANTAGE • LUNCH & LEARN Wednesday, August 5, 2026 |  11:30AM - 1:30PM In construction, we’re taught to measure twice and cut once. The same principle applies to business development. Too often, sales professionals rush to present solutions, proposals, or pricing before fully understanding the client’s real challenges, goals, and needs. The result? Missed opportunities, weak relationships, and conversations that fail to create value. This interactive workshop will show participants how asking better questions leads to stronger client relationships, better-qualified opportunities, and more successful outcomes. What you'll learn: • Ask strategic questions that uncover real client needs • Diagnose problems before offering solutions • Build trust and credibility through meaningful conversations • Better qualify opportunities and avoid wasted effort • Position their expertise more effectively with owners, contractors, and project partners • Lead more productive and confident sales discussions WHO SHOULD ATTEND? Business Development Professionals, Project Managers, Estimators, anyone looking to enhance their customer relationship building skills INSTRUCTOR Robin Green, Owner/President, Ascend Performance, Inc., powered by Sandler Robin works with companies in a variety of industries develop proven and reliable methodologies to grow revenue. Serving clients from across the […]

COMMUNICATING WITH IMPACT • LUNCH & LEARN Wednesday, August 19, 2026 |  11:00AM - 1:00PM What does it take to present key messages, capabilities, and more to gain credibility? Whether you are representing your company during a proposal presentation, a pre-bid meeting, or a site visit, how you plan and present impacts the entire company. Even our communications internally on our teams or in other meetings can impact perceptions of us as leaders and managers. In this workshop we will focus on how we communicate, save time and confusion, and present key messages for different audiences. Our objectives will be to: 1. Understand how communications styles and behaviors impact how well we present. 2. Evaluate and learn how to communicate key messages and prepare for speaking. 3. Become more audience focused. 4. Plan for meetings, reporting, and engaging effectively. This workshop will be very interactive with role plays and small group activities. WHO SHOULD ATTEND? Project Engineers, Superintendents, PMs, Administrative Professionals, Finance & Accounting Staff, anyone looking to enhance their communication/presentation skills INSTRUCTOR Susan Long-Molnar, President, Managing Communications – Susan Long-Molnar is a regional consultant specializing in communications, marketing, and leadership strategy. With 11 years in corporate communications management roles […]