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DTSTART;TZID=America/New_York:20260805T113000
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CREATED:20260617T144947Z
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UID:10002472-1785929400-1785936600@www.abcva.org
SUMMARY:Measure Twice\, Cut Once: Asking the Right Questions for a Competitive Advantage 8/5 CV
DESCRIPTION:MEASURE TWICE\, CUT ONCE: ASKING THE RIGHT QUESTIONS FOR A COMPETITIVE ADVANTAGE • LUNCH & LEARN\nWednesday\, August 5\, 2026 |  11:30AM – 1:30PM\nIn construction\, we’re taught to measure twice and cut once. The same principle applies to business development. \nToo 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. \nWhat you’ll learn:\n• Ask strategic questions that uncover real client needs\n• Diagnose problems before offering solutions\n• Build trust and credibility through meaningful conversations\n• Better qualify opportunities and avoid wasted effort\n• Position their expertise more effectively with owners\, contractors\, and project partners\n• Lead more productive and confident sales discussions \nWHO SHOULD ATTEND?\nBusiness Development Professionals\, Project Managers\, Estimators\, anyone looking to enhance their customer relationship building skills \nINSTRUCTOR\nRobin Green\, Owner/President\, Ascend Performance\, Inc.\, powered by Sandler\nRobin works with companies in a variety of industries develop proven and reliable methodologies to grow revenue. Serving clients from across the United States\, the United Kingdom\, and India\, he is a frequent speaker at industry events and trade organizations on the topics of sales\, communication\, and leadership topics.\n \nLOCATION\nABC-VA Central Virginia Training Facility\n1600 E Parham Road\, Richmond\, VA 23228 \nCOST\nMembers — $67\nNon-members — $97\nLunch provided \nCANCELLATION POLICY\nPlease note that a reservation constitutes a financial commitment unless cancellations are made in writing by 5PM on August 3\, 2026. Substitutions are welcome at any time if the originally registered individual(s) are no longer available. \nCOURSE CONTACT\nContact Kristen Altermatt
URL:https://www.abcva.org/event/measuretwice/
LOCATION:ABC-VA Central Virginia Training Facility\, ABC-VA Central Virginia Training Facility\, 1600 E Parham Road\, Richmond\, VA\, 23228\, United States
CATEGORIES:Central Virginia
ATTACH;FMTTYPE=image/jpeg:https://www.abcva.org/wp-content/uploads/2026/06/CV-Measure-Twice-Cut-Once-Aug5-scaled.jpg
ORGANIZER;CN="Rebeca Reyes":MAILTO:rebeca@abcva.org
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DTSTART;TZID=America/New_York:20260819T110000
DTEND;TZID=America/New_York:20260819T130000
DTSTAMP:20260619T101451
CREATED:20260617T143516Z
LAST-MODIFIED:20260617T143621Z
UID:10002471-1787137200-1787144400@www.abcva.org
SUMMARY:Communicating with Impact: Strong Presence. Clear Message. Better Results. 8/19 CV
DESCRIPTION:COMMUNICATING WITH IMPACT • LUNCH & LEARN\nWednesday\, August 19\, 2026 |  11:00AM – 1:00PM\nWhat 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. \nOur objectives will be to:\n1. Understand how communications styles and behaviors impact how well we present.\n2. Evaluate and learn how to communicate key messages and prepare for speaking.\n3. Become more audience focused.\n4. Plan for meetings\, reporting\, and engaging effectively. \nThis workshop will be very interactive with role plays and small group activities. \nWHO SHOULD ATTEND?\nProject Engineers\, Superintendents\, PMs\, Administrative Professionals\, Finance & Accounting Staff\, anyone looking to enhance their communication/presentation skills \nINSTRUCTOR\nSusan 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 at Sentara\, Cox Communications\, and USAA\, she launched her firm in 2002. Utilizing her interactive and outcomes-oriented training approach\, Susan helps businesses\, non-profits\, and government organizations grow through talent development and effective communication practices. A former teacher\, she remains passionate about education and workforce development and serves on the Virginia Department of Education CTE Advisory Council. She also founded and hosts the Hampton Roads Regional Workforce CTE Forum and is the founder of the Southeast Virginia Women in Leadership Roundtable. \nLOCATION\nABC-VA Central Virginia Training Facility\n1600 E Parham Road\, Richmond\, VA 23228 \nCOST\nMembers — $95\nNon-members — $125\nLunch provided \nCANCELLATION POLICY\nPlease note that a reservation constitutes a financial commitment unless cancellations are made in writing by 5PM on August 12\, 2026. Substitutions are welcome at any time if the originally registered individual(s) are no longer available. \nCOURSE CONTACT\nContact Kristen Altermatt
URL:https://www.abcva.org/event/impact26/
LOCATION:ABC-VA Central Virginia Training Facility\, ABC-VA Central Virginia Training Facility\, 1600 E Parham Road\, Richmond\, VA\, 23228\, United States
CATEGORIES:Central Virginia
ATTACH;FMTTYPE=image/jpeg:https://www.abcva.org/wp-content/uploads/2026/06/CV-Communicating-with-Impact-Aug19-scaled.jpg
ORGANIZER;CN="Rebeca Reyes":MAILTO:rebeca@abcva.org
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