by Jessica Gillette | Oct 6, 2025
SELL SMARTER: SPOT THESE 10 MISTAKES BEFORE THEY COST YOU
Thursday, February 19, 2026 | 11:30AM – 1:00PM | Lunch & Learn
Business development isn’t just about knowing your trade – it’s about knowing how to win business. Too many contractors lose out on jobs because they make common but costly sales mistakes. In this fast-paced and practical session, we’ll break down The 10 Mistakes Salespeople Make: from bidding too soon to struggling with pricing conversations.
You’ll walk away with actionable strategies to stand out, close more deals, and keep your pipeline full. If you’re tired of competing on price and ready to sell with confidence, this talk is for you.
Who should attend: Sales/business development professionals, business owners, sales support staff, anyone looking to level up their sales or partnership skills.
Lunch provided.
SPEAKER
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 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.
LOCATION
ABC-VA Central Virginia Training Facility
1600 E Parham Road, Richmond, VA 23228
COST
Members – $67
Non-Members – $97
Lunch provided
SUBSTITUTION/CANCELLATION POLICY
Substitutions are always welcome if the originally registered individual(s) can no longer attend. Written notice to cancel and receive a refund must be received by 5PM on February 16, 2026.
Questions?
Contact Kristen Altermatt
by Jessica Gillette | Oct 1, 2025
EFFECTIVE PROJECT SCHEDULING – DO’S, DON’TS & CRITICAL INSIGHTS • VIRTUAL
Wednesday, October 22, 2025 | 10:00AM – 11:00AM | Webinar
Baselines, Updates, and Change Order Requests for Additional Time — The How, What, When, and Why of Having to Do It
The tools, inputs, and best practices of project scheduling will be reviewed, from baselines, to updates, to change order requests for additional time. The presentation will emphasize typical interests and motivations from different project parties, and how those shape the requirements, development, and review of different project scheduling outputs. The presentation will improve attendee’s understanding of what to do, what not to do, and what to look out for through the process, using lessons learned in the presenters’ 55+ years of project scheduling experience.
PRESENTATION BY
Kelly Consulting Services, LLC
Pat Kelly, PSP, CPE and Rob Kelly, PSP, CFCC
Project Schedule services provided on more than $12b in construction.
www.KellyConsultingServices.org
SHOULD I ATTEND?
This webinar is geared towards contractor executives, managers, schedulers, owners, architects/engineers
LOCATION
Virtual
A link will be sent to all attendees within 24 hours of webinar
COST
Members $25
Non-members $55
CANCELLATION POLICY
Please note that a reservation constitutes a financial commitment unless cancellations are made 48 hours in advance.
Questions?
Contact Jamie Carrow
by Jessica Gillette | Sep 30, 2025
PROJECT CLOSEOUT SEMINAR
Tuesday, November 18, 2025 | 2:00PM – 4:00PM
Learning how to successfully close out a project is an essential aspect of this business. Each student will leave with the skills and confidence to create and implement a logical process and an efficient environment that will promote a complete close-out. This seminar is for administrative employees, superintendents, and project managers of general contractors and specialty contractors.
Attendees will learn:
• The “Ten Commandments” of project close-out
• Project close-out strategy
• The project close-out timeline
• Field operations specifics
• The engineering close-out matrix
• The financial close-out matrix
• The project close-out scorecard
• The 10-month walk-through process
• The instructor’s focus will be teaching this organized and logical process and providing students with a solid basis to improve closing out their projects.
INSTRUCTOR – Eric Rash, Submittal Manager, Heartland Construction, Inc.
As Submittal Manager, Eric is responsible for overseeing the submission and approval process of technical documents, including shop drawings, product data, and samples for construction projects. This role involves ensuring all submittals comply with project specifications and contract requirements, coordinating with architects, engineers, contractors, and suppliers to facilitate effective communication and timely approvals.
LOCATION
ABC-VA Hampton Roads Training Facility
530 Independence Parkway, Suite 500, Chesapeake, VA 23320
COST
Members $67
Non-members $97
CANCELLATION POLICY
Please note that a reservation constitutes a financial commitment unless cancellations are made 48 hours in advance. Substitutions are welcome at any time if the originally registered individual(s) are no longer available.
COURSE CONTACT
Contact Jamie Carrow
by Jessica Gillette | Sep 30, 2025
SUBMITTAL MANAGEMENT SEMINAR
Tuesday, November 18, 2025 | 11:30AM – 1:30PM | Lunch provided
Learn to correctly complete the submittals process insuring on-time and in-budget construction. This seminar will provide information on the responsibilities of suppliers, subcontractors, general contractors, architects, and engineers. Attendees will learn how to create proper submittal packages from start to finish using contract documents as well as learn key details that can save the company time and money.
This seminar is geared towards subcontracting firms and supplier companies who would like more insight into how the submittal process works and how they can achieve timeliness and success with their packages. Learn the role and importance submittal packages have in the construction process and how to achieve an approval the first time.
INSTRUCTOR – Eric Rash, Submittal Manager, Heartland Construction, Inc.
As Submittal Manager, Eric is responsible for overseeing the submission and approval process of technical documents, including shop drawings, product data, and samples for construction projects. This role involves ensuring all submittals comply with project specifications and contract requirements, coordinating with architects, engineers, contractors, and suppliers to facilitate effective communication and timely approvals.
LOCATION
ABC-VA Hampton Roads Training Facility
530 Independence Parkway, Suite 500, Chesapeake, VA 23320
COST
Members $67
Non-members $97
Lunch provided
CANCELLATION POLICY
Please note that a reservation constitutes a financial commitment unless cancellations are made 48 hours in advance. Substitutions are welcome at any time if the originally registered individual(s) are no longer available.
COURSE CONTACT
Contact Jamie Carrow
by Jessica Gillette | Sep 23, 2025
FROM BLUEPRINT TO CERTIFICATION – CMMC ESSENTIALS FOR BUILDERS & CONTRACTORS IN FEDERAL WORK
Wed, Oct 29, 2025 | 11:30AM – 1:00PM
Ready to build your foundation in CMMC essentials? Join us for an exclusive webinar where we’ll dive deep into the latest updates and best practices for implementing the CMMC requirements and preparing for assessments. Our speaker, Steve Molter from IntelliGRC, will guide you through the requirements for certification and what it means for your business. He will also share insights on effective preparation strategies, and address common questions faced during implementation. Plus, we’ll explore the common challenges many contractors and subcontractors discover along the way.
WHAT IS CMMC?
The Cybersecurity Maturity Model Certification (CMMC) is the Department of Defense’s standard for protecting sensitive information shared with contractors and subcontractors. If your firm works on federal projects, or plans to, understanding CMMC is essential. This session will break down what CMMC means for builders and contractors, how it affects your business, and the steps you can take to prepare for certification.
LOCATION
Zoom – a link will be sent to attendees within 24 hours of webinar
Please note: online registration will close at 5PM on Tuesday, October 28.
COST
Members – $30
Non-Members – $40
SUBSTITUTION/CANCELLATION POLICY
Substitutions are welcome at any time if the originally registered individual(s) can no longer attend. Written notice to cancel must be received within 48 hours of training for a refund.
Questions?
Contact Jenny Tashjian
