Setting a Construction Sales Strategy & Networking to Generate Business Education
Workshop, Thursday, October 24th, 1:00pm
ASA Western PA is bringing back Tom Woodcock with Seal the Deal talks about the unique
sales training and networking for the construction industry. Go to our website www.asawpa.org
for registration information. Sponsorship available by contacting Executive Director Angela
Wentz at asawpa@zoominternet.net
Learn Tips for Reducing Employee Theft and Fraud with FASA Video-On-Demand
The risk of employee theft and fraud in your company may be greater than you think — and it
could prove costly. Learn anti-fraud strategies, how to assess your company’s risk, and
prevention and detection techniques with the FASA video-on-demand “Reducing Employee
Theft and Fraud” (Item #8042).
Presenter Lamar Harner, CPA, CFE, HarnerEvans, PLC, Phoenix, Ariz., provides tips on how to
protect your company and reduce the chance of becoming a victim of theft and fraud. He also
explains how to develop a plan for a well-coordinated and timely investigation in case fraud is
detected.
Play this 75-minute on-demand video on your computer, or use it for group training by
projecting it onto a screen or wall in your conference room! “Reducing Employee Theft and
Fraud” is $65 for ASA members and $95 for nonmembers and is available through the FASA
Contractors’ Knowledge Depot at www.contractorsknowledgedepot.com or by calling 1-888374-3133.
Collection Strategies: Vital to Your Business
What would happen if your customer failed to pay your company for work it performed or services
it provided? Does your company have a collection strategy in place?
“How do we protect ourselves in terms of collection strategies?” asks Scott Blakeley, who, with
Brad Blakeley, presented the FASA video-on-demand, “Collection Strategies for Specialty Trade
Contractors” (Item #8007). “We need to keep an eye on a customer’s insolvency or a customer’s
filing bankruptcy.”
In the video, the presenters, both of Blakeley & Blakeley LLP, Irvine, Calif., divulge valuable
secrets behind successful collection strategies to make collection efforts easier and more
effective, including demands for payment, stopping materials in transit, suspension of work, and
more.
A credit application, for example, can be used as a starting point to qualify customers. “In
addition to qualifying customers, this can be a very effective way to protect ourselves in the
event that the customer defaults,” says Scott Blakeley.
He provides a checklist of what information should be included in the credit application, such as
the applicant’s full firm name, trade names and other business names used to obtain credit. “The
purpose for that, of course, is that in the event that we have a default and we are forced to move
to collect on that account, we need to identify the full name of the debtor in terms of our
collection efforts,” he says.
Other information a subcontractor may want to learn about the customer may include: the
number of years the applicant has been in operation; whether the applicant rents or owns its place
of business; credit references; names of suppliers; credit card statements; bank references;
current financial statements; and whether the applicant’s accounts receivable, inventory and/or
equipment are encumbered by a lien or security interest.
In addition to discussing bankruptcy and insolvency risk and contract terms and conditions, the
presenters also take a look at credit enhancements, such as state laws, including lien and bond
statutes, and federal laws, including the Miller Act, as well as payment enhancements. These
include joint checks and credit card payments.
Play this two-hour on-demand video on a computer, and use it for group training by projecting it
onto a screen or wall in a conference room! Your purchase includes a hyperlink to view this
streaming video whenever, and as many times, as you’d like!
“Collection Strategies for Specialty Trade Contractors” is $65 for members and $95 for
nonmembers and is available in the FASA Contractors’ Knowledge Depot at
www.contractorsknowledgedepot.com.
Learn the Real Risks of ‘Pay-If-Paid’ Clauses With Nov. 13 Webinar
What does the “if” in pay-if-paid really mean and how big of an “if” is it? What are the real risks
of signing contracts that contain “pay-if-paid” clauses? Get the answers to your questions about
“pay-if-paid” and “pay-when-paid” with ASA’s Nov. 13 webinar, “The Big IF in Pay-if-Paid
Clauses” (Item #WEB057).
Don Gregory, Esq., Kegler, Brown, Hill & Ritter, Columbus, Ohio, will present this live, 90minute webinar at 12:00 p.m. Eastern Time
The registration fee is $20 for program only and $30 for program and a boxed lunch from Panera
Bread. The webinar will be projected onto a screen and listen to it on a speakerphone. After the
program, registrants will receive a link to watch and listen to the recording of the webinar, and an
ASA Certificate of Completion that can be downloaded and printed for each person who watched
the webinar.
Register for the webinar under “Register for an Event” on the ASA Web site at www.asawpa.org
or call (724) 538-9220