Kerry and Jordan talk about ICBA’s latest featured course.
Price pressure, discounts, and chasing clients have become “normal” in construction – but they don’t have to be.
On Thursday, January 22, 2026, ICBA Training is hosting a powerful full-day workshop in Surrey, B.C.:
Construction Sales: Selling Beyond Price and Chasing Prospects
8:30 AM – 4:30 PM PST
Led by Shams Hirani, President of EleWin Consulting and leader of Sandler Training across B.C., this workshop gives contractors, estimators, project leaders, and business developers a practical, proven system to win more work without cutting margins.
Built specifically for construction and related service industries, this one-day intensive focuses on:
Managing the Buyer–Seller Dynamic so you stay in control of the conversation without being pushy
Qualifying opportunities early and focusing on real buyers
Using Up-Front Contracts to set clear expectations and reduce rework and scope drift
Uncovering true project motivations (“PAIN”) so price isn’t the only decision factor
Navigating budget and decisions early – not at the eleventh hour
Closing more work with a simple, ethical, no-pressure approach that clients actually appreciate
If your role involves bidding, quoting, estimating, pricing projects, or building client relationships, this course will give you tools you can use the very next day to protect your margins and your time.
📅 Date: January 22, 2026
📍 Location: Surrey, B.C.
💲 Member Rate: $700 + GST | Non-Member: $850 + GST
👉 Learn more and register here: https://icbatraining.arlo.co/w/courses/793-construction-sales-selling-beyond-price-and-chasing-prospects
Missed this one? Check out icba.ca/courses