Quantifying, Presenting, Negotiating & Avoiding the Cumulative Impact of Change Orders

This 8 hour program will explain the elements of a successful change order and claims presentation; including winning strategy narratives and verbal presentations. The course covers entitlement, cumulative impact, and documentation.

The presenter is Dr. Awad S. Hanna, principal investigator of the landmark study conducted by the Mechanical Contracting Foundation and the Construction Industry Institute on the impact of change orders on labor productivity.

Dr. Hanna has indicated that by taking this course, participants will know how to logically and efficiently, after removing the emotion, take the facts and assemble them in a way that the client can clearly understand that your intent is not enrichment by and equitable adjustment to the contract amount. Students will receive instruction in presenting narrative and verbal presentations that are reasonable and not inflammatory. They will be better able to demonstrate to their clients the entitlement so often spoken about.


  • Contractors
  • Project Managers
  • Construction Managers
  • Project Engineers
  • Superintendents
  • Controllers

Material Covered:

  • Quantifying the impact of the change order on labor productivity
  • Quantifying the impact of other factors on labor productivity using the factor approach (Overtime, over-manning, stacking, shifts, unabsorbed home office overhead, etc.)
  • Explaining the elements of a successful change order and other types of claims; including a winning strategy narrative and verbal presentation