48First is a ground-level buiness management training program for IBEW members. The following is a proposal for program implementation within the IBEW organization.

1. Electrical Contractor &
Management Training Program
Sea
Freight
Custom
Clearing
Forwarding

2. Introduction Electrical Contractor &
Management Training Program
Industry
IBEW Inside Wireman Card #D830556 - 1987
IBEW Local #48 Business Development - Member
NJATC NTI Graduate - Instructor
NECA EMI Graduate - Member Contractor (2002)
Professional
48 First™ Executive Director – Developer – Instructor
Master Licenses Oregon – Washington – Hawaii
Small Business Owner/Consultant
3D Electrical Services - MPD Systems - Dutton Enterprises
Education
Mike Masters Degree Business Administration (MBA)
Bachelors Degree Business
Mike Dutton

3. Three-Step Approach for
Sustaining Our Future Electrical Contractor &
Management Training Program
Step I – Recognizing the Urgency
Step II – Understanding the Solution
A. Leadership: MEI
Member Empowerment at the Organizational Level
– Our Need for this Initiative
– Our Threats
B. Membership: 48FIRSTTM
Member Empowerment at the Local Level
– IBEW Locals - Implementation
– Member Concerns
Step III – Call to Action!
Program Sponsorship
– Empower Your Membership
– Regain Market Share
– Create Jobs

4. Organizational Level Electrical Contractor &
Management Training Program
Step I
Recognizing the Urgency
“As the U.S. has been transformed from an industrial to a white
collar, service and retail economy that is increasingly affected by
globalization and competition from foreign nations, employers increasingly
view representative unions as uncompetitive and inefficient institutions.”
Charles Craver, Law Professor at George Washington University

5. The Marketplace,
Why Should We Care? Electrical Contractor &
Management Training Program
• Globalization
– It’s not just a Union vs nonunion battle
• Current U.S. Marketplace Trends
– Flattening organizations
• Innovation / Flexibility / Team Orientation
• Historical Industry Trends
– IBEW: no direct connection to marketplace demands
• Therefore, no competitive business model
– Contractors: the only competitor’s for our marketplace
• Good for established contractors, bad for industry
– Established IBEW Contractors: Differentiation (Niche/Large Markets)
– Nonunion: Price Leadership (small market)
• Status Quo approach to changing market demands
– Examples: Voice/Data, Solar PV, etc.

6. Our Urgency in a Nutshell Electrical Contractor &
Management Training Program
• The Results
– Established contractors: differentiated strategy
• Future: STABLE Strategy supports market position
– Nonunion: price leadership strategy
• Future: STABLE Strategy supports market position
– IBEW: No competitive strategy
• Future: UNSTABLE Strategy does not support market position
– Market share losses
– Declining membership
– No direct connection to the marketplace
The IBEW is on a path to market irrelevance…
We need to take control of our future NOW!

7. Strategic Opportunity Electrical Contractor &
Management Training Program
Licensed Electrician Distribution Electrical Contractor Distribution
in the Portland, OR Market in the Portland, OR Market
Union Non-Union Union Non-Union
15%
49%
51%
85%
Consider the contractor to electrician ratios…
• Supports established contractor differentiation
• Supports nonunion small market leadership
• Points to our opportunity!

8. External Challenges Electrical Contractor &
Management Training Program
Two revealing perspectives of our “job creators”
1. About 48FIRSTTM & Established Contractors…
“While more union shops are good for all in the long run,
most contractors will take the short term view.
I can… foresee strong pushback from existing
Union contractors – ie growing more competition.”
…when asked why the dichotomy?
IBEW and Contractor missions are NOT the same
• IBEW mission is for betterment of the worker/industry
• Contractor mission is for their best interest
Then why do we depend on independent contractors
to represent worker interests or elevate IBEW values
in the marketplace?

9. External Challenges Electrical Contractor &
Management Training Program
Two revealing perspectives of our “job creators”
2. About 48FIRSTTM & IBEW Locals…
“… getting union business managers to support starting
businesses is a unique idea;
it will require a mind shift that I think many cannot achieve.”
…asked why?
Same old strategies… new “global” marketplace rules.
Labor – Government: Regulatory
Business – Marketplace: Relevance
“Given the statistics of job loss, decreases in the middle class and their spending power, and the
systematic erosion of union influence and bargaining power, it is clear that globalization has had
a much greater negative impact on unions and the middle class than politicians and other experts
could have predicted.”
Student Researcher

10. Endorsement Electrical Contractor &
Management Training Program
Tim Gauthier
Executive Manager
NECA
Oregon-Columbia Chapter

11. Our Understanding Electrical Contractor &
Management Training Program
If we know that:
• Business entry is less sophisticated in smaller
markets like residential and small commercial
• New nonunion entities initiate in these markets
• Nonunion dominates market share in these markets
• IBEW’s objective is to organize these markets

12. Our Duty Electrical Contractor &
Management Training Program
We could conclude…
That small markets are the breeding ground for nonunion
electrical contractors and therefore nonunion electrician’s…
Therefore, we have a responsibility to enhance our
approach to organizing these “battlefield” markets
…however, we cannot win the battle over any
markets if we do not understand its demands.

13. Internal Challenges Electrical Contractor &
Management Training Program
IBEW Threats Our Response
• Fear of Change Courage
• Complacency Action
• Indifference Pride
• Status Quo Innovation
Do these threats and
responses sound familiar?
They should…
They’re what our IBEW forefathers faced
when fighting to establish our rights.

14. Organizational Level Electrical Contractor &
Management Training Program
Step II
Understanding the Solution
A. Leadership: MEI
Member Empowerment at the Organizational Level
» Our Need for this Initiative
» Our Threats

15. MEI Introduction Electrical Contractor &
Management Training Program
• Member Empowerment Initiative
is MAI’s top-down complement
• MEI objectives: IBEW Members
– Train & support members how to succeed in
business by delivering value MEI
– Cause new(er) contractors to seek our Approach
program
– Change the paradigm for entry into our
industry
– Support growth, build loyalty, & spur Marketplace
innovation within IBEW membership

16. MAI Review Electrical Contractor &
Management Training Program
• The MAI provides for a
IBEW Values
bottom-up organizing tool
• Objectives of the MAI:
– Target non-IBEW members MAI
– Reduce composite rates Approach
– Recapture market share
Non-IBEW Members
– Create more job opportunities

17. MAI’s Complement Electrical Contractor &
Management Training Program
IBEW Values
MAI
Approach
A holistic approach
where the focus of IBEW’s values
Non-IBEW Members
IBEW Members
MAI + MEI = are transmitted through its members
to deliver value to the demands
MEI
Approach of the marketplace.
Marketplace

18. MAI’s Complement Electrical Contractor &
Management Training Program
IBEW Values
With a sustainable direct linkage to the
MAI
Approach marketplace, the IBEW can then establish a
Non-IBEW Members
value-differentiating model to compete with
IBEW Members
the nonunion price leadership position
MEI
Approach Support for this enhanced model
MUST come from IBEW’s leadership
Marketplace

19. Organizational Level Electrical Contractor &
Management Training Program
Step II
Understanding the Solution
B. Membership: 48FIRSTTM
Member Empowerment at the Local Level
» IBEW Locals - Implementation
» Member Concerns

20. What is “48 First”? Electrical Contractor &
Management Training Program
“48First” Meaning:
Our “link” to the marketplace
The program emphasizes the
planning, knowledge, & skills
needed before entering a career
in business or management
48FIRST is a “ground-level”
TM
program that provides a
comprehensive 48-hour training
designed for the needs of our members

21. Program Overview Electrical Contractor &
Management Training Program
Training Course Highlights
• Topics that addresses industry best practices and
specific business start-up concerns
• Program workbook and text book
• Hands on applications and examples
• Business development & planning resources
• Presentations by Industry Professionals

22. Program Break Down Electrical Contractor &
Management Training Program
Training Program Logistics
• YOUR Local is the sponsor of the training event
– Schedule program, advertise, set venue, collect, pay fees
• 40 hours/5-Days at your venue
• All program materials and collateral are included
• Class format:
– Theoretical & Practical Hands-on Instruction
– Professional Presentations & Consultation
– Lunch and refreshments included
– Homework

23. TM
The 48FIRST Program Electrical Contractor &
Management Training Program
www.48FIRST.org

24. Local Launch Plan Electrical Contractor &
Management Training Program
Local Implementation Plan
• Target Market: New start-ups and established contractors
< 5-Years/$2MM Annual Revenues
• Phase I: Members interested in Business & Management
• Phase II: All members – provide access to the knowledge of the
business of the industry – This will spur innovation
• Phase III: All Industry – by establishing a support system of
trust & loyalty within the marketplace, all industry
professionals will seek this training

25. How YOUR Local
will Benefit Electrical Contractor &
Management Training Program
By providing knowledge to the membership,
we all benefit:
• Top-down business development program
• Increase market share & jobs
• Build relationships, trust, and loyalty
• Reach members beyond the Union meeting
• Grow your own stable contractor base
• United approach to meeting market demands

26. Program Summary Electrical Contractor &
Management Training Program
Program Objectives
• Target established contractors <5-years
• Grow a loyal IBEW contractor base
• Establish industry leading business development program
– Encourage innovation within our membership
• Improve IBEW performance metrics
– contractor participation in MAI
– market share in under represented markets
– number of jobs for electricians

27. Call to Action! Electrical Contractor &
Management Training Program
Step III
Call to Action!

28. TM
Why 48FIRST ? Electrical Contractor &
Management Training Program

29. Administration Electrical Contractor &
Management Training Program
Division of Responsibilities
• 48First
– Brand development
– Overall program administration
– Informational website and collateral
– Consultation
• Local Unions
– Support & Adoption of 48FIRST/MEI
– Encouragement & Communication: Website, direct mail, etc.
– Sponsor a Training Session!
– Booking Requirements

30. How to Sponsor a Class Electrical Contractor &
Management Training Program

31. Call to Action! Electrical Contractor &
Management Training Program

32. The 48 FIRST™ Video
www.48FIRST.org

33. Q&A Electrical Contractor &
Management Training Program
QUESTIONS?
The Electrical Contractor &
Management Training Program
www.48FIRST.org