This past July, I had the opportunity to travel to Oak Creek, WI, to take the NFSA Masterclass in Estimating and Project Management. As someone relatively new to the fire protection industry, I found myself introduced not just to the basics of these components but to much practical knowledge, industry insights, and leadership wisdom that go beyond just the fire protection industry.

The NFSA designed this Masterclass to raise the bar for both new and seasoned industry professionals. Over the course of the week, the group of students – a mix of new hires, experienced salespeople, and long-time project managers – learned from two industry leaders who are dedicated to the industry and wish to impart their wisdom on others.

Mastering Estimating and Proposals

The first half of the Masterclass on Estimating and Proposals for Fire Sprinkler Installation Projects, was led by Mike Joanis, NFSA’s Chief Operations Officer. Before joining the NFSA, Joanis owned and operated his own fire sprinkler company, giving him firsthand knowledge of the obstacles in preparing estimates and proposals. His approach blended technical rigor with a down-to-earth practicality that resonated with everyone in the room.

I heard from fellow students of the class, some who are new to fire sprinkler sales and others who have had more experience, that Joanis’ insight and humor taught them new tricks and gave them new insights. Joanis also dealt with how to navigate estimates and bids in jurisdictions that move to adopting newer editions of the standards.

Learning Project Leadership

List compiled by the class of what they hoped to learn.

The second portion of the Masterclass was on Project Leadership and is taught by Jerry Allen, owner of Leaders by Trade. Leadership seminars are common, but Allen’s 8-module program stood out because it was built for the fire sprinkler industry by an experienced project manager from the fire protection industry.

Instead of just defining a good leader, Allen started by drawing out definitions of a good leader from each student and challenging the groups to refine their definitions. He walked the class through every facet of project management, from planning and communication to handling inevitable setbacks. Even the most seasoned project managers in the class said they left with actionable strategies they could begin to implement.

One of Allen’s key points has stuck with me: too often in the trades, when someone asks “how”, the typical answer is “figure it out”. His hope is that this class can help both small family-owned shops and large corporations recognize that, at their core, they’re in the people business. True leadership, he emphasized, isn’t just about managing jobs – it’s about guiding teams, building trust, and setting a standard of excellence.

As the fire protection industry continues to evolve, training opportunities like the Masterclass from the NFSA are more than just professional development. They’re an investment in the future of the fire protection craft, the companies that make the industry, and the communities that they serve.

Project Leadership attendees

Molly Hugo is the NFSA’s Northeast Regional Coordinator.