10th Annual New Business Summit

Hashtag: #nbs2013

This is our largest yearly seminar, held in Nashville, TN at the Frist Center for the Arts. All new breakouts, networking opportunities, and new price with special offer for additional staff from your firm. Join 100 other firms in this annual tradition of starting the year off right with your positioning, marketing, and selling. Faculty include David C. Baker, Blair Enns of Win Without Pitching, and Mark O'Brien of Newfangled. It's probably the most impactful of all our seminars--be sure to download the lengthy flyer with extensive details.

The sessions are a mix of presentation, hands-on exploration, exercises, & roundtables. You’ll learn how your firm should be positioned, what your role should be, how to perform that role flawlessly, how to adjust for your own strengths/weaknesses as you deal with prospects, and how to make the most of the marketing assets at your disposal. Most importantly, you’ll learn how to develop a thought leadership position that draws prospective clients to you.

Especially popular is our expanded section on thought leadership, as well as all new roundtable options, including a hands-on opportunity to craft your positioning and positioning statement, or an in depth look at your website (bring a companion and attend both). In addition, there will be networking opportunities on Wednesday evening, where you’ll be able to connect with fellow attendees while continuing the day’s discussions.

This seminar will include everything from knowing how to identify prospects, how to nurture them to the client stage without weakening your firm’s position, how to deal with objections, and one hundred other things that will enhance your success in new business. Essentially, it’s a complete look at this function in your marketing services firm.

Note that the cost for the first attendee is $2,000, but for an extra $1,000 you can bring as many additional attendees from the same firm as you like. See the registration form on page 7.

Here's the agenda:

WEDNESDAY ALL DAY (Positioning Opportunity) 

09:30 - 10:00 Welcome and Introductions

10:00 - 10:15 Why It Is the Way that It Is at Your Firm Now

10:15 - 10:30 Early Goal-Setting

10:30 - 10:45 Break

10:45 - 11:30 Way It Could be At Your Firm

11:30 - 12:00Transitioning from an Order Taker to an Expert

12:00 - 01:15 Lunch, On Your Own

01:15 - 02:45 Building A Case for Your Own Expertise

02:45 - 03:00 Break

03:00 - 03:15 Checklist for Recognizing Opportunity

03:15 - 03:30 Principles for Articulating Your Expertise

03:30 - 04:00 Crafting Your Own Positioning

04:00 - 04:30 Final Exam: Does Yours Pass This Ten-Part Test?

THURSDAY MORNING (Managing Opportunity)

08:30 - 09:45 Categorizing Opportunities

09:45 - 10:00 Break

10:00 - 10:45 Nurturing Early Stage Opportunities Forward

10:45 - 11:00 Break

11:15 - 12:00 Handling Opportunities Stalled on Objections

12:00 - 01:15 Lunch, On Your Own

THURSDAY AFTERNOON (Generating Opportunity)

01:15 - 01:30 Building Thought Leadership on the Foundation of Your Positioning

01:30 - 01:55 Expert-Directed Discussion on Lead Generation Option #1

02:00 - 02:25 Expert-Directed Discussion on Lead Generation Option #2

02:30 - 02:55 Expert-Directed Discussion on Lead Generation Option #3

03:00 - 03:25 Expert-Directed Discussion on Lead Generation Option #4

03:30 - 03:45 Break

03:45 - 05:00 Optional Module on Building the Right Supporting Website, OR

03:45 - 05:00 Optional Module on Crafting Your Positioning Statement

06:00 - 08:00 Optional Dinner

FRIDAY MORNING (Closing Opportunity)

08:30 - 09:45 Winning Without Pitching (or Without Strategy or Long Proposals)

09:45 - 10:00 Break

10:00 - 11:15 Continued

11:15 - 11:30 Break

11:30 - 12:00 Tailoring Your Closing Style to What Buyers are Looking For

12:00 - 01:15 Lunch, On Your Own

FRIDAY AFTERNOON (Planning Opportunity)

01:15 - 01:45 Setting Up New Business Staffing Appropriately

01:45 - 02:15 Understanding all the Elements of an Actionable Marketing Plan

02:15 - 02:30 Break

02:30 - 03:00 Exercise: Building Your Own Marketing Plan

03:00 - 03:15 Wrap and Closing Comments

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