9th Annual New Business Summit

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 and Blair Enns of Win Without Pitching. It's probably the most impactful of all our seminars--be sure to download the lengthy flyer with extensive details. 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?

06:00 - 08:00 Networking Dinners

 

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


Click to download flyer and registration form. (1 MB pdf file)