Home >> Content Tracks >> Content Tracks >> Business Development Session Track Sales, Business Development & Marketplace Differentiation From CIOs candidly sharing what they look for in a staffing firm partner and effective marketplace differentiation, to the latest sales tactics that work in an environment where prospects don’t answer their phone, the breakout sessions, workshops and facilitated peer-to-peer conversations will cover a range of topics on what successfully drives revenue growth. WORKSHOP Wednesday, November 6 10:45 am - 1:15 pm The Importance of Developing Successful Sales Organizations & Its Impact on Your Business A facilitated peer-to-peer exchange of Sales Executives responsible for building, developing, and growing staffing sales organizations. Facilitator: Rick Carlson, President/Founder, Harvyst Consulting Partners & Director, TechServe Alliance Sales & Recruiter Management Program While there is no additional registration fee, advanced is required. Seating is limited to the first 40 registrants. The one consistent element of businesses that show continuous growth can be traced to the successful development of their sales teams. Hiring top performers is the goal, but the availability of that level of talent is extremely limited. In fact, availability of that group has never been in abundance, no matter the business sector. Developing great sales people is extremely difficult and many times not intuitive, yet it is critical to growing a company exponentially. Therefore, it is incumbent upon your business to develop people into high-end performers. In this this limited seating, interactive workshop, we will look at: Who, when, and how we hire When, where, and how often we train How we compensate and reward How we coach and motivate How we develop our people and lead by example Critical errors that we need to avoid How we measure our own value to the organization We will also explore the most critical functions of sales management while listening to stories of great success and even hear of some disappointing failures. The workshop is specifically designed for: Anyone who is directly responsible for the management and development of internal or field sales personnel including Sales Managers, Directors, VP’s, and Owner/CEO’s. Workflow for commissions, time sheet management, invoicing, AR, AP, Managing DSO BREAKOUT SESSION Wednesday, November 6 10:45 am - 11:45 am What Does Your Brand Say About You? How Staffing Companies are Differentiating Themselves in a Sea of Sameness Moderator: Leslie Vickery, CEO, ClearEdge Marketing Panel Members: Anna Frazzetto, CDTO & President, Technology Solutions for Harvey Nash, Inc. Lauren Jones, Vice President, Talent Technology Resources & Strategy, Volt Workforce Solutions Dave Smith, Co-Founder and COO, Triple Crown “Your brand is what other people say about you when you’re not in the room.’ -Jeff Bezos, CEO & Founder, Amazon. At the center of every company is something truly unique and special, and those companies who take the time to not only find their “spark” but “ignite” the spark into what differentiates them will truly set themselves apart. Join ClearEdge Marketing CEO Leslie Vickrey as she interviews three industry leaders about their company's journey to differentiation and how they’ve leveraged it for brand, sales and recruiting success. Walk away with relatable, real-world examples you can take back to your teams and explore ways to elevate your own company. BREAKOUT SESSION Wednesday, November 6 1:30 pm - 2:30 pm The Gross Margin Method: How to Avoid Pricing Traps and Improve Your Bottom Line Presenter: Neil S. Lebovits, CPA, CPC, CTS, Vice President, Global Search & Recruiting Support Division, People 2.0 Every firm wants to sell more and increase their bottom line. Whether you’re an owner, manager, account executive or recruiter, this session is for all those who want to improve their gross margins. You will come away with tools to recognize and avoid the traps that are holding you back from maximizing profitability. Learn how to increase your gross margin each time you fill an open requisition with key “takeaways” you can immediately implement such as: Avoiding the "hidden" bad habits in setting consultant pay rates and client pricing How to set appropriate bill rates without merely defaulting to doing it the way you have always done it Learn how those who command the largest margins use power pricing KEYNOTE Thursday, November 7 8:30 am - 10:15 am Inside the Mind of the CIO: A Candid Conversation Moderator: Anna Frazzetto, CDTO & President, Technology Solutions for Harvey Nash, Inc. Panel Members: Yuri Aguiar, Director of Innovation and Transformation, The Ogilvy Group John Higginson, Chief Technology Officer, Enova International Christine Stone, VP Program Management Office, Brookfield Properties Mark Taylor, CEO, SIM - Society for Information Management The first rule of business is “know thy client.” In this straight talk panel discussion, senior technology executives together with the CEO of the Society of Information Management (SIM), the leading CIO organization, will share their candid insights on what is important to IT leaders and their organizations. Questions that will be answered: What are the principal considerations driving their decision-making? Where do they see technology going? How are IT leaders meeting their talent needs? What is their relationship with other internal stakeholders such as procurement and HR? And most importantly for our community -- What do they look for in an IT staffing firm partner? Hint: Just having great people and providing great service does not cut it! Moderated by Anna Frazzetto, Chief Digital Technology Officer for Harvey Nash, the discussion will draw upon the SIM IT Trends Study and the Harvey Nash CIO Survey and Women in Tech Survey. Anna will dig into the topics every staffing exec, account executive and recruiter wishes they could ask. Be ready for a highly engaging conversation and come away with real insights you can put into action. BREAKOUT SESSION Thursday, November 7 10:45 am - 12:00 pm Inside the Mind of the CIO: Continuing the Conversation Moderator: Anna Frazzetto, CDTO & President, Technology Solutions for Harvey Nash, Inc. Panel Members: Yuri Aguiar, Director of Innovation and Transformation, The Ogilvy Group John Higginson, Chief Technology Officer, Enova International Christine Stone, VP Program Management Office, Brookfield Properties Mark Taylor, CEO, SIM - Society for Information Management For those looking for an additional opportunity to get inside the mind of the CIO, Anna Frazzetto will continue the conversation with her CIO panel in a breakout session. Using a highly interactive approach to get beyond the “company line” responses on a range of issues, the CIOs will then field your questions! Come prepared to engage in this unique opportunity to better understand the thinking, motivators and drivers of those in the key management role determining not only what services are needed but from whom they should be purchased. Gain insights into how to achieve the ‘holy grail’ of sales: how to not merely be a vendor but a true business partner! BREAKOUT SESSION Thursday, November 7 1:30 pm - 2:45 pm Driving Sales and Recruiting Through Effective Marketing Moderator: Larry Hemley, President, S.J.Hemley Marketing Panel Members: Michael Paradise, CEO, Sysazzle Matt Eckert, EVP Sales, Genuent Theresa Zandi, Principal Owner, Centurion Consulting Group What does an effective marketing strategy look like? How do you build a differentiated brand that is held in high regard by both clients and consultants? How can marketing drive sales and recruiting? In this panel discussion, hear from owners and executives of IT and engineering staffing firms on how the they have successfully employed marketing to boost revenue growth and increase the effectiveness of their recruiting efforts. There will be an opportunity for questions.