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Business Development Educational Forum
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Business Development

December 13-14, 2018
University of New Mexico
Albuquerque, NM


 SCHEDULE

December 13         
8:30 a.m. – 9:00 a.m.    Registration    
9:00 a.m. - 10:30 a.m.    Welcome and opening session   
10:45 a.m. – 12:15 p.m.    Module 1 and 2   
12:30 p.m. – 1:30 p.m.   Lunch   
1:45 p.m. – 3:15 p.m.   Module 2 and 3   
3:30 p.m. - 4:30 p.m.    Ignite sessions   
       
December 14      
8:30 a.m. – 10:00 a.m.   Module 1 and 3   
10:15 a.m. – 11:15 a.m.   Presenter panel Q&A   
11:15 a.m. – 11:30 a.m.   Closing and evaluations   




 EDUCATIONAL CONTENT

Opening

9 Factors of Trust
Presented by Keri Stewart, CPBC, Certified Professional Business Coach & One Page Business Plan Consultant at Results 4 Business, Inc.

People will do business with people they trust. How much do your customers trust you? How much trust is within your organization? Trust is a deal breaker inside your company walls and externally with your customers and prospects. Where the effort begins is within – look in the mirror and what do you really see? Lets’ explore the working environment and locate a nugget to investigate the level of trust from different perspectives.

Learning Objectives:   

  • Understand how building trust at the beginning of a sales relationship is key to moving the sales process closer to closing
  • Exploration into tips establishing credibility, expressing empathy, displaying competence and demonstrating intent 
  • Become aware where we get in our own way in the buying process 

Modules

From Room Scheduling to Full-Service Event Coordination: A Conference & Event Services Facelift
Presented by: Julie Hughes, Head, Campus Conferences, New Mexico State University

It is a daunting proposition to start a new position with direction from leadership to completely overhaul an entire operation, but there is also a sense of freedom when you are able to look at everything with fresh expectations and know you have the support to effect significant change. Learn how we are transforming the student union room scheduling office into a full-service Conference & Event Services operation. From building a team that feels empowered and engaged, to revising and redeveloping procedures and rates as part of a new business plan, there is not a single process that we have not looked at improving for the benefit of customers and our Auxiliary Operations. This session will encourage you to evaluate your procedures and determine if they have kept up with the evolution of your operation. I will share the steps we have taken to build a business plan, including a rate structure that makes sense for us today, yet, continues to require constant evaluation. We will also look at how critical buy-in from staff is to your success and how to engage campus partners to be part of your success. Finally, we will discuss the importance of consistency in planning for the future of your operation.

Learning Objectives:

  • Discover methods for building a team with shared goals who have a sense of ownership in outcomes
  • Walk through a step-by-step guide to revamping outdated procedures and rates and discuss how to develop and manage consistency for the benefit of operations and budget planning
  • Discuss how to navigate relationships with campus partners as your operations expand and change

ABC’s of Closing
Presented by Keri Stewart, CPBC, Certified Professional Business Coach & One Page Business Plan Consultant at Results 4 Business, Inc.

When it comes time to close the sale, are you stuck in a rut? Sales people get timid at the wrong time, the prospect has money to spend. You’ve done everything well: planned your presentation, delivered it to perfection and did you walk away with or without the sale? Time to expand our default closing techniques and earn a few bucks in your business.

Learning Objectives:

  • Uncover 26 proven ideas on how to ask for the business
  • Gain creativity moving the sales process forward or close the deal
  • Increase your close ratio

The Art and Science of Modern Digital Marketing To Increase Business!

Presented by: Mike LeMoine, Owner/Founder at Maverick Web Marketing

This wide-ranging presentation will cover effective digital marketing practices that will help you win more clients. The new digital economy demands new skillsets but many people get overwhelmed on where to even start. Mike is going to show you what is working now online. He is going to teach you how to “think” about digital marketing so that you can make the best decisions for your organization. He will teach you how to increase your visibility and exposure online, how to evaluate if what you are doing is working, how to read and understand analytics, and ultimately how to win more business from the internet.  

 


 REGISTRATION

   Earlybird
(Before 11/16/2018)
   Register after
11/16/2018
        
ACCED-I Member   $325    $350
Nonmember   $375    $400
 Included in your registration fee is all educational content and Thursday lunch.  



ACCED-I Financial Policy/Cancellation/Refund Policy:  ACCED-I accepts checks (U.S. funds only) and all major credit cards. Notification of cancellations received by ACCED-I by Friday, November 23, 2018 will be refunded, less a $50 administrative fee. Replacements are welcome.  No-shows are responsible for payment in full.  No refunds will be made after November 23, 2018.  If registration is made after November 23, 2018, the above policy still applies.

ACCED-I Federal ID Number 84-1023816

 

LODGING

A block of rooms has been reserved at the Sheraton Albuquerque Airport Hotel for forum participants for a special rate of $104 + taxes and fees per night. Please make your reservation online here, or by calling the reservations department at (800) 227-1117. Please mention the group name Educational Forum for the Association of Collegiate Conference and Events Directors-International to receive the special rate. Reservations must be made by November 12, 2018.