Conference Plan For Managers

304 views
246 views

Published on

Conference Plan for Hedge Funds: Understand your audience and tailor your 
conference 
strategy
accordingly.

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
304
On SlideShare
0
From Embeds
0
Number of Embeds
49
Actions
Shares
0
Downloads
4
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Conference Plan For Managers

  1. 1. A CONFERENCE PLAN FOR MONEY MANAGERS<br />Ron Suber<br />Senior Partner, Merlin Securities<br />CTA EXPO<br />Chicago<br />September 13, 2011<br />
  2. 2. 2<br />Today’s Discussion<br />Conference Success Chart<br />Conference Success Chart<br />
  3. 3. Get away from the office<br />Reconnect / friendships<br />Promote something<br />Find a job<br />Impress your peers<br />Help your business <br />Meet the right people<br />Learn and get ideas<br />Raise money / find new investors<br />Party with Bucky<br />3<br />Why Go to Conferences? Why are We Here?<br />
  4. 4. 4<br />The Funnel<br />Conference Attendees<br />Customers/Investors<br />
  5. 5. 5<br />Know Your Audience<br />It is critical that attendees truly understand who is in attendance – and that they tailor their conference strategies accordingly<br />
  6. 6. 6<br />Who is Here Today?<br />Money Managers<br />Asset Allocators<br />Investors<br />Money Raisers / TPM<br />Consultants<br />Trading Firms<br />Exchanges<br />Press / Media<br />Vendors<br />
  7. 7. 7<br />Do Your Homework…Then Choose Your Weapon to Meet Them<br />Sharp Shooter?<br />Or Rapid Fire?<br />
  8. 8. RECIPE FOR SUCCESS<br />
  9. 9. 9<br />Your Equations for Success at Conferences<br />#OIO x CR = SUCCESS<br />IQ and EQ and NQ and CQ = EFFECTIVENESS<br />“Social Selling” = Gathering Info Before and After the Conference<br />
  10. 10. Which Investors Might be in Attendance?<br />THE SPECTRUM OF FUND INVESTORS<br />10<br />
  11. 11. 11<br />Know Your Story and Deliver Your Messages<br />When meeting a new contact, you have 60 seconds to explain: <br /><ul><li>Who you are
  12. 12. What you do
  13. 13. How you do it
  14. 14. Why you are better or different
  15. 15. Why the person should believe you
  16. 16. Harmonize</li></ul>Know your offering and value proposition, then get to <br />the point clearly and quickly<br />
  17. 17. 12<br />What NOT TO DO and WHAT TO DO<br />What NOT TO DO: <br />Don’t get distracted – your BlackBerry, iPhone, DROID is NOT your friend<br />Don’t forget to make appointments – never assume you’ll “run into” someone you want to meet<br />Don’t have conference coffee breath<br />What TO DO: <br /><ul><li>Take notes on the back of business cards
  18. 18. Observe innovation, new trends and best practices
  19. 19. Introduce others—be the conduit
  20. 20. Bring aspirin and water!</li></li></ul><li>When you get home, take action:<br /><ul><li>Call, connect, email and LinkIN those people you said you would
  21. 21. Develop a follow up plan
  22. 22. Writenotes and emails from on the plane home
  23. 23. Create a vCard with all info
  24. 24. Booktime to digest the conference while fresh
  25. 25. Shareknowledge from the conference</li></ul>13<br />Follow Up <br />Without follow up, a great conference can go to waste <br />
  26. 26. 14<br />Understand the Conference Landscape<br />The landscape has changed dramatically at conferences<br /> <br />To reach the next level of AUM, clients, investors, etc., must understand which <br />investors/people they should target and what each requires <br />Conferences are an investment: Time, Attention, Money and Energy.<br />MAKE THE MOST OF IT. <br />
  27. 27. QUESTIONS & ANSWERS<br />Ron Suber<br />Senior Partner, Merlin Securities<br />Mobile: (847) 544-8362 <br />Email: rsuber@merlinsecurities.com<br />

×