This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
A talk by Anisa Aven
CEO, TurnKey Coaching & Development Solutions
Since the Pandemic Began - Nothing is business-as-usual now.
Strategic leaders anticipate change and strategic organizations are intentionally agile. They are ready to respond quickly to marketplace, economic, and OH… wait – pandemic factors?!?
Today, even those who were confident in their crisis management and business continuity plans, now realize we were not prepared for COVID19.
Strategic foresight at this moment is not about what’s around the corner, it’s about what’s here right now, and how can we be instantaneously innovative and resourceful. This moment requires creative strategic thinking and planning that will rally our employees beyond reasonable expectations.
That is what this moment requires for many businesses.
Topics:
• Strategic foresight: What it is. Why it matters. How to develop it.
• Strategic Management: - Pressure Cooker - Three Gates of Focus - Builder vs. Protector - 27 Challenges Every Business Faces
• Quality Decision Making
**Direct Link to the replay of this webinar:**
https://leading-in-crisis.turnkeycoachingsolutions.com/talks/strategic-foresight-how-to-think-ahead-for-business-unusual/
**Leading in a Crisis Free Virtual Summit 40+ Speakers:**
https://leading-in-crisis.turnkeycoachingsolutions.com/
Focus on opportunities for Corelytics Coaches (Accountants, advisors, financial consultants) to join our program and our Small Business Tour www.thesmallbusinesstour.com
How do you decide if you want a lifestyle consulting business or to scale and build a consultancy that is local, regional, or national. There's no answer but this presentation might help you think about the topic and evaluate your short/medium/long term plans/
An introduction of New Agent Training and Broker Owner Series at Greater Bost...Jody O'Brien
An introduction to Accelerated Business Course (ABC) for new agents with testimonial from Andrea McDonough (NAR 30 under 30 agent). Also an introduction to Successful Office Leadership Development a broker owner program. These programs are offered by the Greater Boston Association of REALTORS
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
A talk by Anisa Aven
CEO, TurnKey Coaching & Development Solutions
Since the Pandemic Began - Nothing is business-as-usual now.
Strategic leaders anticipate change and strategic organizations are intentionally agile. They are ready to respond quickly to marketplace, economic, and OH… wait – pandemic factors?!?
Today, even those who were confident in their crisis management and business continuity plans, now realize we were not prepared for COVID19.
Strategic foresight at this moment is not about what’s around the corner, it’s about what’s here right now, and how can we be instantaneously innovative and resourceful. This moment requires creative strategic thinking and planning that will rally our employees beyond reasonable expectations.
That is what this moment requires for many businesses.
Topics:
• Strategic foresight: What it is. Why it matters. How to develop it.
• Strategic Management: - Pressure Cooker - Three Gates of Focus - Builder vs. Protector - 27 Challenges Every Business Faces
• Quality Decision Making
**Direct Link to the replay of this webinar:**
https://leading-in-crisis.turnkeycoachingsolutions.com/talks/strategic-foresight-how-to-think-ahead-for-business-unusual/
**Leading in a Crisis Free Virtual Summit 40+ Speakers:**
https://leading-in-crisis.turnkeycoachingsolutions.com/
Focus on opportunities for Corelytics Coaches (Accountants, advisors, financial consultants) to join our program and our Small Business Tour www.thesmallbusinesstour.com
How do you decide if you want a lifestyle consulting business or to scale and build a consultancy that is local, regional, or national. There's no answer but this presentation might help you think about the topic and evaluate your short/medium/long term plans/
An introduction of New Agent Training and Broker Owner Series at Greater Bost...Jody O'Brien
An introduction to Accelerated Business Course (ABC) for new agents with testimonial from Andrea McDonough (NAR 30 under 30 agent). Also an introduction to Successful Office Leadership Development a broker owner program. These programs are offered by the Greater Boston Association of REALTORS
How do you evolve and grow as a sales leader? What's the new normal for sales today? How to change and help your sales people to change. Running sales for a start-up is different than running sales for an established company as you will be carrying a bag and doing more heavy lifting to start.
Talk Given At ICSA National Conference in Atlanta 2010: The challenge of providing world-class levels of customer service through a service business located in multiple states, with diverse employees, in a variety of industries and markets.
Retool your Sales and Marketing Process with LeanBusiness901
Retool your Sales and Marketing Process with Lean: The tendency is to jump into EDCA (Lean Startup) and try to create a silver bullet. When “retooling”, you should delay starting “new” marketing ideas. You start with CAP-Do and categorize and develop the idea and practice of standard work. Standard Work consists of understanding the basic Lean principles, an understanding of your value proposition, how your product/services are used and the markets you serve.
Transitions are a critical time for leaders at all levels. Missteps made during the crucial first three months in a new role can jeopardize your success.
In this updated and expanded version of the international bestseller, Michael D. Watkins offers proven strategies for conquering the challenges of taking on a new role — no matter where you are in your career. Watkins, a noted expert on leadership transitions, also addresses today’s increasingly demanding professional landscape, where managers face more frequent changes and steeper expectations when they start their new jobs.
Whether you’re starting a new job, being promoted from within, or embarking on an overseas assignment, this is the guide you’ll need to succeed in your first 90 days — and beyond.
This presentation is for business owners who are interested in building and maintaining value in their company with an emphasis on positioning the business for transition, and exit plannig.
HOW to Best Run a Customer Advisory Board: 10 Tips for Creating a World-Class...Rob Jensen
HOW to Best Run a Customer Advisory Board: 10 Tips for Creating a World-Class CAB Program
A well-run customer advisory board is the ideal method for validating corporate strategies, gathering input on product development, and deepening relationships with key customers.
The presentation focuses on how to run a world-class customer advisory program:
• Design an advisory program – target members, goals, topics
• Effectively recruit members
• Build an advisory board charter document
• Onboard members – discovery interviews on top-of-mind topics
• Build a meeting agenda
• Sustain board momentum between calls and meetings
This presentation was created by Ignite Advisory Group, the world’s #1 advisory board consulting firm, and also Innovation Games, which helps organizations innovate through collaborative, social, and serious business games.
Greater Phoenix SCORE presentation on what you need to do when you are starting your own business. What entrepreneurs need to know about small business start-ups.
Drumroll, please…. I’m excited to introduce you to our biggest, most requested webinar of the year: How to Create Your 2022 Marketing Plan (& Grow Your AUM by 25%)!
After working with thousands of independent financial advisors, we’ve really cracked the code on what works to help advisors get new clients. And that’s exactly what I go over in this time-sensitive, information-packed webinar.
Indigo Marketing Agency: What We Do and How We Can HelpClaire Akin, MBA
MARKETING FOR FINANCIAL ADVISORS
• Change the way you think about marketing forever
• Uncover the truth about marketing for Financial Advisors
• Putting you in control of your future
How do you evolve and grow as a sales leader? What's the new normal for sales today? How to change and help your sales people to change. Running sales for a start-up is different than running sales for an established company as you will be carrying a bag and doing more heavy lifting to start.
Talk Given At ICSA National Conference in Atlanta 2010: The challenge of providing world-class levels of customer service through a service business located in multiple states, with diverse employees, in a variety of industries and markets.
Retool your Sales and Marketing Process with LeanBusiness901
Retool your Sales and Marketing Process with Lean: The tendency is to jump into EDCA (Lean Startup) and try to create a silver bullet. When “retooling”, you should delay starting “new” marketing ideas. You start with CAP-Do and categorize and develop the idea and practice of standard work. Standard Work consists of understanding the basic Lean principles, an understanding of your value proposition, how your product/services are used and the markets you serve.
Transitions are a critical time for leaders at all levels. Missteps made during the crucial first three months in a new role can jeopardize your success.
In this updated and expanded version of the international bestseller, Michael D. Watkins offers proven strategies for conquering the challenges of taking on a new role — no matter where you are in your career. Watkins, a noted expert on leadership transitions, also addresses today’s increasingly demanding professional landscape, where managers face more frequent changes and steeper expectations when they start their new jobs.
Whether you’re starting a new job, being promoted from within, or embarking on an overseas assignment, this is the guide you’ll need to succeed in your first 90 days — and beyond.
This presentation is for business owners who are interested in building and maintaining value in their company with an emphasis on positioning the business for transition, and exit plannig.
HOW to Best Run a Customer Advisory Board: 10 Tips for Creating a World-Class...Rob Jensen
HOW to Best Run a Customer Advisory Board: 10 Tips for Creating a World-Class CAB Program
A well-run customer advisory board is the ideal method for validating corporate strategies, gathering input on product development, and deepening relationships with key customers.
The presentation focuses on how to run a world-class customer advisory program:
• Design an advisory program – target members, goals, topics
• Effectively recruit members
• Build an advisory board charter document
• Onboard members – discovery interviews on top-of-mind topics
• Build a meeting agenda
• Sustain board momentum between calls and meetings
This presentation was created by Ignite Advisory Group, the world’s #1 advisory board consulting firm, and also Innovation Games, which helps organizations innovate through collaborative, social, and serious business games.
Greater Phoenix SCORE presentation on what you need to do when you are starting your own business. What entrepreneurs need to know about small business start-ups.
Drumroll, please…. I’m excited to introduce you to our biggest, most requested webinar of the year: How to Create Your 2022 Marketing Plan (& Grow Your AUM by 25%)!
After working with thousands of independent financial advisors, we’ve really cracked the code on what works to help advisors get new clients. And that’s exactly what I go over in this time-sensitive, information-packed webinar.
Indigo Marketing Agency: What We Do and How We Can HelpClaire Akin, MBA
MARKETING FOR FINANCIAL ADVISORS
• Change the way you think about marketing forever
• Uncover the truth about marketing for Financial Advisors
• Putting you in control of your future
How to Write and Submit an Award-Winning Pyramids EntryPRSANJ
Have you wondered why your PRSA NJ Pyramid Award entry didn't make the cut? Are you too intimidated by the entry process to submit? Have no fear: We have the tips and secrets you need for success.
ASAE Five Star Weekend 2014 keynote: Driving Association Relevance and Engage...Penhart Performance Group
The "New Normal" economy has made it increasingly challenging for associations to maintain their relevance, member engagement, and non-dues revenue streams. Learn a specific process for how to overcome these challenges, and turn your association into a strategic partner your members wouldn't dream to be without.
Many salaried professionals feel stuck in a job that pays $60-80K. The leap to a six-figure income is easier than you think. It's all about changing just a few behaviors.
Presentation to The National Association of Credit Union Service Organizations (NACUSO) about developing a customer focused approach to achieve business goals. Gaining a deeply intimate understanding of customer behavior is at the heart of the relationship required to engage both customers and employees. An organization’s ability to understand, act upon and internalize customer information has a direct and tangible impact on business performance.
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Consult Australia Tasmania Seminar - Proactive Business DevelopmentSarah Edson
Proactive business development tips and techniques for consultants to deliver more work!
Are your business development practices the right ones?
This session will help you win more business, differentiate yourself from your competitors and help you build your consulting practice. Presenter Kym Williams will work through how to build your pipeline, increase repeat work and referral opportunities and also take you through the meetings and structures you need to proactively put in place to engage your entire team around business development.
The presentation will:
· Work through how to build your pipeline, increase repeat work and referral opportunities
· Take you through the meetings and structures you need to proactively put in place to engage your entire team around business development.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
3. AGENDA:
• Who IS your next hire?
• Sometimes you win, every time you learn: A case study
on the deal that changed my approach to business.
• Not your typical sales rep: A case study on a time where
losing a deal elevated my success to another level.
• What fuels me?
• Q & A
8. How did I find them?
• Broker Door Pulls
• Broker Bakery
Drops
• NETWORK,
NETWORK,
NETWORK
• Broker Calls for rep
space
• Lunch and Learns
9. Initial Process:
• Broker Referral during bakery drops
• Entered the prospect into CRM
• Scheduled “tour dates” in 3 different buildings
• Coordinated transportation for executives and brokers
• Prepped center operations team and team manager
• Prepped floor plan options based on space requirements
• Secured construction/build out spec permit
• Greeted prospect and broker toured them through 3 buildings
• Discussed options in sales office
• Proposed pricing options: 1101 Pennsylvania Avenue, NW
• Delivered proposal
10. THEN WHAT HAPPENED…?
• Followed up with the
broker
• Asked about other options
• Isolated concerns
• Received approval for
customization.
• GOT THE CALL BACK!
• 7:45pm Saturday Night. “
Want to see it one more
time…”
• SIGNED THE DEAL
9:15PM!
• 2 Year LEASE
• 26k per month
• 4 months free
• TOTAL REVENUE:
• $520,000!
• COMMISSION/Bonus:
≈$22,000
12. Sometimes the tiniest details, carry the
most significance:
• PERCEPTION:
• Promotional broker
commission rate: 10%
of contract value
• Broker commission to
be paid: $52,000
• REALITY:
• Promotional broker
commission rate 10%
of 1st year contract
value, 1% for each
subsequent year.
• Broker commission to
be paid: $28,600
14. Decisions….Decisions:
• Lose the deal?
• Blow up the
relationship?
• Lose credibility?
• Impact corporate
relationships?
• Undermine
colleagues
relationships with
broker house?
• What about the new
client…?
15. Do the right thing all the
time!
- Forfeited my commission and bonus to keep the deal.
- Offered sincere apology for not communicating promotions properly.
- Hand delivered second check.
- Asked to be considered for future business.
16. Lessons Learned:
1. Follow the process and set clear expectations.
2. No amount of money, is worth jeopardizing your reputation.
3. Over-Communicate.
4. Humble pie is tough to chew, learn from your mistakes, decide definitively to
never let them happen again… MOVE ON!
5. Seek out the positive in every loss.
17. Case Study # 2: NOT YOUR AVERAGE SALES REP, THE
DEAL THAT ELEVATED ME FROM SALES REP TO
EXECUTIVE ADVISOR
A good business advisor always keeps the best
interest of the prospect in mind.
20. Initial process
• Secured meeting with CEO
• Brought in my colleague for collaboration/partnership
effort
• Attended discovery meeting
• Uncovered several pain points
• Followed up with CEO
• Sent industry relevant data to him
• Follow up, up, up
21. You won’t believe what
happens next!
• TIMING AND
MINDSET ALIGN
• CEO agrees to second
meeting
• Colleague and I bring
in SENIOR advisor
• Set meeting with
ENTIRE executive
team.
22. Analysis Data:
• Collected Client Data “CENSUS”
• Reviewed Data
• Researched Options
• Priced out plans
• Built proposal analysis
• Built pricing comparison vs. current efficiency
• Set Proposal Meeting
• Strategy meeting with my Sales team
• Discussed Strategy with Sales Manager
23. Our Findings:
• Prospect was over-
compensating several
operation people
• Medical pricing was
20% less with
Insperity
• Wash $:$ year one
• 5 year savings
(medical alone)
$287,000
• Estimated 3% return
to CFO on time spent
“managing” HR.
24. Objections:
• Incentive to switch,
based off of
little/no savings
year one
• CEO and President
doctors were out of
network (that
means their wives’
doctors were out of
network too)
• Medical plan not as
strong?
25. Climbing Mt. Objection:
• Confirmed all objections with executive team
• Developed strategy with sales team to isolate and answer
all objections
• Prepped with our management team (another perspective)
• Scheduled follow up/final presentation review
• Addressed new objections- Local competitor
• Set webex with CFO
• Established “sign-on” deadline for prospect decision
27. Going the extra mile:
• Everything in our power to keep the deal on track:
• Contacted CEO and Presidents doctors to address becoming
in network
• Reduced pricing
• Reduced start-up costs
• Called Insperity medical group to ask for In Network
exemption
• Removed deadline for decision
29. HIT THE BRAKES!!!!
• Stopped and thought about real objection
• Determined local competitor was better option based on
stated needs
• Contacted local advisor
• Explained situation
• Made introduction
• Validated capabilities
• Closed file
30. 4 months later…
• Ran into CFO at networking event:
• Competitor still not fully implemented
• Lots of reporting issues
• Not the same price quoted
• Medical plan not stronger
• Renewed at higher rates at company fiscal end
• CEO called me two weeks later
32. Prospect Update:
• Prospect agreed to review with us at the end of April
• New approach
• Focus off medical
• Focus on HR/Team/Process
• Sent in OUR service team to assist
• Working to create Q4 transition schedule
33. Results:
• Slow buck over
quick nickel
• Not a prisoner of
hope
• Did the RIGHT
thing for the
prospect
• They came back to
us
• Impossible to know
what you don’t
know
34. Conclusions:
• Winning is sweeter when the prospect comes to you
• Pressure on the competitor we introduced
• Valuing vs. Needing the business
• Can’t rush a big decision
39. Self Actualization
• Professional success is a direct correlation
• What DRIVES you to a higher sense of purpose?
• What makes you happy?
• How much more can you grow professionally?
44. Contact Information:
Stephen P. Malley
4220 Campbell Ave # 514
Arlington, VA 22206
585-317-1367
Stephen.malley2@gmail.com
Slides available on Slideshare
