Schedule At-A-Glance

All times are in Central Time Zone

Tuesday, February 28, 2023

7:00am – 8:00am

Breakfast for Golfers

2:00pm – 6:00pm

3:30pm – 4:15pm

4:15pm – 5:00pm

5:00pm – 6:00pm

Wednesday, March 1, 2023

7:00am – 8:00am

Breakfast

9:00am – 9:15am

Break

10:45am – 11:00am

Break

12:00pm – 1:15pm

Networking Lunch

2:45pm – 3:00pm

Break

6:00pm – 7:00pm

Cocktail Hour

7:00pm – 10:00pm

Dinner/Entertainment

Thursday, March 2, 2023

7:30am – 8:30am

Breakfast

10:30am – 10:45am

Break

12:00pm – 1:15pm

Networking Lunch

2:30pm – 2:45pm

Break

5:00pm – 6:00pm

Closing Night Reception

6:00pm

Closing Night Dinner

Detailed Schedule At-A-Glance

Tuesday, February 28, 2023

7:00am – 1:30pm

NSCA Education Foundation Industry Charity Golf Outing

Join the NSCA Education Foundation for its annual Industry Charity Golf Outing to kick off the conference. It takes place at the TPC Four Seasons Las Colinas. Not only will it offer you the chance to meet new BLC attendees and get reacquainted with those you’ve met in years past, but your participation also helps the NSCA Education Foundation raise money to advance programs such as Ignite and PASS K-12 (the Partner Alliance for Safer Schools).

Lunch will be provided; awards will be given during Opening Night Dinner, which begins at 6pm.

Registration coming soon!

2:00pm – 6:00pm

BLC Onsite Registration

3:30pm – 4:15pm

First-Time Attendee Orientation

If you haven’t attended NSCA’s Business & Leadership Conference, this orientation is a great way to meet other new people and learn what you can expect. This informal orientation provides examples of how attendees from previous Business & Leadership Conferences have applied concepts they learned to strengthen business operations and profitability.

4:15pm – 5:00pm

Sponsor Appreciation Reception

Exclusively for Business & Leadership Conference sponsors, this reception provides an opportunity to meet individuals from other sponsoring organizations who help make this annual event possible.

5:00pm – 6:00pm

Opening Night Reception

Reconnect with friends and meet new attendees before the conference officially begins. Drinks and appetizers will be provided.

6:00pm – 8:00pm

Opening Night Dinner and Awards

Join us as we honor our Excellence in Business winners: integration firms that experience success in business performance, employee engagement, differentiating strategies, strategic transformation, customer experience, talent development, and more. We’ll also recognize winners from the Excellence in Product Innovation Awards, Randy Vaughan Founder’s Awards, and PSA Young Leaders Awards.

Wednesday, March 1, 2023

8:00am – 9:00am

Opening Session: Economic Outlook 2023 for Integrators

Presented by Dr. Chris Kuehl

Dr. Chris Kuehl uses his crystal ball to look into the future and make predictions about economic conditions, world issues, the political landscape, and more. Discussing how these variables will impact your business—combined with his unique presentation style and insight—is a great way to kick off the 25th anniversary of the Business & Leadership Conference.

Inflation, supply chain shortages, skilled worker shortages, and a decline in commercial office space are all factors that stand to influence your success. This is a vital planning session to help you prepare for what the upcoming years will bring. The session concludes with a performance summary of key indicators, including inflation, job creation, housing, and GDP.

9:15am – 10:45am

Keynote: Find Focus in a World Full of Chaos

Presented by Dave Crenshaw

Feel like everything is moving too fast? You’re not alone. But there is a solution to manage it all, and it’s surprisingly simple. Discover practical ways to regain control of your schedule—and your life—while improving the quality of your work and triumphing over chaos. You’ll walk away feeling confident that you can achieve balance and happiness personally and professionally.

11:00am – 12:00pm

General Session: Don’t Sell Yourself Short

Presented by Chuck Wilson

To address a long-time request from attendees, NSCA is organizing a roundtable led by CEO Chuck Wilson to dive into answers to hard-hitting questions about why demand for integrators is at an all-time high while profits remain extremely weak. Get ready for a frank discussion about financial leadership and stability, project profitability and the movement toward services, the harm of discounting your work, learning to say no, and balancing the true costs of doing business with perceived value.

 

1:15pm – 2:45pm

Concurrent Breakouts

Breakout #1: The Proven, Practical Formula for Getting What You Want

Presenter: Dave Crenshaw, Time Management Expert and Best-Selling Author
Moderators: Bradford Caron, SIGNET Electronic Systems; Mike Bradley, ECD Systems

Ever attend a meeting or event where everyone is excited to make a change … and then, three weeks later, they all forget about it? In order to grow, organizations must make lasting changes. In this workshop, you’ll uncover the magic of Dave Crenshaw’s “The Result” as NSCA leaders share their best practices and challenges. This live and unrehearsed session follows a three-step formula to help you find the path to getting the results you want. You’ll be able to take the process you learn back to the workplace to use every day.

Breakout #2: Fostering Accountability: 7 Levers to Improve Profits, Cash, and Enterprise Value

Presenter: Mark Fenner, Rise Performance Group
Facilitator/Moderator: Ray Bailey, Lone Star Communications; Dan Schmidtendorff, Communication Company

It’s been five years since Verne Harnish brought the “Scaling Up” concept to NSCA leaders at BLC. Since then, the market has changed—and 2023 brings unique challenges. Coach Mark Fenner works with Harnish on business growth strategies and provides coaching to many members of the NSCA Board of Directors. In this hands-on, interactive session, he discusses a platform for creating clarify, inspiring alignment, and instilling the routines necessary to scale business, improve profitability, and remove drama. You’ll also learn about the seven important levers to improve profits and cash flow.

Breakout #3: Culture Renovation: A Talent Development Workshop

Moderator: Don Mastro, AVI Systems
Panelist: Michael Boettcher, EDGE (formerly USAV Group); Gary Kolbeck, Avidex; Angela Nolan, Vistacom Inc.

Throughout the pandemic, we learned a great deal about our employees and managers. It’s no secret that turnover has become unpredictable based upon the desired lifestyle of people. One critical measure we can take is to understand why our “A players” might be unhappy in their jobs. We’ve been taught that employees quit because of their managers, but it extends beyond management skills. Many star employees leave due to the repeated tolerance of unacceptable performance and behavior of others. We’ll discuss how managers can identify and groom future stars—and keep them engaged.

Breakout #4: An Update on Mergers and Acquisitions

Moderator: Ingolf DeJong, GENCOMM
Panelists: Jeff Bronswick, Bronswick Benjamin; Barry Epstein, Vertex Capital; Joel Harris, Navigate Management Consulting;  Jay Rogina, Spinitar

Mergers and acquisitions have shaped—and reshaped—our industry. This session takes an inside look at buying and selling, business valuations, different methods for mergers and acquisitions, and what to consider before you go down this road. We’ll also discuss the important of succession planning and career mapping as a business strategy that helps make the merger and acquisition process smoother.

3:00pm – 4:30pm

The Executive Power Hour: Cultures of Innovation

Presented by Tatyana Mamut

Not all innovative companies have the same culture. Some are visionary-led and tightly aligned while others are more experimental and collaborative. How do you discover the right innovation style for your organization? Uncover the four cultural archetypes of innovative organizations and the behaviors that all innovative cultures share. Through a short interactive exercise, you’ll assess your organization and determine the behaviors you need to build to become more innovative. You’ll also explore the four levers you can use to transform your company to become more innovative starting the very next day.

Thursday, March 2, 2023

8:30am – 9:15am

Wake-Up Session: 2023 NSCA Legislative Agenda and Business Meeting

Presenters: Chuck Wilson & NSCA Board of Directors

NSCA is your voice, your business resource, and your trusted advisor. Our annual business meeting covers the state of our industry, the election of our leadership, and our 2023 legislative agenda. This interactive session is led by NSCA and industry leaders who have specific experience and knowledge about codes and compliance, emerging technologies, risk management, industry trends, growth strategies, and running successful integration companies. Make it a top priority to attend and learn what NSCA is doing to support your business, keep you informed, and help you take action.

9:15am – 10:30am

General Session: How Do You Score Yourself as a Leader?

Presented by Dr. Ivan Joseph

Success begins and ends with self-confidence. Walk away with practical techniques to develop and sustain self-confidence for you and your team. You’ll discover how to use the power of positive self-talk to set higher expectations and position yourself as a leader to accelerate your own performance. Dr. Ivan Joseph shares the secrets he uses to help individuals and teams reach goals they never thought possible.

10:45am – 12:00pm

Keynote Session: Winning in an Environment of Extreme Disruption

Presented by Robert “Cujo” Teschner

We’re living in a world of disruption. How can you build teams that win in this environment? It comes down to accuracy, discipline, and accountable leadership. In a world of excuses, deflection, and blame, we’ll help you build a simple and executable flight path to create a stronger team, improve retention, increase engagement, and motivate employees to perform at their highest levels.

1:15pm – 2:30pm

Concurrent Breakouts

Breakout #5: Improve Recurring Revenue by Doing These Little Things

Moderator: Tyler Ebnet, Revenueify
Panelists: Ryan Staner, CEC; Sandy Dinklage, Electronic Contracting Company

This interactive session is for integrators that already have a service business and would like to drive up its percentage of annual revenue. Whether your recurring revenue program is wildly successful, mildly successful or wildly unsuccessful, there is room for operational improvement. The revenue and success for many integration company’s service businesses hinge on the little things. What is your process for communicating updates? How do you handle service tickets? What is your process for RMAs? How do you ensure delivering a seamless customer experience? The answers to these questions are different for different types of integrators. Some have developed their managed services programs in-house. Some lean on third-parties. Some have hybrid solutions. This session tackles the operations related to your recurring revenue program from all these perspectives. Walk away with a game plan to improve your RMR percentage of annual revenue.

Breakout #6: Managerial Accounting vs. GAAP

Presenter: Robert “Cujo” Teschner
Panelist: Laurie MacKeigan, Backman Vidcom

Now more than ever, it’s critical to use metrics and data to make business decisions. We’ll take a close look at how to use NSCA’s tools and resources to do this, as well as ways to improve your business intelligence, evaluate the value of your logistics and procurement teams, and financial best practices.

 

Breakout #7: Overcoming Employee Engagement Challenges in 2023

Moderator: Melanie Baxter, alliantgroup
Panelists: Christina DeBono, ClearTech Media; Brandon Conick, Conference Technologies, Inc.; Debbie Williamson, Tempest Technologies

The future of work involves a “productivity-from-anywhere” approach combines with a focus on health and wellness. This session offers ways to improve your relationships at work and create intentional interactions with onsite and remote staff. We’ll discuss how to overcome the challenges of managing a remote workforce, creating a sense of “team” without being in the same room, and how to squeeze the most productivity out of a remote workforce.

Breakout #8: Sell on Value Over Price

Presenter: Ian Altman
Moderator: Kyle Habben, Electronic Contracting Company

If you’re an NSCA member integrator, you shouldn’t be under-valuing yourself but too many top-notch integration companies get dragged into that race to the bottom. Selling on value versus price is easier said than done in a competitive marketplace. Ian Altman, bestselling author of Same Side Selling, has a track record of helping companies stay the course. In this interactive breakout session, discuss how to gain attention of ideal clients; understand and leverage your customers’ unique busying decision process; prep sales professionals to overcome pricing pressure; and much more. This is a great follow-up to the previous day’s general session presented by Chuck Wilson, “Don’t Sell Yourself Short,” and an excellent precursor to Altman’s closing Keynote, “Secrets to Overcoming the Competition Regardless of Price.”

2:45pm – 3:45pm

Closing Keynote: Secrets to Overcoming the Competition Regardless of Price

Presented by Ian Altman

When faced with competition, even seasoned professionals might not know what to do. It’s natural to start discounting in hopes of winning the business. But what if there’s a better way? In this session, Ian Altman flips traditional approaches to competition on their head, covering key pillars from his bestselling book, Same Side Selling. Based on research conducted among thousands of executives on how they make and approve decisions, you’ll discover how to build on existing sales methodologies to shift the focus from price to value and stand head and shoulders above the competition. You’ll be able to show your clients why you have a superior solution—regardless of price.

NSCA Does It Right at the Business & Leadership Conference

NSCA's Board of Directors and BLC Planning Committee are committed to planning the integration industry's most valuable business conference. They work tirelessly to identify integration companies' biggest business challenges -- then to find top thinkers and speakers that can help integration company leaders overcome these obstacles. In 2023, the business challenges are real -- and BLC aims to help NSCA members rise to the occasion.


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