Schedule At-A-Glance

Thursday, March 2, 2017

7:00am – 8:00am
8:30am – 1:30pm
2:00pm – 6:00pm
3:30pm – 4:15pm
4:15pm – 5:00pm
5:00pm – 6:00pm
6:00pm – 8:00pm

 

Friday, March 3, 2017

7:30am – 8:00am Breakfast
8:00am – 9:00am Opening Session: Economic Outlook 2017 – Connecting the Dots
9:00am – 9:15am Break
9:15am – 10:45am Opening Keynote: Do You Remember the Last Major Initiative that Died in Your Organization?
10:45am – 11:00am Break
11:00am – 12:00pm General Session: The Science Behind Creating True “Loyalty”
12:00pm – 1:15pm Networking Lunch
1:15pm – 2:45pm

Concurrent Breakouts

Operations: KPIs and Workflows for Maximum Efficiency and Productivity Sales/Marketing: To Sell or Not to Sell? Strategies for Developing Loyal Customers CEO/Finance: The Investors’ Workshop, Part 1 – The CEO’s Guide to Talent Management
2:45pm – 3:00pm Break
3:00pm – 4:30pm The Executive Power Hour:
Innovation – Trends, Technology, and Taking the Lead
6:00pm – 7:00pm Cocktail Hour
7:00pm – 10:00pm Dinner/Event

Saturday, March 4, 2017

7:30am – 8:30am Breakfast
8:30am – 9:15am Wake-Up Session: Industry Updates and Member Meeting
9:15am – 10:30am Opening General Session: Making Connections that Move People
10:30am – 10:45am Break
10:45am – 12:00pm Keynote: Career Customization in Systems Integration
12:00pm – 1:15pm Lunch
1:15pm – 2:30pm

Concurrent Breakouts

Operations: Not All RMR is Created Equal
Sales/Marketing:
A Plan for Selling Services vs. Products
CEO/Finance: The Investors’ Workshop,
Part 2
 – The CEO’s Guide to Client Experience
2:30pm – 2:45pm Break
2:45pm – 4:15pm Closing Session: Beer and Bull with Special Guest Dan Coyle
4:15pm – 5:00pm Break
5:00pm – 6:00pm Closing Night Reception
6:15pm Closing Night Dinner

 

 


 

 

Session Descriptions:

Thursday, March 2, 2017

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. The outing takes place at the Whirlwind Golf Club. 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:

PASS K-12 (Partner Alliance for Safer Schools)
IGNITE
ESPA (Electronic Systems Professional Alliance)

Breakfast begins at 7:00AM in the resort conference center. Tee-off is at 8:30AM at the Whirlwind Golf Club.  Lunch will be provided during the day; awards will be given during the Opening Night Dinner, which begins at 6pm. Register today by calling us at 800.446.6722.

2:00pm – 6pm
BLC Onsite Registration
3:30pm – 4:15pm

First-Time Attendee Orientation

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

4:15pm – 5:00pm

Sponsor Appreciation Reception

Available exclusively to sponsors of the Business & Leadership Conference, 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

Take time to reconnect with friends or meet new attendees before the conference officially begins. Drinks and snacks 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 have successfully combined impressive business acumen with success in areas including customer service, professional development, revenue growth, marketing, strategic planning, and more. We’ll also be recognizing our second annual Excellence in Product Innovation winners: manufacturers that have created products that positively impact integrators. In addition, winners of the Randy Vaughan Founder’s Awards and the PSA Young Leaders Awards (which provide free entrance to eligible first-time attendees) will be honored.

 

Friday, March 3, 2017

7:30am – 8:00am Breakfast
8:00am – 9:00am Opening Session: Economic Outlook 2017 – Connecting the Dots

In what has become an annual conference tradition, we will kick off the Business & Leadership Conference with a high-level economic overview to analyze long-term trends, current conditions, and the economic outlook for 2017 and beyond. This always-popular session will explain how the government, businesses, and consumers all play a role in sustainable economic recovery. The session will conclude with a summary of key U.S. indicators, including inflation, job creation, housing, and GDP. After this session, you’ll have a much better handle on how the economy is impacting your integration business.

 

Chris Kuehl was a professor of economics and finance for 15 years, teaching in the United States, Hungary, Russia, Estonia, Singapore, and Taiwan. He holds advanced degrees in economics, Soviet studies, and East Asian studies. He now is a managing partner in a firm that provides forecasts and strategic guidance for a wide variety of corporate clients around the world. He is also the chief economist for several national and international organizations.

 

9:00am – 9:15am Break
9:15am – 10:45am Opening Keynote: Do You Remember the Last Major Initiative that Died in Your Organization?

Strategy is important, but most businesses fall down on the execution. It is one of the most popular topics in the world of business, because it is so difficult to do well and consistently. Hear the “what” and the “how” behind the achievement of effective execution. When the last major initiative in your organization died, how did it go? Down with a loud crash? Slowly and quietly suffocated by other competing priorities? What happened? The “whirlwind” of urgent activity required to keep things running day-to-day likely devoured all the time and energy you needed to invest in executing your strategy for tomorrow. This keynote will change all of that. Learn about a simple, repeatable, and proven formula for executing on your most important strategic priorities in the midst of the whirlwind.

 

Chris McChesney is an authority on execution, and coauthor of The 4 Disciplines of Execution, a Wall Street Journal No. 1 bestseller. Chris launched a regional execution practice area for Franklin Covey, and now is the global practice leader of execution – which says a great deal about how challenging execution is, and the importance it has for business leaders. Execution drives results.

10:45am – 11:00am Break
11:00am – 12:00pm General Session: The Science Behind Creating True “Loyalty”

What makes someone truly loyal – whether to another person, to an organization, or to a cause? There is an entirely new understanding of what it means to be loyal – once you understand it, you’ll also understand a new model that individuals and organizations can use to build and maintain business relationships.

 

James Kane is a behavioral scientist and expert on loyalty. He points to various examples to demonstrate that trust is not a personal choice, but instead created by displaying competency, character, consistency, and capacity. James appears often in the media, including The New York Times, The Wall Street Journal, BusinessWeek, CNN, CNBC, and Fox Business. James has two books being released in 2016: The Loyalty Switch and Virtually Loyal.

12:00pm – 1:15pm Networking Lunch
1:15pm – 2:45pm

Concurrent Breakouts

1. Operations: KPIs and Workflows for Maximum Efficiency and Productivity

These proven tips, many of which can occur during the implementation phase of a systems integration project, can have an immediate impact on your company’s profitability. Learn what they are, why they are valuable, and how to take advantage of them to improve bottom-line profits.  Two of the industry’s leading experts will guide us through a real-world project to determine how labor utilization impacts profitability, and how companies can determine an accurate breakeven cost prior to bidding. Attendees will need a tablet or laptop to participate.

 

Session Leaders:

Brad Dempsey from Solutions360 is an expert on labor utilization as it relates to accounting practices and metrics. He has been instrumental in developing NSCA’s Project Contribution Tool and many of the best practices that benefit systems integrators. He is an ERP systems design professional and is extremely knowledgeable on project pricing methods, allocations for overhead, identifying fixed and variable costs, and developing logical approaches to job costing and proposal generation.

 

Brad Malone from Navigate Management Consulting is widely known for project/process management and organizational excellence consulting. He has managed large integration projects and directed process improvements as an executive and a consultant. Brad is the architect and presenter of standard-setting management training programs.  He is a distinguished member of the NSCA Member Advisory Council.

2. Sales/Marketing: To Sell or Not to Sell? Strategies for Developing Loyal Customers

The ways we work, network, sell, and communicate are changing, and this panel of experts will share their experiences and practices with sales and marketing leaders. This session takes a look at current and future best practices in using customer experience techniques to develop the most loyal customers possible. James Kane, a BLC keynote, will add to the voice of the integrators who offer their real-world experiences.

 

Moderator: Bob Lobascio
Panelists: James Kane and leading systems integrators

 

Bob has been VP of sales for Fortune 500 companies and most recently VP of sales for the AV integrator that earned SCN Top Integrator in the Middle Atlantic States in 2013. He holds certifications in technology, as well as in sales training and sales management development. He has industry experience in publishing and content management, enterprise software, retail management, and AV and technology services. Bob works with Corporate Sales Coaches to develop custom training programs based on real-world system contractor sales and organizational needs. He is a distinguished member of the NSCA Member Advisory Council.

3. CEO/Finance: The Investors’ Workshop, Part 1 – The CEO’s Guide to Talent Management 

How do we afford the talent required to compete in the new experience economy? How do we structure incentives for the new talent we need to grow and stay relevant? What role should the CEO play in developing the talent acquisition strategy?

 

Moderator: Jill Silman Chapman

 

Jill Silman Chapman, SPHR, SHRM-SCP, is a senior performance consultant at Insperity Recruiting Services. She has a bachelor’s degree in journalism from The University of Texas and a master’s degree in HR management from Tarleton State University. She has conducted workshops and webinars on talent development strategies, and has authored several books and conducted research in this area. She will be joined by leading CEOs from systems integration firms to discuss the financial impact of bringing in top talent at each level, furthering our ongoing debate on succession planning. This workshop will allow CEOs to network and share ideas in preparation for remaining BLC 2017 sessions.

2:45pm – 3:00pm Break
3:00pm – 4:30pm The Executive Power Hour:
Innovation -Trends, Technology, and Taking the Lead
Learn how to leverage technology in order to drive top-line revenues and lower bottom-line costs. You’ll hear about new trends you may already be aware of, and then explore new trends on the horizon. Practical technology tools and concepts you can put into use back at the office will be shared as well.Scott Klososky is an NSCA industry insider and expert on technology and its impact on business. He speaks from experience – he’s an entrepreneur who has founded, run, and turned around several companies himself. He is the author of Enterprise Social Technology: Helping Organizations Harness the Power of Social Media, Social Networking, Social Relevance, and The Velocity Manifesto: Harnessing Technology, Vision, and Culture to Future-Proof Your Organization.
6:00pm – 7:00pm Cocktail Hour
7:00pm – 10:00pm Dinner/Event

Saturday, March 4, 2017

7:30am – 8:30am Breakfast
8:30am – 9:15am Wake-Up Session, Industry Updates and Member Meeting:

This interactive session will be led by NSCA and industry leaders who have specific experiences and knowledgeable in the key issues that drive the dozens of new programs developed for our members. Learn how other NSCA members have developed a real competitive edge by utilizing the programs and services we offer. We will conduct official association business and recognize those who have earned association awards for their involvement and contributions.

9:15am – 10:30am Opening General Session: Making Connections That Move People

We bring home the value of recognizing, validating, and making connections that move people. What can “being nice” do for your business?

  • Improve employee engagement
  • Help people embrace change
  • Enhance team collaboration
  • Fuel the passion to serve others
  • Create meaningful connections

Mark Scharenbroich focuses on why relationships are vital in work and life, and how to make meaningful connections. Mark has won an Emmy, and has also received the highest recognition as a speaker: He is in the National Speakers’ Association Hall of Fame. While earning a degree in mass communications at St. Cloud State University in Minnesota, Mark wrote, directed, and performed in a comedy troupe called Mom’s Apple Pie, which won the state talent competition after sharing the stage with a huge butter carving of Princess Kaye’s face and a prize 1,527-pound Holstein named Elsie. The group performed together throughout the Midwest in the ’70s; when it disbanded, Mark went solo and combined his comedy training with motivational speaking.

10:30am – 10:45am Break
10:45am – 12:00pm Keynote: Career Customization in Systems Integration

NSCA members get very frustrated when key employees leave the company for new opportunities once they’ve been trained and the big investment has been made.  In this session, we explore a proactive approach – based on extensive research – to stop losing people to competitors by customizing the career pathway for our employees. This session kicks off a day of in-depth discovery on organization structure and talent management.

 

Cathy Benko is vice chairman and managing principal of Deloitte; she has also served as chief talent officer there. She says the concept of climbing the corporate ladder is not just old, it is dead. She suggests in its place is the corporate lattice: flatter, more collaborative and in tune with the changing workforce. Her signature corporate lattice™ framework is internationally recognized as a leading-edge model for how careers are built, work gets done and organizational collaboration is fostered in the 21st century. Cathy earned an MBA from Harvard Business School and a BS from Ramapo College of New Jersey, which recently recognized her with its Distinguished Citizenship Award.

12:00pm – 1:15pm Lunch
1:15pm – 2:30pm

Concurrent Breakouts

Operations: Not All RMR is Created Equal

We learned some very valuable lessons at Pivot to Profit in October 2016. Here, we build on the next steps towards real RMR success. We will share goals and metrics to verify that your managed services business is a viable profit center. This interactive session is a logical progression and operational view of processes incorporating best practices from those with many years of experience as a managed services provider. Want to know exactly how to execute an effective RMR strategy? Attend this session.

 

Session Leader: Shane Swanson, CharTec

Sales/Marketing: A Plan for Selling Services vs. Products

A go-to-market sales plan for selling services rather than just products. What makes selling RMR so different from project sales? We’ve discovered that sales compensation plans working well for project-focused salespeople don’t lend themselves to companies generating RMR business. This workshop illustrates why and how to make a successful transformation.

 

Session Leader: Paul Cronin, Atrion Networks

CEO/Finance: The Investors’ Workshop, Part 2 – The CEO’s Guide to Client Experience

There are financial implications when striving to be the best integration firm in your market. What level of investment will be required in the next three to five years to meet the constant demands and expectations of the new client experience? What is the right structure? How many direct reports should the CEO have, and what is the most effective method of communication to use with them?

 

What the CEO does to guide the company on the client experience path (observe interaction, client visits, tolerance of bad behavior/poor performance) can have a dramatic impact on success. In this workshop, we evaluate the end-to-end customer journey and have each CEO answer the toughest business question of all: What is it like to do business with us? What really goes in to developing your client experience and satisfaction score, and what does that cost?

 

Session Leaders: Kelly McCarthy, Genesis Integration; Jay Rogina, Spinitar

2:30pm – 2:45pm Break
2:45pm – 4:15pm Closing Session: Beer and Bull with Special Guest Dan Coyle

In studying how individuals can unlock their full potential and bring their talents to light, Dan Coyle found that it comes down to three main elements: coaching, motivation, and practice. He notes that many of us think that high-performing talent is the result of natural gifts, hard work, passion, and opportunity; however, that’s like saying that when you combine paint, metal, and labor, you get a Ferrari. True, but vague. “Reach, stare, and connect” are the three keys Daniel Coyle says are vital to discovering talent in oneself and in others.

 

Daniel Coyle is a former editor of Outside Magazine and a New York Times best-selling author of The Talent Code, The Little Book of Talent, and co-author of The Secret Race.

 

Hosts Chuck Wilson and Commercial Integrator’s  Tom LeBlanc will also play talent scout games to test your knowledge.

4:15pm – 5:00pm Break
5:00pm – 6:00pm Closing Night Reception

As the event draws to a close, this cocktail reception provides attendees one last chance to network with old friends and new acquaintances. Share what you learned during the event that you will be putting into practice when you return to the office, make plans to follow-up on partnership opportunities, and more.

6:15pm Closing Night Dinner

 

 

 

 

 

 


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