Building a successful business, like building a championship sports team, requires a process for creating and pivoting focus. And growing your business amid today’s unstable economic situation will require you to refresh your playbook. Identify the four key decisions you need to make to scale your business forward with the bestselling author of Scaling Up (Rockefeller Habits 2.0) and Mastering the Rockefeller Habits, CEO of Scaling Up, and Founder of the world-renowned Entrepreneurs’ Organization, Verne Harnish.
Founder, Entrepreneurs’ Organization (EO); Founder and CEO, Scaling Up; Author, Mastering the Rockefeller Habits and Scaling Up (Rockefeller Habits 2.0)
Digital giants and other aggressive competitors are vacuuming up market share in every industry, leaving historical brands reeling in their wake. But as executives seek the answer on how to compete, they too often act on the obsolete assumption that all revenues are good, and all costs are bad. To create a winning strategy, companies must follow three rules: choose your customer, align your resources, and manage your organization. Do you know how to double your profit peaks and reduce your profit drains? Join us to unpack these three cornerstones to not just boost your profits in the near term but ensure years of sustained profitable growth.
Author, Choose Your Customer: How to Compete Against the Digital Giants and Thrive and Islands of Profit in a Sea of Red Ink; Senior Lecturer, MIT
As an independent company completely “made in America,” Hint Water is winning the battle with Coca-Cola and PepsiCo for domination of the booming bottled-water market. Since founding the company 15 years ago, Kara Goldin has relentlessly built Hint Water into a brand that outsiders estimate with revenues of about $150 million. Appearing on the shelves of major national retailers like Target, Costco, Walmart and Aldi, Goldin has also grown Hint’s e-commerce business and added sunscreen, deodorant, and other product lines. She’ll share her strategy—unique for a number of reasons—to help you supercharge your brand and outgrow your competition.
Founder and CEO, Hint Inc.
2020 may be remembered as the Year of Holding on to Clients. And now 2021 is emerging as the Year of the Hunt. How are you working with your sales team to target relevant opportunities and strategize new growth this year? Based on lessons gleaned from his firm’s training of more than 30,000 salespeople annually, Bill Bartlett will help you break the traditional rules of sales and avoid common sales problems in order to increase your win rates and revenue margins.
Senior Vice President, Sandler Training
What really works when the rubber meets the road? Take advantage of peer-to-peer roundtables to hear from other CEOs and executives on best practices learned, pitfalls to avoid, and what really works when you factor in the unique dynamics of different companies. In an informal working group, join your peers to evaluate speaker recommendations, and leave with an action plan to implement in the real world.
For too many CEOs the marketing and sales funnel comes down to a single word: FRUSTRATION. The sales and marketing teams spend way too much time pointing fingers at each other, blaming the process or complaining that there needs to be even more investment in the technology platforms. While CEOs and CFOs spin their wheels as arbitrators that are trying to figure out which problems to solve, there is only one thing for certain: Too many prospects are falling out of the funnel and not converting into customers. At this roundtable discussion, join your peers to learn and share how CEOs can create a process that identifies and fixes the real issues with their company’s funnel, develop meaningful benchmarks to indicate success, and align the sales and marketing teams as a cohesive unit to grow sales.
“The most important decision when evaluating a business is pricing power” – Warren Buffett.
Firms where CEO’s are actively involved in pricing outperform peers by 30%. For those executives who are not involved in pricing the challenge is often not one of will, but of where to begin. This Roundtable is dedicated to sharing best practices on how to gauge pricing power and effectively influence price performance from the C-suite. Simon-Kucher will facilitate a discussion ranging from immediate tactics for boosting EBITDA to longer-term strategies that significantly impact enterprise value.
1:00 - 5:00 pm
Over 70% of Executives Surveyed Agree: Many Strategic Planning Efforts Lack Systematic Approach Tips for Enhancing Your Strategic Planning Process
Executives expressed frustration with their current strategic planning process. Issues include:
Steve Rutan and Denise Harrison have put together an afternoon workshop that will provide the tools you need to address these concerns. They have worked with hundreds of executives to develop a systematic approach that will enable your team to make better decisions during strategic planning. Steve and Denise will walk you through exercises for prioritizing your lists and steps that will reset and reinvigorate your process. This will be a hands-on workshop that will enable you to think about your business as you use the tools that are being presented. If you are ready for a Strategic Planning tune-up, select this workshop in your registration form. The additional fee of $695 will be added to your total.
2:00 - 5:00 pm
Female leaders face the same issues all leaders do, but they often face additional challenges too. In this peer session, we will facilitate a discussion of best practices and how to overcome common barriers to help women leaders be more effective within and outside their organizations.
Limited space available.
10:30 - 5:00 pm
General’s Retreat at Hermitage Golf Course
Sponsored by UBS
General’s Retreat, built in 1986 with architect Gary Roger Baird, has been voted the “Best Golf Course in Nashville” and is a “must play” when visiting the Nashville, Tennessee area. With the beautiful setting along the Cumberland River, golfers of all capabilities will thoroughly enjoy the golf, scenery and hospitality.
The golf outing fee includes transportation to and from the hotel, greens/cart fees, use of practice facilities, and boxed lunch. The bus will leave the hotel at 10:30 am for a noon shotgun start and return to the hotel after the cocktail reception following the completion of the round.