July 27 – 29

9 a.m. – 1 p.m. MDT

Attend three half-days of highly interactive workshop sessions that will give you tools and resources to grow your professional personality. Putting it all together you will utilize the knowledge as a bridge to drive sales and maximize profit margins.

Agenda

    Tuesday, July 27

    9:00 a.m. MDT

    Human-Centered Selling for AV Professionals

    with Lisa Perrine

    How will customers buy AV products and services in the coming months? This hands-on workshop explores changing buyer expectations, and the advantages of Human-centered Selling. First you’ll learn about the three core disciplines of human-centered design, also known as design thinking, and their proven results. Then you’ll dive into practicing these elements in a series of four small breakout groups. By the end of the session you’ll understand how the human-centered approach creates new opportunities to gain and retain loyal customers.

    11:00 a.m. MDT

    Integrate Design Thinking into your Sales Process

    Cory Schaffer with Andrew Jones, Jenn Steinhardt, Charmaine Torruella and Chris Wheeldon

    Join us for an interactive discussion with a panel of industry sales pro’s to help you navigate the changing landscape of selling. In this session, learn from industry pro’s how to integrate design thinking into your sales process.

    12:00 p.m. MDT

    Marketing Methods that Engage & can be Measured

    Cory Schaffer with Brandy Alvarado, Alexander Jaime, Cristina Lucas and Curtis Rose

    AV Marketing Pros will review how to stay top of mind. How to leverage industry influencers, why you need a brand story, aligning the sales & marketing teams and marketing efficiencies. This will be an interactive panel discussion.

    Wednesday, July 28

    9:00 a.m. MDT

    Key Project Hand-Offs throughout the Project Lifecycle

    with Brad Malone

    This is intended for Next Generation leaders who support and lead projects within USAV Group member companies (Sales, Sales Engineers, Engineers, Technicians, Programmers, Procurement, Warehouse, Service, Finance, etc.) and would focus on the interdependencies and key-hand-offs which must occur to successfully sell, implement, manage, transition and close projects within a mature AV integration company. The workshop and its associated lessons are structured to facilitate the identification and understanding of the current “state” of project management within the Next Generation Leader’s organization and generate the desire for growth and increased effectiveness. Participants will be empowered to embrace proven successes and improve upon areas causing frustration and misalignment.

    11:00 a.m. MDT

    Communication is Code for Leadership

    with Sarah Bohnenkamp

    Join Chief Trailblazer of Epic Conversations, Sarah J. Bohnenkamp in a high-energy workshop where you will learn how to communicate better.

    Leaders like you can expect to spend time learning why communication is code for “leadership” and what this concept actually means in businesses like PSA. Assess your current role and the roles you aspire to fill in the future, and set targets around communication that will absolutely influence your immediate and long-term leadership impact.

    You can guarantee you’ll hear a story or two about how horses teach communication, and another about how “the face” is such a masterful storyteller, but most importantly, you’ll have a chance to learn and connect with other progressive leaders who want to grow their effectiveness too.

    Thursday, July 29

    9:00 a.m. MDT

    Financial Fundamentals for Systems Integrators

    with Joel Harris

    This is intended for all non-finance Next Generation leaders across sales, operations, and technical services and would focus on the building blocks of good project accounting practices to roll up to the income statement (P&L) as well as a brief overview of the income statement, its categories, and how to read and use it as a member or manager of a non-finance function. The workshop and its associated lessons are structured to enable emerging leaders who were not trained in finance to be able to converse in the language of business, which is finance, at the basic level to enable these leaders to understand the financial contribution of their role / function to the overall success of the organization.

    11:00 a.m. MDT

    Influencing Without Authority

    with Andrea Brockmeier

    Collaborative environments largely rely on influence, not authority. Consider your installations when working with techs, engineers, procurement, and others – is it your authority that makes things happen? Probably not. In fact, influence is at the root of any effort in today’s organizations – even for those at the top.

    Come to this session with a specific influencing objective in mind so you can apply what you learn to your situation. Plan to learn and practice tips, tools, and techniques so you leave with something in hand to use when you get back to the field. Be prepared for interaction and sharing of ideas with others as you explore your untapped influencing potential.

    Better influencing skills will mean better collaboration with your stakeholders, improved trust among team members, and improved ability to move the organization forward to achieve business goals.


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