2019 Meeting & Speaker Schedule
January 10, 2019: Speaker with speaker Tom Muciollo
February 7, 2019: Retreat! with speaker Ken Stibler
March 7, 2019: Executive Session with speaker Kathleen Votaw
April 11, 2019: Half day Executive Session (noon - 430 pm)
April 18, 2019: Vistage Executive Summit at Sonterra Conference Center
May 9, 2019: Executive Session with speaker Greg Bustin
June 6, 2019: Executive Session
No meeting in July
August 8, 2019: Executive Session with speaker Brandon Miller
September 12, 2019: Executive Session with Dave Nelsen
October 3, 2019: Executive Session
November 7, 2019: Executive Session with speaker Eric Keiles
December 5, 2019: Executive Session
January 10, 2019: Executive Session with speaker Tom Mucciolo on “Electrifying Presentations”
When you present information you need to tell a convincing story, enhanced with clear visual support and delivered in a manner that is least distracting to the audience.
In this entertaining and highly informative session, Tom Mucciolo covers the basic principles behind presentation skills by concentrating on the message, the media and the mechanics needed to make your events memorable. In addition, Tom shares key research findings on audience preferences for characteristics of effective speakers, including an interactive assessment tool that instantly measures 80 elements across 21 skill categories, for immediate self-improvement.
You will learn:
Targeted skills for addressing specific audience types
Methods for increasing self-confidence while eliminating nervousness
Ways to create immediacy, openness, and an approachable style
Techniques for body language, hand gestures and voice control
Interactive practices that encourage audience participation
Strategies for presenting to small groups or one-to-one situations
We have moved from the age of information to the age of explanation. We can get data on our phones, but we need experts who go beyond narration of the obvious and tell us how to make sense of everything. Presentation skills are the new differentiator between parity products and services.
Research indicates that audiences have "preferences" for the manner in which presenters deliver content. Some studies suggest that 93 percent of the message is in the physical delivery and 7 percent is in the actual content. This does not mean that content is unimportant; no, it just means that the message must be clear, simple and to the point. It has to be the right content, delivered in the right manner, for it to seem just right to listeners.
This session focuses on sharpening your already existing skills, evident in your own style, by highlighting body language, vocal tones, interaction, and expertise, so you can bring information to life and create a lasting impression.
Value to membersMembers will leave this session rethinking the way information is presented, not only visually, but interactively. They will experience a globally tested assessment tool that can examine the presentation skills of their most visible representatives (usually salespeople) and offer means for improvement, assuring those skills are effective in a competitive environment. Members will challenge themselves and others around them to develop a consistent method for creating and delivering high quality presentations.
Tom Mucciolo, president of MediaNet, is a recognized industry expert regarding visual communications and business presentations. He has served as a presentation skills consultant and keynote speaker for major corporations since 1985, concentrating on the script, visuals and delivery associated with presentations, especially electronics events. High-profile communicators, including corporate leaders, politicians, media personalities, as well as those at any organizational level, demand his coaching expertise. Tom is co-author of a number of books and media, including Purpose, Movement, Color, and a four-book series, Special Edition: Using PowerPoint 2000, 2002, 2003, & 2007.
In 2005, Tom became an adjunct faculty at New York University where he and his colleague, Dr. Leila Jahangiri conducted an extensive research study, resulting in published assessment tools for measuring presentation effectiveness, and culminating in the recently published book A Guide to Better Teaching, which helps speakers develop proficiency in 21 independent skill categories.
February 7, 2019: Retreat with speaker Ken Stibler on “Intentional Change: How to Create a Tactical Plan to Engage the Millennial Workforce”
Intentional Change is an interactive, hands on, skill-building workshop. Members are challenged to create a strategic plan for their organizations in order to become high performing teams. Three key areas are discussed in depth and include: Change, Framework for High Performing Teams and the Strategic Roadmap.
Audience is taken on a Journey to discover the Four phase of Change and how to make it work in their companies.
The concept of Frameworks for High Performing Teams is discussed in-depth. Activities and discovery around Behaviors and Employee Engagement are used to determine Gaps for each individual participant.
Strategies and Tactics are discussed and Best Practices by Deloitte and Gallup are reviewed and shared for use in Creating Individual Strategic & Tactical Roadmaps for each member company.
Value to members
Value to Members:
Members will leave with measurable, specific strategic plans for employee engagement and high performing teams. They will learn what changes are needed in their organization and how to effectively implement change. They will also learn and develop a tactical plan for their organization leading to high performing teams. They will be exposed to a framework, skills and tools that will allow them to evolve from running their organizations to leading them. Members will learn 5 behavioral areas of high performing teams and 10 tactical areas for employee engagement including specific ideas as it relates to a millennial workforce.
Sample of Tools and handouts provided;
Plan on a Page
Words that Work
5 Behaviors of a Cohesive Team
Ken Stibler is an organizational development consultant, leadership coach and Vistage Chair and speaker. He is currently President of Strategic Integration in Dallas, Texas and an award winning speaker on DiSC assessments. Ken specializes in leadership development, strategic & tactical planning, and creating change in organizational culture. Ken has worked with a broad range of organizations that include international engagements. His client list has included Shell Oil, American Airlines, Comerica Bank, IBM, National Motor Club, NXP Semiconductors and CAE Business Aviation. He has been the CEO & President of public and private companies over a 30-year career. Ken began his career as a college basketball coach working for George Mason University and the College of Charleston. While in Charleston, South Carolina, his team won the 1982 NAIA National Championship.
March 7, 2019: Executive Session with speaker Kathleen Quinn Votaw on “Solve the People Puzzle: Create Your Talent/ Human Capital Strategy”
Solve the People Puzzle
Recruiting and retaining top talent will be increasingly difficult in 2019 and beyond, based on research from Vistage and the National Center for the Middle Market.
And, in survey after survey, executives list attracting and retaining top talent as their #1 issue. Most CEOs agree that people are their most valuable business asset. People are critical for growth and success. Yet many executives struggle to find, keep and grow the best. They lack an overall strategy as it relates to their people.
Kathleen’s workshop features key ideas from her book, Solve the People Puzzle. Participants receive a copy of the book, powerful insight, and actionable advice. She works in concert with Vistage Chairs to provide content and delivery that is customized for each group. Here are examples of recent workshops:
Theme: Culture by Design, not Default
Takeaway: Tools to build a positive, dynamic culture that promotes success company wide.
Theme: Recruitment as a Sales Process
Takeaway: Steps for a recruiting process that boost awareness, improve offer acceptance rates, increase retention, enhance employee engagement, create a competitive edge, and improve the bottom line.
Theme: Competency-Based Behavioral Interviewing
Takeaway: Interview skills to make much more effective hiring decisions.
Theme: Check Your Ego. Shoot for the Moon
Takeaway: Perspective, inspiration and motivation from a successful business leader who understands the daily challenges executives must face.
Value to members
As detailed in the Vistage eBrief, SMB CEO Projections for 2018, a tight labor market, coupled with expectations for increased hiring, means that recruiting and retaining top talent will be increasingly difficult in 2018.
“While adding headcount is essential to growth, retaining, developing and engaging existing talent is critical,” says Joe Galvin, Chief Research Officer for Vistage Research. “It forms a foundation for adding new people. Just as you are looking for the best talent, so is everyone else — and they are looking at your people, too.”
These findings from Vistage are echoed the National Center for the Middle Market, which just released its Middle Market Indicator Data from fourth quarter of 2017. Middle market companies report accelerated revenue growth, moderate employment growth and peak levels of confidence. Tom Stewart, the Center’s Executive Director, states that finding, developing, and keeping talent has become the middle market’s biggest challenge.
Kathleen offers relevant data, expert perspective, engaging stories, and actionable advice on the topics of talent and culture.
Kathleen Quinn Votaw is a long-time Vistage Member and Founder and CEO of TalenTrust, a consulting firm that is revolutionizing how companies across the U.S. recruit, retain, and engage employees. Kathleen’s passion and expertise allow her to connect business leaders with the right people and ideas to drive faster growth. After nearly two decades of earning accolades in the staffing industry, Kathleen determined that traditional models don’t always serve the best interest of clients—especially rapidly growing companies. She launched TalenTrust in 2003 and her firm now serves clients across the U.S.; employs a team of 25+ people; and has been named to the prestigious Inc. 5000 list for high-growth companies. Kathleen leverages this expertise in her book, Solve the People Puzzle: How High-Growth Companies Attract and Retain Top Talent, which is a must-read guide for C-level executives. She is a compelling thought leader who helps executives find and keep the best talent for their growing companies. Kathleen offers expert perspective on addressing immediate hiring needs; finding and keeping Millennials; dealing with turnover; understanding and improving your company’s reputation; and determining your overall talent strategy. Here's more on Kathleen as a speaker: Executive Speaker | Talent Management | Kathleen Quinn Votaw and CEO: TalenTrust | Human Capital Consulting.
April 11, 2019: Half day Executive Session (noon - 430 pm)
April 18, 2019: Vistage Executive Summit at Sonterra Conference Center
May 9, 2019: Executive Session with speaker Greg Bustin on “Accountability: The Key to Driving a High Performance Culture”
Accountability is one of the biggest challenges business leaders face. A six-year study by Greg Bustin of more than 5,000 CEOs and key executives worldwide confirms that "lack of accountability" is the single greatest barrier to achieving consistently high levels of organizational performance. To help Vistage members gain fresh insight into building, nurturing and sustaining a culture where accountability drives high performance, Greg interviewed senior leaders at some of the world's most respected companies in manufacturing (Nucor and Herman Miller), technology (Sony), distribution (Southwest Airlines), retail (The Container Store) and professional services (Marriott and Ernst & Young). He also interviewed 12 Vistage-member CEOs in the United States, Canada and the UK. Greg discovered how these companies succeed in good times and bad, and he developed a new way to think about accountability. His insights form the basis of this workshop and his groundbreaking book on accountability. Dan Pink, bestselling author of Drive, says of Greg's book, "If you're looking for new ways to drive accountability and improve individual and organizational performance, read this book." Greg’s video interviews with leaders of these high-performing companies anchor a compelling workshop that explores The Seven Pillars of Accountability. Each workshop is tailored to address the areas of most impact to each group based on an online 10-minute accountability assessment each member completes in advance of the meeting.
Value to members
Members will take away:
· A new way to think about and approach accountability
· Insights into their organization’s overall performance strengths and weaknesses
· A counter-intuitive approach for addressing accountability with an under-performer
Greg is a Vistage Chair in Dallas with two CEO groups and a Key Executive group, earning the distinction of Master Chair. He’s delivered more than 500 presentations on five continents. Greg led the turnaround of the Dallas office of Edelman Worldwide, achieving record success. He founded his own marketing management consultancy in 1994 so he’s made plenty of tough decisions. He’s worked with leadership teams at multi-national companies, including Burger King, Fujitsu, PepsiCo, Phillips Petroleum Company, Prudential, Nucor, Quaker, Sony, Verizon and Trammell Crow Company and he’s led more than 200 strategic planning sessions. Greg has dedicated his career to working with CEOs and their teams. His fresh approach to conflict resolution and passionate probing of difficult issues has led to insights that have helped these leaders achieve immediate, tangible and sustainable performance improvement. Greg’s views about leadership have been published in The Wall Street Journal, Chief Executive, Fast Company, Forbes, Inc., Investor’s Business Daily, Leader to Leader, Texas CEO and other major publications. He’s written five books, and Accountability: The Key to Driving A High-Performance Culture (McGraw-Hill) has been selected by Soundview as a Best Business Book. Greg’s newest book on the leadership lessons of the 52 most significant decisions in history will be published by Simple Truths in early 2019.
June 6, 2019: Executive Session
No meeting in July
August 8, 2019: Executive Session with speaker Brandon Miller on “Leading with Strengths”
Gallup Certified StrengthsFinder Coach, Brandon Miller presents an energetic and informative workshop adapted from the bestselling book, Strengths Based Leadership. In this training, Miller provides a perfect blend of leadership development principles for today’s business leader as well as insights for how to be a more effective leader of individuals and teams. During the interactive presentation, Miller shares the three key findings from Gallup research on the qualities and practices of the most effective leaders. Key takeaways for participants include:
Awareness of personal leadership Strengths.
Application of Strengths as a leader of executives, managers and teams.
Achievement of goals and objectives through a Strengths approach to business outcomes.
Value to members
Members will participate in the StrengthsFinder assessment and gain a deeper understanding of their personal talents and how to build and maintain strong partnerships and teams. The StrengthsFinder is an instrument designed to identify natural talents within people. Over 13 Million people have learned their strengths and 94% of the S and P 500 use the StrengthsFinder within their organizations.
Members are also given a lifetime voucher after the workshop and may take advantage of the following:
Electronic copy of the handouts.
Free one hour executive strengths coaching session.
Brandon Miller is the CEO of 34 Strong Inc, a company focused on Strengths Based Organizational Development. He utilizes the Clifton StrengthsFinder as an important tool in working with leaders to understand and invest in their personal strengths and the strengths of the people they lead. His expertise is in architecting an organizational foundation whose core is strengths focused. Since 2003, Brandon has coached 1000+ people through their StrengthsFinder results and facilitated trainings for hundreds of teams in 100+ organizations in government, corporate and non-profit organizations. Some recent clients Brandon has had the honor to work with include: Johnson and Johnson, Tesla Motors, Plum Organics, Vistage International, Douglas County Chamber of Commerce, Bank of America, UC Davis and The FDA. Brandon is the author of the e-book: “Play Like a Team, Win Like a Team” which provides insight into working together as a team from a strengths perspective. He can be reached at: email@example.com
September 12, 2019: Executive Session with speaker Dave Nelsen on “Tech for Execs: Doubling Productivity using Tablets, Apps, and Smartphones”
The rate of change in the business world is accelerating exponentially. When Darwin observed that "It's not the strongest or most intelligent that survive, but those that adapt to a changing environment most quickly," few people could have appreciated how precisely this would describe the world of business … on a hyper-accelerated timescale.
It was just Christmas Day in 1990 when MIT computer scientist Tim Berners-Lee connected two computers together, for the first time EVER using a protocol called HTTP and addresses beginning with "www." Look at what's happened to us since then.
In this engaging and hands-on presentation, longtime CEO and Vistage Speaker of the Year Dave Nelsen shares with executives his personal tips and tricks for using technology effectively. Grab your iPads, smartphones, notebooks, or just the seat of your pants and learn how to take your performance to a whole new level.
Key topics include:
New brain science linking "executive function" with sleep and exercise
Working the right priorities (and a lot less e-mail) using Things or Wunderlist
Signing onto all of your accounts via LastPass
Eliminating clutter while providing instant access to everything from everywhere with Evernote (an amazing app, it will become "your second brain")
Countless other practical apps with clear, concise descriptions including TripIt, LogMeIn, FollowUpThen, DragonDictate, CardSnap, and even WinePicks
Value to Members: Participants will leave with practical takeaways on how to:
Improve memory, accelerate learning, and enhance mental stamina
Retake control of their email inbox
Select and apply a handful of new tools to save time and money, while getting more of the right things done
Leading a business today while ignoring the latest personal productivity apps and technologies is like running a farm using an ox and plow. It can be done but it can't be fun.
Biography: Dave Nelsen is president of Dialog Consulting Group, a boutique consulting firm that has helped more than 50 organizations develop strategies to enhance the conversations with their most important internal and external customers using proven social networking, social media and mobile communication tools. Dave has more than 30 years of telecom experience and has been at the leading edge of the social media revolution since founding TalkShoe in early 2005. He's been recognized as Ernst & Young Entrepreneur of the Year, as Tech Council CEO of the Year and as Vistage Speaker of the Year.
October 3, 2019: Executive Session
November 7, 2019: Executive Session with speaker Eric Keiles on “The 30 Minute Marketing Plan”
This introduction to "Reality Marketing" will give you a new perspective on how to market your company in tough times. Your companies are not Fortune 500 companies, so they shouldn't advertise like one! This workshop will show you effective techniques for marketing your companies including unique discussions on "The Blue Red Test," "The Purple Cow," "The Scratch Out Drop In Test" and building a powerful "Marketing Machine." This might possibly be the most effective time you'll ever spend on marketing your business through experience, best practices, and many case studies and examples. Key objectives in the presentation include: Case studies on migration to Reality Marketing techniques Best practices of growing companies faced with recession Understanding how to build a low-cost marketing machine Positioning your company as "Remarkable" and get many more referrals Eliminating marketing tactics with low ROI
Value to members
Vistage members can expect to learn: Multiple ways to market to new prospects and clients Common marketing mistakes of small- to mid-size companies and how to avoid them How to build a robust prospect database How to use "low-risk" and "no-risk" offers How to slash your marketing budget How to build a "Marketing Machine"
Eric Keiles is a four-time entrepreneur and author of the book Reality Marketing Revolution. He has created four businesses during his career, and the latest, Square2 Marketing, helps business owners bring their sales and marketing to a level that they need in order to achieve their goals. He earned a bachelor's degree from George Washington University and MBA from Temple University.
December 5, 2019: Executive Session
2018 Meeting & Speaker Schedule
January 11, 2018: Pat Murray, The Essence of Leadership
February 8, 2018: Executive Session (8-noon) & Retreat! @ Top Golf (with spouses noon – 8:30 pm) Speaker Dr. Bill Crawford, "Clarity, Confidence & Creativity: New Information On The Science Of Dealing With Stress, People, & Life"
March 8, 2018: Scott Bornstein, The MemoryPower Competitive Advantage: 5 Tools that Generate Sales & Increase Profits
April 5, 2018: Executive Session
April 11, 2018: Vistage Executive Summit at La Cantera
May 10, 2018: Executive Session
June 14, 2018: Matthew Garrett, The Art & Science of Getting the Most Out of Your Money
August 9, 2018: Ian Altman, Let Them Sell You to Grow Revenue
September 13, 2018: Executive Session
October 11, 2018: Executive Session
November 8, 2018: Charles Scott, What Do You Want to Be When You Grow Up?
December 13, 2018: Joe Hernandez, Cutting Edge, High Level Negotiating
Speaker Overview and Bio
Pat Murray, The Essence of Leadership: The Inside Moves
Murray is provocative and interactive in his presentation on leadership. His approach to the topic is to structure the exploration of leadership issues and challenges through what he calls the "outside and inside moves." The outside moves specify what the organization directly experiences in its interactions with the leader. The inside moves are the less visible, but more important, underpinnings of the outside. The inside moves are where the essentials are created that achieve that rare phenomenon - exceptional leadership. Key topics include:
· Personal core purpose
· Basic beliefs
· Compelling mission/vision
· Strategic priorities
· Reliable action and results
The program covers the analysis and synthesis of Murray's eighteen years of experience working with CEOs. It captures his "givens" about leading a company and details the factors that make "great" leaders different and more effective.
Value to Members: Murray brings to light the deepest leader/follower dynamics - those things that leaders experience daily, but do not understand fully. Members will be given a conceptual framework with which to assess themselves and their companies. They will also be given, through concrete examples and handouts, a structured method for transforming themselves and their organizations.
Biography: Pat Murray is the founder of J.P. Murray and Associates, a consulting firm specializing in working with CEOs and top-management teams on leadership strategies and organizational alignment. Murray has consulted with hundreds of companies covering most of the major industry groups. Murray was selected as Vistage's Speaker of the Year for 1991.
Speaker Dr. Bill Crawford, "Clarity, Confidence & Creativity: New Information On The Science Of Dealing With Stress, People, & Life"
Program Description 2017 Updated Edition - As the title suggests, this presentation goes way beyond “stress management.” In fact, using my “Life from The Top of the Mind” system I will show participants how to access their clarity, confidence, and creativity by accessing a specific part of the brain. In addition this presentation will show participants how to avoid the stress and frustration that gets in the way of good decision making by avoiding a specific part of the brain. Dean Minuto (Vistage Speaker of the Year for 2015) describes this material as, “one of, if not THE MOST IMPORTANT, advances in personal and interpersonal effectiveness since Covey’s 7 Habits!” This comprehensive presentation will show participants: • How to shift to the clear, confident, creative part of the brain even in difficult situations. • How to stay in this effective “mind set” regardless of the situation. • How to engage others in such a way that they shift from their "resistant brain" to their "receptive brain" so that they can truly hear and understand what you are wanting them to know. Plus, this material will give you a better understanding of other’s stress and frustration so that you can help them bring their best to both their personal and professional life as well. Value to members Vistage members (and their significant others if invited) will: Understand why many "stress management" techniques don't work and can even make the situation worse. Learn new information about the the true cause of our thoughts, emotions and behaviors. Learn how to influence others by understanding how their brain processes information. Learn how to shift into the "zone of productivity" by shifting to a certain part of the brain. Speaker Biography In addition to being named TEC Canada’s Speaker of the Year for 2016, Dr. Bill Crawford holds a masters degree and PhD in psychology from the University of Houston. He is also a licensed psychologist, author of seven books, and organizational consultant. Over the last 30 years, he has created more than 3,500 presentations for such organizations as Sprint, Shell, The American Medical Association, PBS and many other organizations and professional associations, both nationally and internationally. In addition, his two PBS specials have been seen by more than 15 million people, and he has been quoted as an expert in such diverse publications as The New York Times, Entrepreneur, The Chicago Tribune, Investor’s Business Daily, and Working Mother, just to name a few.
Scott Bornstein, The MemoryPower Competitive Advantage: 5 Tools that Generate Sales & Increase Profits
The secret weapon and core competency of all successful executives, leaders, professionals and learners is a powerful and accurate memory.
Whether it's remembering the names of the people in a room, developing leaders, managing change, helping a child do better in school or focusing on the core business, step away from the usual agenda to increase your performance and ability to lead others by improving your greatest trainable asset: your memory power.
This high-level, interactive, deep dive into memory by renowned memory expert Scott Bornstein will give everyone powerful systems for rapid and long-term recall of business, personal or academic knowledge, and names and faces. Scott's framework and case studies will spark discussion and solutions to your business's toughest challenges: people, strategy and execution.
At the heart of every executive's success and leadership is an unfailing confidence and capability to remember the right things at the right time.
A little thinking outside the box goes a long way to engage a seasoned group, get ideas flowing, and develop expert skills that will generate hard business results.
Value to Members: Here's what members will learn to immediately impact leadership and personal performance:
· How MemoryPower Influences Executive Excellence, Leadership and Followership
· The Five Laws of MemoryPower and the 10-Day Rule, Priming Knowledge to be Stickier
· Scott's Three MemoryPower Systems for Executives, Leaders and Learners of All Ages
· Names and Faces Drill-Down: Six Keys to Flawless Recall of People, Facts and Details
· Six-Step Work Up Metric: Aligning People, Learning, Sales, Execution and Marketing
· Onboarding Best Practices, Leadership IQ, "Actionables" and Guided Practices
Biography: Scott Bornstein is founder of Bornstein Knowledge Management Systems. He is world-renowned for his memory training systems and for helping companies achieve a culture of MemoryPower and world-class sales and customer service based on his training programs. He teaches his "brain-changing" skills to executives and professionals, to associations and the sales and hospitality industries. He has conducted his programs for Harvard Business School OPM Alumni, Shangri-la Hotels & Resorts and Crystal Cruises.
Matthew Garrett, The Art & Science of Getting the Most Out of Your Money
In this highly personalized workshop, Matt Garrett teaches you how to get off the financial treadmill and build real wealth. His unique and interactive approach helps members get answers to many financial questions that have been weighing on their minds. The following are some of the questions Garrett helps answer:
· What questions should I be asking my financial advisor?
· Do I need a living trust?
· How will my estate be taxed?
· How do I minimize my liability exposure?
· How should my assets be allocated?
· Should I be using my credit card or debit card?
· Should I be budgeting and tracking my expenses?
· Do I have to spend less to budget?
· Where is the best place to invest over the next 5, 10 or 20 years?
In this workshop, Matt arms you with tools and ideas to maximize your financial efficiency over the next three to 12 months. He shares many of his philosophies on how to get the most of your money. For example, the idea that money is a tool, not the end, to financial freedom. Money is not the object of many people's lives but rather the freedom that money brings. With that in mind, it is important to create a plan and work diligently to create the wealth (and therefore the freedom) that you want.
First, each member begins the workshop with a goal orientation exercise that helps to reveal their unique goals and desires. The exercise removes you from any financial limitations you instinctively might put on yourself and makes you answer the following questions, "If I had all the time, money and freedom in the world, where would I be? Who would I be with? What would I be doing? What would I really want?"
Second, he helps to quantify that goal in dollars.
Third, he builds a plan for success to get from today to financial freedom.
Finally, Matt spends time answering each member's questions about their personal financial situation. He reviews everything from insurance (life, health, disability, long-term care, etc.), investments, choosing a financial planner, wills and trusts, real estate, loans and lending, college funding, cash management, expense tracking, personal financial statements, business succession, etc.
Value to Members: Each member will leave the workshop with at least two action items to better their financial situation, strengthen their personal financial health and help them make money.
Biography: Matt Garrett, is the founder and CEO of TGG Accounting, an outsourced accounting and finance consulting firm specializing in making business owner's lives better through excellent financial management. He has successfully started and sold three previous businesses. He knows how to grow and improve business value and has been training organizations and specialty groups in accounting and financial topics for more than 15 years.
Most recently, Matt was designated one of San Diego's most respected CEOs by the Daily Transcript. His company has been listed as one of Inc. magazine's "Fastest Growing" each of the past three years and has been named one of the Top 20 fastest growing business in San Diego by the San Diego Business Journal for 2011 (No. 17), 2012 (No. 9), and 2013 (No. 20). He is a regular contributor to Forbes and Entrepreneur Magazine.
Ian Altman, Let Them Sell You to Grow Revenue
Discover how to flip the traditional sales process on its head to grow revenue. Ian Altman shares the principles found within his two bestselling books, Upside Down Selling and Same Side Selling. Ian combines real-world experience that he discovered while growing his own businesses from zero to more than $1 billion in value with the latest research to empower attendees with strategies and tactics you can immediately put to work.
Typical challenges that attendees face:
· "We have great stuff, but our message is falling on deaf ears - prospects see us as a commodity."
· "We waste a ton of time and resources pursuing opportunities that do not generate revenue."
· "It seems like every opportunity we pursue ends up being just about price."
· "We can't seem to get our entire organization to play a role in growing revenue."
Value to members
Attendees will discover how to:
· Stand out from the competition
· Engage your entire organization to grow revenue with integrity
· Get your clients to see you as a trusted advisor, not a slimy salesperson
· Define where to focus your activities to maximize revenue per invested dollar
· Empower your team to more effectively handle pricing pressure
A weekly contributor to Forbes.com on Sales Leadership, Ian Altman shares the principles found within his bestselling books: Upside Down Selling – An Integrity-based Sales Approach to Avoid Being Predictable and his May 2014 released Same Side Selling - A Radical Approach to Break Through Sales Barriers (which Seth Godin recommended as one of two B2B consultative selling books to read). Never a dull presenter, Ian brings energy and humor, backed by research and real-world experience to help executives grow based on value over price, and how to engage their entire teams to grow business.
Ian served as CEO of technology and professional services companies for two decades before selling his companies. He then served as managing director of the parent entity as he grew valuation from $100 million to more than $1 billion in just three years while establishing distribution channels in China, India, Europe, The Middle East and the Americas.
Ian lives in Maryland with his two wonderful children, a dog, and a wife he doesn't deserve.
Charles Scott, What Do You Want to Be When You Grow Up?
Charles R. Scott, a 14-year veteran of Intel Corporation and co-founder of Team See Possibilities, explores how to create a meaningful life that encompasses more than just a professional title. Charles believes the answer to the question, "What do you want to be when you grow up?" is the work of a lifetime. The workshop is structured around three modules, each with an interactive exercise:
Module 1 - Obstacles and Growth: sharing anecdotes from cycling over 7,000 miles with his young children across Japan, Iceland, Europe and the U.S., and from guiding the first blind runner to cross the Grand Canyon and back nonstop, Charles offers a unique perspective on leadership, naysayers and the sometimes unexpected benefits that can come from loss.
Module 2 - The Secret to Optimal Performance: Charles shares the hard-won secrets of success from a world-renowned professional marathoner and, in a unique and provocative twist, applies those principles to the workplace. This module often stimulates lively discussion about practical actions business people can take to work more efficiently and with greater satisfaction.
Module 3 - What Do You Want to Be When You Grow Up? Charles builds on this age-old question, guiding participants through creative exercises intended to identify opportunities to inject vitality into their professional lives.
Value to members
Members receive tips on effective leaderships skills, handling naysayers, and developing healthy work environments. They are also guided through three interactive exercises designed to:
- Offer insights on ways to grow from loss
- Improve workplace performance while simultaneously increasing leisure time, and
- Identify and harness the sparks of vitality that live within each of us.
Charles R. Scott is a National Geographic-featured adventurer, author of two books, co-founder of the nonprofit organization Team See Possibilities, and a 14-year veteran of Intel Corporation. He conducts executive workshops on developing an adventurous mindset for business success and personal growth. He has delivered this popular workshop to hundreds of CEOs and senior executives across North America, and has spoken at Uber, Intel, The World Bank, Harvard Business School and many others. His adventures have been featured in press around the world, including The New York Times, Wall Street Journal, FOX News, and Outside Magazine. He also gives talks at schools and to parent groups about raising resilient children. Mixing in anecdotes from cycling over 7,000 miles with his young children across Japan, Iceland, Europe and the U.S., and from guiding the first blind runner to cross the Grand Canyon and back nonstop, he describes how to use discomfort to your advantage, encourages informed risk taking, and shares the secret to optimal performance. For an excerpt of his talks, see: Adventure Speaker Charles Scott - Corporate 1 on Vimeo
Joe Hernandez, Cutting Edge, High Level Negotiating
In this highly experiential presentation, Joe Hernandez teaches the most critical elements of successful negotiating. He provides the most current processes and tools for creating successful outcomes and transforms participants into confident and powerful negotiators. Participants leave the workshop with more negotiation expertise than 90 percent of managers in business today.
Topics include but not limited to:
· Negotiation skills assessment
· Defining the goal
· Understanding leverage and how to use it
· The psychology of creating offers
· Removing fear and anxiety
· Finding out what the other side wants
· Influencing at the table
· Creating and maintaining control at the table
· Tools for conflict resolution
· Dealing with the cutthroat negotiator
Joe's program contains the psychology of negotiation, which provides significant advantage. Other negotiations programs ignore this critical component. His process and tools are the most current found in modern negotiation … very few people understand their use and the astounding results they provide.
Impact to the Bottom Line:
· Joe assisted a client by negotiating a deal worth more than three quarters of a billion dollars that secured his client's financial position for eight years.
· Lead a successful negotiation where the client thought margins needed to be reduced by more than 25 percent in order to win a major long-term contract worth $90 million. Joe inked a contract worth more than $140 million without reducing margins. He was able to help them increase margins by 20 percent and managed to get the other side to ultimately propose these terms.
· Has assisted one client in closing over $1.5 billion in contracts with results that exceeded client expectations by 300 percent.
· For a company that was losing customers and revenues, Joe successfully negotiated multimillion-dollar opportunities that netted long term, high margin, and unforeseen revenues that not only saved the company, but catapulted it to the number one producing company in its industry.
Value to Members:
· Understand the difference between you and the master negotiators
· Develop a significant competitive advantage at the negotiation table
· Understand the importance of psychology in negotiations
· Learn how to efficiently prepare for your negotiations
· Improve your negotiation results every single time
· Become a confident and influential negotiator
Biography: Joe Hernandez is an international authority on high-value negotiation skills and techniques. He consults throughout the world. He is founder, president and chief operating officer of ICE Institute headquartered in Denver.
A Look Back
Meeting and Speaker Schedule for 2017
January 12, 2017 – Executive Session
February 9, 2017 – Retreat
March 9, 2017 - Bill Hawfield, “Visual Planning”
April 13, 2017 – Vistage Executive Summit
May 4, 2017 – Executive Session
June 8, 2017 – Jay Rifenbary, “No Excuses!”
July 13, 2017 – Executive Session
August 3, 2017 – Mike Pierce, "Leading at 90 Below Zero”
September 7, 2017 – Executive Session
October 5, 2017 – Gustavo Grodnitzky, “Motivating the Millennial Generation”
November 9, 2017 – Jaynie Smith, “Competitive Advantage”
December 7, 2017 – Ryan Avery, “Leading Through Storytelling”
Meeting and Speaker Schedule for 2016
January 14, 2016 – Executive Session
February 11, 2016 – Al Killeen, “The 8 Critical Steps for Overcoming your Business Problems”
March 3, 2016 – Executive Session
April 6, 2016 – Vistage Executive Summit (Austin)
April 14 – Retreat and Speaker, Abe Wagner, "Breaking the Communication Barrier at Work and Home"
June 9, 2016 – Craig Weber, "Piercing Conversations"
July 14, 2016 – Mitch Gooze, “Effective Marketing: How to Get It Or Tell If You Already Have It”
August 4, 2016 – Harvin Moore, “Integrity in Your Pursuit of Profit”
September 8, 2016 – Executive Session
October 6, 2016 – Michael Allosso, “Best Performance by an Executive in a Leading Role (You on Your Best Day)
November 3, 2016 – Bob Anderson, “Harnessing the Power of Emotionally Intelligent Leadership”
December 8, 2016 – Executive Session