| 7:00am - 8:30am |
Registration, Breakfast & Solutions Showcase |
| 8:30am - 8:45am |
Opening Remarks
This year's Forum Committee Chair, Debby Kruzic (Records and Data Management) welcomes you to the Forum with personal insights and tips for making the most of your time at the Forum. |
| 8:45am - 10:30am |
Opening General Session:
Creating a Best Buyer Strategy: How to Identify, Attract and Retain More of the Right Kinds of Customers to Rapidly Grow Your Business and Your Profits
One of the classic marketing mistakes that most small or medium-sized businesses make is in their business development approach. Many will aim too broadly, prepared to take on any organization willing to pay. What if you could be more strategic and selective, to only work with clients that you wanted to work with, clients that weren't price sensitive, whose transactional values were higher and who generated massive amounts of recurring revenue? Wouldn't you want to know how to do that?
In this two-hour session, we'll discover together how to:
- Identify the ideal customer for you and your business (your "best buyers")
- Find the right kinds of messages and offers that will get them to act and overcome indifference
- Position yourself as the obvious provider of choice
- Deliver the kinds of service standards your best buyers desire.
This is a work session with exercises and key take aways so that you can apply these techniques right away.
Presented by author and business development guru, Bruce Johnson
With introduction provided by Parascript |
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10:30am - 10:45am
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Coffee Break and Networking |
| 10:45am - 11:45am |
Keynote:
Positioning Your Company for Success
You know how YOUR company is performing - but how do you compare with others? Is what’s working for YOU the same as what’s working for everyone else? Are your sales and marketing efforts as effective as they should be? Which markets and verticals offer the most opportunity? Join AIIM President John Mancini in this review of the core factors behind successful companies in the Document Channel, and how these success factors tie into trends in the broader content and information space.
Presented by John Mancini, President, AIIM
With introduction provided by Kodak
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| 11:45am - 12:45pm |
Breakout Session: 1A
Attributes & Sales Structure To Be Successful NOW
Buyers' attitudes and motivation for purchasing have changed over the years. The truly successful salesperson has also changed. No longer are the sales tactics you learned over the past thirty years highly successful. For the truly successful salesperson, the art of closing has morphed into the art of preparedness and true value. Technology has made it easier for the buyer to be in the game, and also to know your company, AND to know YOU. The session will cover the attributes and structure needed to lead the pack in your sales career, and successful tools/methods to give you working motivation in achieving your goals:
- Sales Methods
- Preparedness
- What Makes The Sale
- Renewals/Client Retention
Presented by Bob Farrell, Publisher, The Business Resource Guide
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Breakout Session: 1B
Group Therapy: The Operational Management Doctor is In!
This session is designed to provide the "therapeutic" value that comes from collaborative problem-solving with a focus on what works in:
- Scope Creep
- Production and Management Reporting
- Quality Control
- Employee Retention
- Employee Training
Facilitated by Ron Bush and Chris Kelley
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| 12:45pm - 2:00pm |
Lunch and Solutions Showcase
Sponsored by Hewlett-Packard Company
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| 2:00pm - 3:00pm |
General Session:
Customer Retention by Design:
Customer loyalty doesn't just happen. You have to earn it and keep it with a defined and proactive approach that has value at its core. In this session, you'll learn the proven techniques for deepening your customers' trust and reliance on your services. We'll show you how to apply the loyalty "sniff test" to your entire product line to optimize business from current customers. Then, we'll help you quantify the value that this retention means for your own profits and long-term employee engagement.
Presented by Kathleen Barry Albertini, President and CEO, Management Growth Institute, Inc. (MGI).
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| 3:00pm - 3:30pm |
Afternoon Break and Networking |
| 3:30pm - 4:30pm |
Breakout Session: 2A
Social Media ROI: an Oxymoron?
Metrics have always been critical to measuring marketing success. Without them, you'll struggle to know whether precious resources have been expended for maximum effect.
Why shouldn't the same sound marketing metrics be applied to social channels? If the people have spoken, and spoken through LinkedIn, Facebook and Twitter, where's our plan for leveraging these outlets? Don't shy away from social because you think that success can't be measured, and do dive into social without measuring the right things.
This session presents a very practical approach to joining the social revolution with well-planned and trackable marketing campaigns.
Learning Objectives:
- Tools you can use to track social media efforts
- How to decide if Social media is right for your business
- Which social media tools work the best for your industry and the best way to craft a strategy around them
Facilitated by Lindsay Kelley and Mario Duckett
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Breakout Session: 2B
Commit to the Cloud: Your Customers are
60% of organizations have embraced cloud computing. Cloud has spawned a new industry with many different technologies and applications including new approaches to document management, workflow, and storage not to mention new approaches to buying and managing software. These cloud technologies are more than evolutionary dash; they are revolutionizing the very roots of traditional document and records management.
As service companies, what must we do to meet customer demands for breaking down monolithic "enterprise" solutions into more "app like" solutions that can be deployed quickly independent of platform?
Join us for a relevant discussion of cloud computing from a document imaging, document management, records management, preservation, legal, workflow, and storage perspective. Understand the benefits, risks, and amazing opportunities that cloud offers your business.
AIIM's new recommended practices paper on cloud computing will be provided to all attendees.
Presented by Bud Porter-Roth, Founder and Principal Consultant, Porter-Roth Associates
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| 4:30pm - 7:00pm |
“Why Should I Care” Happy Hour
Business partnerships are all about value. As we bid adieu to our solution provider partners, we challenge them to answer this question: why do business with you? Enjoy a beverage while voting for the most compelling vendor message in this "quick-fire" challenge.
Sponsored by PSIGEN Software
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