Upcoming Events Archived Events Before and After: Apr 21 - Apr 11 - Mar 25

SME Morning Workshop & Luncheon

Location: Metropolitan Ballroom, Hwy 394 & 100 - 5418 Wayzata Blvd. Minneapolis
Directions

Morning Workshop
Relationships Always Drive Business Results:
Understanding the Relationships Most Important to Business Success
Susan Larsen-Nowlin, Senior Director, Client Relations, Carlson Marketing Group

I. It's about more that just customers...
Today's businesses demand marketing strategies that focus on more than just the customer. Susan will discuss the concept of "Relationship Marketing in Whole," an approach that transcends traditional marketing practices and one-size-fits-all CRM solutions. She'll explain why ALL relationships (with employees, channel partners and customers) need to be taken into account, and will demonstrate how personal connections, reinforced by positive experiences, can create a powerful and sustainable bond with a company.

II. Relationship Marketing Best Practices
After learning about Relationship Marketing in Whole, and that it takes more than a one-audience approach to drive business forward, the key questions become, "Who's doing it? Are they doing it well? What are they doing? And what does the future hold for Relationship Marketing?" Susan will discuss the results of a study conducted by Carlson Marketing and the American Productivity and Quality Center that provides insights into the world's best practices in relationship marketing as well as a view of where this exciting, all encompassing discipline is heading.

III. An Interactive Mapping Exercise
During the final portion of her presentation, Susan and other representatives from Carlson Marketing will invite the group to participate in an interactive "mapping" exercise designed to help the participants visualize the relationships that exist between their organization's three key audiences.

The purpose is to provide a hands-on, first step in recognizing the importance of each relationship, and to also determine whether the relationships are in equilibrium, or if company strategies and resources need realignment to achieve optimum business outcomes. Each participant will walk away with a tool and action steps to potentially impact their plans for 2003 and beyond.

Speaker Bio:

As Senior Director of Client Relations for Carlson Marketing Group, Susan Larsen-Nowlin is responsible for expanding Carlson Marketing Group's share of business in Minnesota, Nebraska and parts of Illinois, while ensuring that the company continually provides value to all the region's Fortune 1000 clients.

As a 20-year veteran of the marketing industry, Susan has expertise in the strategic design, delivery and measurement of Employee, Channel and Consumer marketing initiatives. Susan currently manages the Minneapolis Region, which contains several key clients who are leaders in the technology, insurance and medical industries.

Prior to joining Carlson Marketing in 2001, Susan served as Regional Vice President for Business Incentives. In that role, she was responsible for growing the company's business with key telecommunications customers.

Susan earned a B.A. degree in Biology Education from St. Olaf College in Northfield, Minn.

Bill Smith

Luncheon Presentation
Succeeding at the New Game of Sales
Bill Smith, Business Development Director, 3M

Are your customers demanding more from you than ever before? Most sales organizations today are facing a whole new set of expectations from their customers who are insisting on increased value at every turn. It's happening in virtually every market segment.

Up until recently, customer relationships were defined by long-term personal friendships, soft value-adds and the perceived uniqueness of product or service offerings. Today they're defined by measurable contributions and bottom-line impact.

Clearly the "Rules of the Game" have changed. Salespeople and sales organizations, once comfortable with their skills, competencies and abilities, are being forced to reinvent themselves. Today's sellers must be equipped with a whole new set of tools - ones that enable them to become a valuable business resource to their customers.

But how do you transform a sales organization from its tried-and-true practices into one that can succeed in today's radically different market conditions?

Managing the transition of your salespeople from their legacy skills and behaviors is a daunting task. Bill Smith, Regional Director of 3M's Industrial Markets Sales, stepped up to this enormous challenge three years ago. In this session, he'll share essential steps for successfully guiding your sales force from where it is today into a sales organization that can win at the "New Game of Sales."

Bill Smith is Business Development Director for 3M's Industrial Businesses. During his 19-year career with 3M, he has served in a number of international and domestic positions. He has been a highly recognized national sales manager, regional sales manager, marketing coordinator, sales training manager and field sales representative in the Occupational Health & Environmental Safety Division.

For the past 10 years Bill has been actively involved with transitioning business models - first in Europe and more recently, in the US. Currently he serves as Chairman of 3M's Sales Leadership Council.

Bill is a graduate of the University of Minnesota. Prior working for 3M he taught and coached at Stillwater High School. He has also served in a number of community leadership roles including President of the West Chester Ohio Optimists Club and a 7-year stint as President of the Minnesota Athletics Congress.

GET THE MEMBER-RATE REBATE AND SAVE UP TO $50!

Not a member yet? Register at the non-member rate and join SME less than 30 days after the event, and we'll apply the difference between the non-member rate and the member rate to the cost of your membership. Just send us a copy of your membership application along with your receipt for "non-member" registration. You'll get up to $50 off the cost of membership.