Grow with help from the industry’s top experts.
ContraCt
training
ConferenCe
ChiCago, MarCh 8-10, 2016
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Contract Training Conference
March 8 (pre-conference day) – 10, 2016, Chicago
W
hether you call it contract, customized, corporate training/ education, or even solutions selling – serving business and industry with customized educational products and services is a mainstay of most con-tinuing education programs. Contract training is the most profitable and cutting-edge continuing education program unit. A successful contract training unit generates visibility, new teaching and learning techniques, part-nerships, new programming, and many other positives.Running a successful contract training unit can be challenging, especially dur-ing tough economic times. Businesses, government agencies, and local orga-nizations have downsized and training dollars have been cut. Clients are more demanding than ever and are requiring a strong return on investment. Staff efficiency is mission-critical since most contract training units are either part of a continuing education program or have less than five staff members. Efficiencies are critical to ensure high staff productivity.
Contract training has shifted from an emphasis on training to a more broad emphasis on providing solutions and solution selling requires a new skill set. The Contract Training Confer-ence has been designed to give you the skill set necessary to increase sales, improve productivity, and ensure finan-cial self-sufficiency.
With over 15 years experience in higher education, Eric M. Johnson is an expert in contract training and creating a cul-ture of business operations and offering that meet the needs of industry training and individual skill development.
In his Keynote Session title “Get Noticed,” he explores the best practices to get your Cabinet team to notice you, your department, and the value you bring to your organization and business and industry.
Why You Should attend
The Contract Training Conference is designed to give you the strategies, tech-niques, and tips you need to lead your contract training unit through the second decade of the 21st century. The informa-tion will be practical and proven and you can implement what you learn immedi-ately. Only LERN tracks the best practic-es of winning contract training units, and now you have access to contract training best practices, and ONLY contract train-ing best practices, at one conference!
Who Should attend
Whether you are the CEO/Director of a continuing education program or contract training unit, a salesperson, a product developer, or an operations professional, the Contract Training Conference is for you.
outcomes
After attending the Contract Training Conference, you will have the information and best practices to:
• Identify industry trends and provide your clients the highest level of indus-try-specific service and support.
• Prove to your central administration why contract training is critical and must be allowed to follow a different set of rules.
• Shift your contract training unit from selling training to selling solutions.
end result
Walk out with the strategies to transition into a winning contract training unit. Understand contract training trends that will shape your future – get ahead of the game. Get a checklist of the actions you should take and the strategies, techniques, and tips to make them happen.
Materials & Services
You’ll receive a Conference Manual that will be your Conference guide and a source for valuable future reference. You will get to know all of the FREE LERN member benefits specific to contract training units, including marketing material critiques, data analysis, document examples, and much more.
Eric M. Johnson, Associate Vice President of the Center for
Enterprise at Northeast Community College, Norfolk, NE
Ph.D.,
Keynote: “Get Noticed!”
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Day 1 – March 8
Pre-conference Sessions
1 p.m.-4 p.m.Marketing Savvy for Contract Training Programs, Suzanne Kart Discover the most effective strategies for generating repeat business and those for getting the most new customers with the least effort.
Seminar topics will include:
• Finding your niche and attracting the BEST customers
• The role of print marketing and sales kits
• Getting more business from existing customers
• Extending your reach through digi-tal media marketing, including social media, content marketing, websites, and more
• Reaching out to the new generations for future business
• And more!
1 p.m.-4 p.m.Creating Proposals that Close Deals, Rick Walsh
Why go through all of the work only to have your proposal kill your sale? Effective proposals prompt your custom-ers to take action, negotiate, and buy. Learn the basics for developing these effective proposals. During the session, you will:
• Identify key proposal elements
• Utilize the price, time, quality pyramid to frame your offering to your customer
• Identify when enough is enough... or when it is too much
• Develop templates that work for you
• Learn the 10 keys to proposal closing
• Learn to score your own proposal using the key elements before you send them to your customer
• And more!
1 p.m.-4 p.m.Playing Big: How Small Contract Training Units Can Make a Big Splash in the Market, Rodney Holt Create a strategic template that propels your CT Unit to the next levels. Use prov-en strategies that maximize your existing opportunities and give you the traction to continuous growth in revenues, staff, resources, and product lines.
6 p.m.-8 p.m.Reception: For those peo-ple arriving early, an informal gathering for conference participants.
Day 2 – March 9
8:30 a.m.-9:50 a.m.Welcome, Layne Harpine
The State of Contract Training, Rod Holt
The Latest Trends in Contract Training,
Layne Harpine
9:50 a.m.-10:10 a.m. Break
10:10 a.m.-11 a.m. Concurrent Sessions
11 a.m.-11:10 a.m. Break
11:10 a.m.-Noon Concurrent Sessions
Noon-1:10 p.m. Enjoy lunch with other capable contract training professionals. A chance to capture great ideas while you relax and make new friends over lunch, coffee and dessert.
1:10 p.m.-2 p.m. Concurrent Sessions
2 p.m.-2:10 p.m. Break
2:10 p.m.-3 p.m. Concurrent Sessions
3 p.m.-3:10 p.m. Break
3:10 p.m.-4 p.m.Group sharing sessions on Hot Topics. Pick a topic, share your
4 p.m.-5 p.m. Drive and manage your contract training and workforce develop-ment business using Augusoft Lumens®
See how Lumens incorporates LERN best-practices, integrates with Banner, Colleague and/or PeopleSoft solutions, and ties your data into leading LMS and CRM platforms. Plus, learn how Lumens Connect, powered by Genoo®, is being
used to market leading CT/WFD pro-grams. Augusoft develops and maintains Lumens, the first cloud-based (SaaS) enrollment management system designed specifically for the CT/WFD industry.
Day 3 – March 10
8:30 a.m.-9:20 a.m.Keynote: Get Noticed! with Eric Johnson
Learn how to get your Cabinet team to notice you, your department and the value you bring to the organization and busi-ness & industry service area every day. Then take home some best practices and a six-step process to consider implementing Monday morning at your institution to get noticed.
9:20 a.m.-9:30 a.m. Break
9:30 a.m.-10:20 a.m. Concurrent Sessions
10:30 a.m.-11:20 a.m. Concurrent Sessions
11:30 a.m.-NoonClosing Session, Layne Harpine
ContraCt training
ConferenCe agenDa
Get a FREE copy of “Contract Training
The Essentials,” when you attend the conference
How Jumping Into Content
Strategy Can Help You Get
More Customers And Close
More Deals
If you want to brand your program – and yourself – as a training expert, content marketing is the answer. In this session, you’ll learn how to create and curate content so that your program becomes the place to go for training solutions.
Suzanne Kart
7 Ways to Shorten the Project
Development Timeline
One of the challenges to success is the ability to shorten the project development timeline. You don’t get paid while devel-oping, so you want to learn to shorten this time so that you can start bringing in rev-enue. Learn to identify what projects can be closed faster and what it takes to make that happen. Rick Walsh
State Agencies = Big Contracts,
a Best Practices Session
Learn about two examples of contracts with other state agencies that resulted in significant revenues, excellent marketing/ PR, and growth. Find out how a part-nership between CCWA and Virginia’s Department of Education and Department of Social Services creates statewide programs in teacher licensure, and how child care provider training leads to suc-cess. Mac McGinty, Community College Workforce Alliance, Virginia
The Sales Pipeline is
No Place for Leads
Often, the difference between a lead and a qualified opportunity becomes blurred and pipeline values become overstated.
Contract Training Sessions
Learn how to keep your pipeline full of qualified leads. From lead generation to sweet spot analysis, this workshop will get you ready to close more deals. Rod Holt, Red Deer College, Alberta
20 New Ideas for Turning
Leads into Sales
Come learn things you should be thinking about, actions you should consider taking, and ideas you may not have thought of yet. Layne Harpine
Create a Culture of Customer
Service: A North Carolina
DMV Case Study – a Best
Practices session
Learn how Wake Technical Community College partnered with the DOT and community colleges across the state to provide tailored training workshops for three levels of personnel. Discover how Wake Tech created a successful program AND how they are sustaining it.Jamie Glass, Wake Technical Community College, North Carolina
Data to Collect, Reports
to Generate
Don’t speculate, calculate! Your units’ success depends on your ability to know the data to collect, the numbers to ana-lyze, and the reports to generate. Greg Marsello
Incorporate Traction/
EOS Methods Into Your
Strategic Planning
Based on the book “Traction.” Learn how you can develop a five- and 10-year strategic plan, share the vision with your
contract training unit, and gain enthusi-asm from your team to reach established goals. Carla Hixson, Bismarck State College, North Dakota
Customer Centric Selling –
a Best Practices Session
Competition for corporate training is tough. When pursuing opportunities, would you rather be in Column A or B? Gold medal or Silver? Learn how to implement a proven methodology for identifying and closing more winnable deals for your organization by facilitat-ing the buyer's process. Brian Berlin,
Augusoft, Minnesota
Why Your Sales Team
Needs to Understand Search
Engine Optimization
In this session, you’ll learn the role of Search Engine Optimization (SEO) in attracting and retaining customers in the digital space of the 21’st Century.
Suzanne Kart
Underestimating the Need to
Measure Training Outcomes
Increasingly, customers want to know the outcomes they are getting from the money they are investing. If you can’t measure your outcomes from training, how will you convince anyone that it was a good investment and to continue invest-ing? Learn simple ways to identify and develop measures, how to implement the measurement, and then, how to report the results in an effective way. Rick Walsh
Contract Training Essentials
Learn how you can succeed in Contract Training in 2016 and beyond. Come and get the list of essential things you should be analyzing in your Unit. Each contract sales client is unique and they want a product designed just for them. Learn the tricks to customize your products and services without dramatically increasing your costs. Layne Harpine
We
eMpoWer.
Best Practices in International
Contract Training
Take home proven templates and pro-cesses that will prepare your team and institution for international contract train-ing. Topics include: risk management, academic integrity, cultural awareness, and the importance of the “bullets before cannonball” principle. Rod Holt, Red Deer College, Alberta
Social Media Strategies for
Contract Training Programs
Discover the best ways to use social media to build relationships with your best customers – and attract new ones. In this session, you’ll explore the best platforms for finding your key con-stituents, what you should be saying, and what information you should be sharing.
Suzanne Kart
Prospecting and
Generating Leads
Suzanne Kart
Currently Associate Vice President of Marketing for LERN, she is one of the nation’s leading experts on social media and inbound marketing for continuing education. She does workshops across North America and teaches online for the graduate school at the University of South Dakota.
Layne J. Harpine
Vice President of LERN and a Senior Contract Training Consultant. He has 15 years experience in higher education serving in positions as an instructor, Director, Dean, Senior Vice President and Chief Educational Officer of Continuing Education. He also has experience at a Top Ten Forbes Fortune 10 company as a business consultant and corporate trainer.
Rodney Holt
He is the current manager of Business Development at Red Deer College’s School of Continuing Education. Rod’s entrepreneurial focus on rela-tionship and solution selling has allowed Red Deer College to become the trainer of choice in Central Alberta and is rapidly becoming a trusted training partner across Canada.
Richard Walsh
He has more than 35 years of industry training with an expertise in workforce development, and is a salesperson who has sold both training and solutions. He has consulted with LERN members on improving contract training unit performance.
preSenterS
lenge for all sales initiatives. Explore effective strategies for identifying and developing sales leads. Take home a sim-ple worksheet you begin to use with your sales team immediately. Rick Walsh
Top 10 Steps to Run a
Successful Consortium
Program – a Best Practices
Session
As training budgets decline, employers are on the lookout for ways to get more “bang for their buck.” Find out why consortium groups are an effective way for employers to pool resources and still get a customized product. Amy Lasack,
Kirkwood Community College, Iowa
10 Actions You Must
Take in 2016
Find out LERN’s Top 10 Contract Sales Actions for 2016. Learn how to build an after-conference Action Plan to guide the implementation of your best ideas from
L
ERN returns to Rosemont, Illinois for a sixth year due to the easy access both nationally and locally. Rosemont is home to O’Hare Airport. The hotel offers complimentary 24-hour shuttle service to and from the Shuttle/Bus Center located near terminal 2 at O’Hare approximately every 20 minutes. The CTA Blue line has stops near the hotel at the Rosemont Station and at O'Hare International Airport. The hotel also provides discount parking at $10 for both hotel guests and local attendees.The daytime average temperature is 45°F (7°C) with the overnight temperature averaging 30°F (-1°C).
guarantee!
1. Learn the data you must be tracking and the benchmarks successful contract training units use as a scorecard. 2. Understand the different instructor and
salesperson compensation methods being used.
3. Find out how to be a better negotiator when you are selling to a client. 4. Leave with at least 10 proven ways of
increasing productivity.
5. Be able to use a simple pricing tool to ensure your contract operating margin is on target.
6. Possess the knowledge of the latest industry trends.
7. Have the most current strategies for developing win-win partnerships. 8. Gain expertise on improving your
rela-tionship with central administration. 9. Identify the ways you can lean on
LERN for data analysis, best practices and industry benchmarks.
Contract Training in Chicago
hotel
To make reservations, call (847) 696-1234 or (800) 233-1234. The rates are $145 single, $155 double, $200 triple, and $235 quad, plus taxes and fees. Reservations must be made by Feb. 16, 2016.
Hyatt Regency O’Hare
9300 Bryn Mawr Avenue Rosemont, IL 60018
(847) 696-1234 ohare.hyatt.com
Second person Discount!
Bring a second person from your pro-gram at a reduced rate. Use the Contract Training Conference to brainstorm with each other at the end of the day. Attend different concurrent sessions and get twice the information for your program. Compare notes and bring back ideas to improve your contract training unit.
about Lern
The Learning Resources Network (LERN) is the leading association in con-tinuing education and contract training, serving about 1,000 colleges and universi-ties every year. LERN supports provid-ers of continuing education and contract training with research, trends and best practice strategies, techniques, and tips. LERN information is practical and imme-diately applicable.
Cancellation policy
Cancellations and substitutions must be requested in writing. Email is acceptable. Cancellations made prior to February 1 will receive a full refund. Cancellations made after that date will be charged a $100 administrative fee. No refunds if cancel-lation is after Feb. 15. If substitute is not a LERN Member, additional fees may apply.
regiSter noW!
ContraCt training
ConferenCe 2016
March 8 (pre-conference day) – 10, 2016, Chicago
Simply fill in the information below and fax to (888) 234-8633 with your credit card information or purchase order, or mail along with your check. If you have questions, call us at (800) 678-5376. Feel free to copy this form for additional registrations.
Member/Customer ID # SC # (from address label) Name Position
Department Institution Address City, State/Province ZIP/Postal Code Country
Email Phone
registration fees
pre-conference Choose One
$125Marketing Savvy for Contract Training Programs
$125Creating Proposals that Close Deals
$125Playing Big: How Small Contract Training Units Can Make a Big Splash in the Market
Conference Includes reception, breaks and lunch (Wednesday).
$495 U.S. Regular Rate
$445 U.S. 2nd Person
payment Method
Payment enclosed.
Check #Bill my institution.
PO #See credit terms.
Charge to my credit card.
All fees are in US dollars.
Account #
Exp. Date CVC # Cardholder’s Name (please print)
five easy Ways
to register!
Online. Go to www.lern.org.
Email. Send your registration informa-tion to [email protected].
Fax. Complete the registration form and fax it toll-free 24 hours a day to (888) 234-8633.
Phone. Have your registration form ready and call Tammy at (800) 678-5376.
The phones are open from 8 a.m. to 5 p.m. (CT) Monday-Friday.
Mail. Simply fill out the form and mail it to: LERN, PO Box 9, River Falls, WI 54022.
PO Box 9 River Falls, WI 54022 USA Non Profit Organization US Postage Paid Saginaw, MI Permit No. 52
