Driving Profitable Growth: B-to-B
Driving Profitable Growth: B-to-B
- Strategies for Driving Organic Growth
- Innovation for Growth—Beyond New Products
- Crafting Value Propositions to Grow Profits
- Increasing Your "Return on Customer"
- Alliance Strategies for Growth
- Mobilizing Your Brand for Growth
- And more...
August 22-23, 2006
Nittany Lion Inn—Penn State Campus
State College, Pennsylvania
The Twenty-Third Annual Members Meeting
Institute for the Study of Business Markets
Smeal College of Business, Penn State
Thinking, Planning, Driving, Managing Growth...
Across ISBM Member firms the drive for growth continues.
Beyond mergers and acquisitions, challenging goals for profitable organic growth are in the plan for virtually every marketer we connect with.
As marketers, we're being asked to take the lead. Spark new sorts of innovation. Come up with new ideas. Go deeper with our current customers. Implement new growth processes. Find new opportunities. Drive growth!
...and all while we handle getting today's business out the door!
Tactics that Work, Proven Frameworks, Detailed Cases—Down to Brass Tacks
- Larry Keeley of the Doblin Group recently presented at one of our Member firms. Weeks later his frameworks for innovation are driving new levels of thinking, stronger plans, better results.
- Martha Rogers has worked to help firms think in terms of Return on Customer—and has helped them to mine additional profits from better, more focused investment in their customer base.
- ISBM Fellow James Anderson has been in the field researching new ways to craft "Resonating Focus" Value Propositions—to boost sales and marketing productivity.
- Renowned thought leader Fred Wiersema has led firms to finding their "sweet spot" for growth: The best, most focused, highest return opportunities.
- John Weaver and his team at Alcoa have crafted their Growth Planning Process—systemically driving growth for their firm.
- Mark Maxwell was part of a radical approach to profitably connecting to customers in a whole new way—the Xiameter story.
- John Jacko of Flowserve has led his team to building a premier brand in his industry. He's mobilizing his brand for growth.
- ISBM Research Fellow Robert Spekman has helped firms navigate innovative alliance approaches for growth.
- John Gleason has developed and implemented new strategies for accelerating sales growth at ADP.
A look to your personal and career growth as well...
At dinner we'll hear from Jeffrey Fox, popular author, Rainmaker, and marketing consultant—on building your own professional and personal growth as you're driving growth for your firm.
You'll learn from their experiences and come away with ideas and tactics you can put to use right away!
Important Additions to Your "ISBM Library"
Each ISBM Member firm and Member attendee will receive the important books:
- Return on Customer by Martha Rogers
- How to Become a Rainmaker and Secrets of Great Rainmakers by Jeffrey Fox
New Meeting Format: In response to your inputs and requests for more time for networking and discussion, we've changed our meeting format: Every break is a 30 minute networking break—more time to exchange views, ask questions, connect, make friends!
| Agenda | ||
|---|---|---|
| Date | Time | Event |
| Monday, August 21, 2006 | 6:30 p.m. - 8:30 p.m. | Informal Welcome Reception |
| Tuesday, August 22, 2006 | 7:30 a.m. | Registration and Continental Breakfast |
| 8:15 a.m. | Convene/Welcome/Overview | |
| 8:45 a.m. | Keynote Address: Larry Keely, Co-Founder and President, Doblin Group Innovation for Growth: Ten Pathways Forward |
|
| 9:45 a.m. | Networking Break | |
| 10:15 a.m. | Martha Rogers, Founding Partner, Peppers and Rogers Group Building Growth through Greater "Return on Customer" |
|
| 11:00 a.m. | Networking Break | |
| 11:30 a.m. | James
Anderson, William L. Ford Distinguished Professor of Marketing and
Wholesale Distribution, Kellogg School of Management, Northwestern
University Irv Gross Distinguished ISBM Research Fellow "Resonating Focus" Value Propositions for Growth in Business Markets |
|
| 12:15 p.m. | Lunch | |
| 1:30 p.m. | John Weaver, Director, Customer & Marketing Services, Alcoa Driving Systemic Growth: Insights from the Alcoa Growth Process |
|
| 2:15 p.m. | Networking Break | |
| 2:45 p.m. | Robert Spekman, Tayloe Professor of Business, Darden Graduate School of Business, University of Virginia Alliance Strategies for Driving Growth in Business Markets |
|
| 3:30 p.m. | Networking Break | |
| 4:00 p.m. | Victor Saliterman, Senior Vice President, Marketing, ADP Employer Services Group ADP's Strategies to Accelerate Sales Growth |
|
| 4:45 p.m. | Wrap-up | |
| 6:00 p.m. | Reception/Networking | |
| 6:45 p.m. | Dinner Featured Speaker:Jeffrey Fox, Rainmaker and Marketing Consultant Driving Your Personal Growth: The Secrets of Great Rainmakers |
|
| Wednesday, August 23, 2006 | 7:30 a.m. | Continental Breakfast |
| 8:00 a.m. | Convene | |
| 8:15 a.m. | Fred Wiersema, Author and Thought Leader, Founder, Customer Strategy Group, LLC Finding Your "Sweet Spot" for Growth |
|
| 9:00 a.m. | Networking Break | |
| 9:30 a.m. | John Jacko, Vice President and Chief Marketing Officer, Flowserve Corporation Building a Strong Brand to Drive Growth: Insights from Flowserve |
|
| 10:15 a.m. | Networking Break | |
| 10:45 a.m. | Mark Maxwell, Director, Global Marketing Communications, Dow Corning Corporation The Xiameter Case: Offerings and Channel Strategy for Growth |
|
| 11:30 a.m. | Summary/Wrap-up | |
| 11:45 a.m. | Adjourn | |
It's all about growth! Come learn new tools, tips, tricks and approaches to taking the lead in driving growth for your firm in today's business markets...
Location
Nittany Lion Inn
200 West Park Avenue
Penn State—University Park Campus
State College, PA 16803
Phone: 814-865-8500 or 800-233-7505
Fax: 814-865-8501
Please make your hotel reservations now:
A block of rooms will be held for the ISBM until July 20, 2006. Please contact the hotel directly to make reservations and mention ISB0821 for the meeting rate. ($105.00 single, $115.00 double)
ISBM Member Fees
- $650 by July 21, 2006
- $750 after July 21, 2006
Cancellation Policy
- On or before July 21, 2006—no fee
- Between July 22-August 4, 2006—$100 fee
- After August 4, 2006 full conference fee due
- All substitutions after July 21 will be subject to a $50.00 administrative fee
All participants must register in advance by mail, phone, fax, or e-mail; checks may follow.
To register: Online Registration
For more information contact:
Deborah Lupp or Gary Holler
Institute for the Study of Business Markets (ISBM)
Smeal College of Business
The Pennsylvania State University
484 Business Building
University Park PA 16802-3603
Phone: 814-863-2782
Fax: 814-863-0413
E-mail: isbm@psu.edu
