About Execs 2022

Welcome dinner

Open registration and welcome coffee

Welcome and Introductions

Session 1 - Taking the pulse

In this first session, we will be taking the pulse of your organisation Show more...to get a sense of the current state of affairs. As a senior leader, you are responsible for planning and executing growth strategies with minimal disruption to your ongoing businesses. However, sometimes your plan isn’t working exactly how you think it should. For example, your current scenario looks as follows:
• I grew my business to €€€ and now I’m stuck.
• I don’t have time to be strategic, as I am managing sales, project management, and accounting.
• Cashflow is erratic and I don’t have enough every month to hire and delegate.
• Managing the staff takes too much time, but when I step back, they make mistakes. I need to be on top of them!
• Business is great. I have grown my business to €10M+, but it’s chaotic. Turnover is high. Quality issues persist regardless of what improvements we put in place.
• My business is mature, but growing. However, I am flying by the seat of my pants regarding structure, leadership, etc. I’m just not sure how to organise everything to scale.

Coffee break

Session 2 - Planning

In session 2, we will take your scenario as the starting point Show more...and start planning for growth. We will focus on the human resources aspect of the planning and execution phase, but before doing so, we must address a few key elements for your type of growth:

a. Simple metrics needed for effective planning
  i. Key elements to plan for
b. Building realistic and simple budgets
  ii. Bringing budgets to life!
  1. Tying actions to budgets
  2. What really matters?
c. Connecting the dots between strategy, marketing, sales, technology, and production
  i. Impact on human resources (recruitment, contracting, professional development, retention … and much more)
  ii. Impact on administration (frictionless support)

Lunch

Session 3 - Execution

In session 3, we will be executing your Plan. RACI, BSC, OKR, Show more...EOS, KPI — it doesn’t matter which of these management tools you use or if you don’t use any of them! We’ll cover the essential ingredients necessary to organise your business, lead your business, delegate accountability to existing or new staff, and implement the Plan in the most simple and efficient manner!
Your plan will succeed when you create a climate of trusting, empowering, and enabling your people to accomplish amazing results. Using case studies and feedback from the audience, participants will be guided through a no-nonsense discussion using practical and efficient concepts and tools that can be implemented as soon as you return to your businesses from Focus for Exec!

Coffee break

Panel session: Is talking about money a taboo?

What is the different approach to negotiation in real-life experiences around Europe.

Networking dinner

Morning coffee

Session 1 - Setting a strategy for growth

Successful LSP growth requires strategy. This can be challenging Show more...for LSPs who have never had salespeople in the past. Or worse… they have had sales in the past, but had a very bad experience and swore to never hire salespeople again.

We will start this three-part workshop by learning how to set a growth strategy that makes sense for your company. Every LSP operates in its own niche, so there is no one answer. We will learn how to create a plan that best meets the unique challenges of your current and future clients. Take a look at the various challenges faced by growth-focused LSPs. For many LSPs, this means that you have to start by identifying, vetting, and hiring a sales team. This requires planning. It requires strategy.

Coffee break

Session 2 - Building a sales team

Once onboard, your new team members may require training before Show more...they can go out and start knocking on your client’s doors. They will require sales and marketing technology. Sometimes they will require more hand-holding. In this session, we will discuss how to efficiently build a sales team and set them up for success by defining the processes that will influence their behaviors.

For those who already have a sales team, we discuss how to better support them to get better results and close more deals. We learn how to more effectively manage leads, how to get the most out of your CRM, what kind of support your new team will need from Marketing and other departments internally, what you can reasonably expect from new team members after 6 months, and more.

Lunch

Session 3 - Executing the plan

Is your investment paying off? The best plan in the world is Show more...useless if you lose focus on what you are trying to achieve, or perhaps if you never had a clear focus on the end goal in the first place. Building upon the foundations we laid in the first two sessions, we will discuss some practical, actionable tactics and activities that can be deployed today (or perhaps when you arrive back home from the conference) to keep your sales team focused on the goal - GROWTH!

Coffee break

Recap and closing