Attend the 41^st Annual Conference on Management & Executive Development (CMED)

Discuss successful practices in lead generation, nurturing, and conversion for Open Enrollment programs. The session will cover different scenarios and system configurations. It will focus on strategies and tactics of online marketing and database analysis to increase message relevance and maximize lead conversion rate.

This workshop will be very interactive with several case studies discussed. It will give participants a comprehensive view of important steps in client acquisition. Facilitators will share their real-life experiences in different settings as well as encourage contributions among participants. They will draw from comprehensive analysis of industry practices, content creation and strategies for its distribution. Participants will walk away with actionable ideas to implement in their own marketing activities.

Workshop facilitators:

Arne Johnson, Marketing Manager at the College of Continuing Education, University of Minnesota. Arne has 10 years' experience in agency account management in a variety of industries and roles, and over 10 years' experience managing marketing in professional education. He develops and implements integrated marketing plans that promote the growth of U of M College of Continuing Education programs including professional education open enrollment short courses and certificates, contract training, professional conferences, personal enrichment programs and the Continuing Education and Conference Center.

Mykola Sarazhynskyy, Vice-President, Marketing Solutions, ProEd. Regarded for his ability to implement complex changes that have a transformative impact on marketing effectiveness and are critical to bottom-line growth, Mykola oversees integrated campaign management including email and direct marketing, paid search marketing, search engine optimization and web analytics, lead generation and nurturing. Prior to his current role Mykola served 6.5 years as a Marketing Director at the University of St. Thomas. He led a team of marketing and customer service professionals delivering brand-consistent online and in-person pre- and post-program experience. He has teaching and speaking experience in graduate and non-degree programs on various topics of Internet Marketing and Online Lead Generation.

Building Lifelong Relationships through Innovation

Customer Experience is said to be the next competitive battleground in most industries, including professional development.  While our customers need these skills to succeed in their careers, they also want more from executive and professional education programs.  Universities that provide a better end-to-end experience and demonstrate a better understanding of the learner’s needs will benefit from lifelong relationships with their customers.

Transformative customer experience initiatives are at the intersection of strategic marketing, out-of-the-box thinking and operational innovation. These programs have the exciting potential to:

• Increase revenue
• Strengthen customer loyalty
• Expand market share
• Generate customer referrals

Disney’s MagicBand is an excellent example of a truly transformative customer experience solution. This innovation dramatically reduced wait times, allowed customers to enjoy more rides, and differentiated Disney from other theme parks in Orlando.  As a result, loyalty and market share have grown.

This workshop, co-developed by the leader of the MagicBand project, will use Disney’s success to highlight essential tools (customer journey maps, strategy canvas, kano model) and skills (out-of-the-box thinking) you need to devise transformations that will delight the student/customer and achieve the strategic goals of your program.

Transforming the Student/Customer Experience will conclude with group exercises that focus on executive/professional development processes.

Workshop facilitator:

Amanda Dietz is the Vice President – Project Management, Business Analysis & Process Management Advisor for Orion Development Group. She has more than 25 years of experience in operations management, auditing & process improvement. Prior to joining Orion, Amanda attained extensive quality and process management experience in the corporate world, principally in the Financial Services sector. She served on the senior management team at InTuition, and Florida Federal Savings bank (now part of Wells Fargo).

1:00-4:00 PM, November 5th, 2018

Growing a Center is contingent upon the success of the sales and marketing efforts. While many Centers have capitalized on the use of digital marketing, there is growth in the identification and onboarding of the right sales talent.

Many Centers are proceeding with a pro-growth strategy that incorporates the use of sales staff to expand custom sales as evidenced with the continued success of the CMED Sales Institute. The next step in many Centers is the process of posting, hiring and onboarding the right sales person to achieve the revenue goals desired by the University. This can be one of the most challenging tasks in which a Center leader engages. Through the experiences of Davenport University, David Lawrence and Daniel Rundhaug will provide insight into the identified “best practices” of hiring a sales team member.

During this session you will:

1. Identify the different types of sales positions and which one is right for your Center at which time.
2. Learn the characteristics of success for Center sales staff to be used in identifying a more likely successful candidate.
3. Understand desired behaviors of sales staff in early and on-going stages of tenure.
4. Learn what to do when it isn’t working?

Workshop facilitators:

David Lawrence, is Vice President of the Institute for Professional Excellence (IPEx) at Davenport University. IPEx specializes in individual and corporate training, development, and certification programs. He brings over 21 years of experience in assisting businesses improve their organizational learning efforts to increase profitability. IPEx works with organizations in the areas of business, technology, and healthcare to understand their needs and provide solutions designed to facilitate organizational growth. His areas of expertise include: training and developing leaders, improving sales and profitability, and developing and implementing strategic plans. David served as director of sales with a leading high-tech company in the Mid-West. He successfully facilitated sales process improvements in collaboration with companies such as Microsoft, IBM and Hewlett-Packard.

Dan Rundhaug Ph.D., is recognized as an exceptional leader in the areas of organizational leadership and development. He possesses skills in communication, research, analysis, strategic planning processes and development. Daniel excels in both leadership and management skillsets, being able to create and communicate visionary direction as well implementing the necessary strategies to see the vision become a reality. Daniel’s quality work will be detailed-oriented and people-centered. Daniel has had a wide breadth of experience in providing value to clients through content creation, facilitation and consultative services.

There are many facets to program development, this is an in-depth look at the steps to program development. This will be an interactive journey from needs assessment to program delivery. We will explore and experience the role of experiential learning in program development, and the balance between content development, delivery and assessment. We will then cover ways to train others to deliver content and maintain quality standards.

In this session you will:

• Use the Boise State Leadership Development Program as a framework for program development.
• Identify ways to customize programs to clients’ needs.
• Explore methods for train the trainer while maintaining quality standards.
• Use the ADDIE method to create experiential learning component in your program.

Workshop facilitator:

Dr. Jeremy Graves brings seventeen years of non-profit leadership and experience into the classroom. He has developed leaders from all walks of life and has cultivated strategic partnerships both nationally and internationally. Jeremy’s passion for strong leadership development coupled with his deep understanding of the role of the team in successful leadership has produced emerging leaders. He holds a doctorate degree in transformational leadership and has developed many sustainable community partnerships throughout his career in the non-profit world. He specifically enjoys guiding companies and their employees to think strategically as they enhance their business portfolios, as well as looking for ways for seasoned leaders to recruit, train, and deploy new leaders into the workforce. Jeremy’s hands-on style of teaching builds community, forges new relationships, furthers productive dialogue, and fosters strategic thinking for leaders from all spheres of the workplace. His research and experience have been in the area of team leadership, and also building and developing teams in the workplace.

Our current climate brings an increased focus on the importance of engaging in meaningful discussions about inclusiveness within senior levels of organizations.  But it also presents a challenge for how to properly respond within the forum of executive education.  In this presentation, we will focus specifically on the challenges faced by women in executive leadership and the ways in which current executive education options both help and hurt progress.  In doing so, we will explore the role that executive education can have in catalyzing both the conversations as well as the changes sought by organizations that strive for more representative, inclusive teams of leaders.

• Look at the “why” and the “how” of the disjointed trajectory of female executives
• Discuss the potential benefits, as well as risks, of creating “women’s only” leadership programs

Link current research to possible next steps in establishing best practices for executive education programming that can create meaningful dialogue

During this session you will:

Melanie Adams is the Director with the Center for Executive Education at Belmont University. In this role, she leads CEE’s team of facilitators, curriculum designers, and program staff in developing programs and instructing leaders within the center’s programs. She has experience in developing and teaching fully customized leadership development programs for organizations, and specializes in cultivating a connection between the topics she teaches and the strategic focus of those organizations. One of the main goals Melanie has for the participants of CEE’s sessions is that they are able to readily understand and apply new concepts, fully embracing the center’s motto of “learn it today, apply it tomorrow.”

Melanie also works directly with clients, designing customized leadership development programs for local and national organizations. Her focus is assessing and understanding the needs of both the business and the leaders in those organizations, and then working to design programs that align to both the strategic and human sides of those organizations. In her work for CEE over the last several years, Melanie has also maintained an active teaching role in programs, delivering courses such as Leading Organizational Change, Personal and Organizational Communication, Conflict Management and Difficult Conversations, Coaching and Development for Optimal Performance, Building a Winning Team, Strategic Thinking, The Generations at Work, Emotional Intelligence, Critical Thinking and Decision Making, as well as many others.

Away from work, Melanie serves as the Chair on the Board of Directors at the Linden Waldorf School, where her daughter attends school. She also loves to read and cook, and looks forward to her family’s yearly vacation in Maine, where she spent her summers as a child. Melanie resides in West Nashville with her husband and their daughter, and together they spend time outdoors with their Labrador retriever, playing countless hours of fetch.

Learn how to use applied neuroscience and predictive analytics to increase your resilience and that of your people.

Twenty-Nine percent of the U.S. workforce is burned out. Globally the World Health Organization has stated “Stress is the health epidemic of the 21^st Century”.

You will learn how the way you spend your first 30 minutes at work may be driving your efficiency down by 60% and your working I.Q. down by 15% . . . and what to do about it.

Discuss the latest research that explains why employee engagement remains at 30% despite decades and billions of dollars to raise it. Again, you’ll learn how to predictably raise workforce engagement.

This highly interactive session will leave you with the knowledge of how to use applied neuroscience and predictive analytics to increase your resilience and that of your people.

Experience the use of three techniques that will increase your resilience so that you can not only succeed in your job but thrive while doing so.

During this session you will:

• Understand how our always on world is creating both a mental health and productivity crisis
• Know the science and benefits of resilience
• Take away three techniques that will build key areas of your resilience and your team’s
• Learn a resilience building technique that will deepen relationships with colleagues and clients
• Have a practical approach to raising velocity of decision-making by 50%, improving quality by 60% and increasing your personal productivity by 20%

Workshop facilitator:

Leo Flanagan, PhD, Managing Director/Founder, The Center for Resilience. Dr. Flanagan is a one-of-a-kind advisor who defines “bank balance” as how well off a company’s executives are psychologically. Both a clinical psychologist and a former executive with a top global investment bank, Flanagan helps organizations cope with the alarming — often dangerous — levels of stress and pressure that are impeding performance and throwing professionals’ lives out of balance. Dr. Flanagan started The Center for Resilience in 2008 to train those who choose the most demanding careers to flourish personally and professionally. Over the past 25 years he has worked in boardrooms and C-suites at more than 20 leading financial institutions. He’s guided cultural and business transformations for top banks and health systems and has taught the psychology of business growth to hundreds of global leaders.

A licensed psychologist in the State of New York, Dr. Flanagan has held teaching positions at Cornell University, Fordham University, and the University of Notre Dame. He has been a guest lecturer at The Pennsylvania State University, Queens University and University of Richmond. He received his B.A. from Fordham University with a double major in psychology and sociology, his M.A. in Psychology from Hunter College, and his Ph.D. in Psychology from the City University of New York.

Learn the framework and processes that an Exec Ed Center used to develop digital badge partnerships with powerhouse clients like The Home Depot, PricewaterhouseCoopers, Dell Computers and WellStar Health System.

Markets are changing. Client needs are changing. We need to change too--or we’ll lose business to innovative competitors! The executive education team at Kennesaw State University shares their best practices for designing high-impact digital badge programs. You will learn proven techniques for designing mobile-learning programs that leverage the power of gamification, micro-learning and on-the-job application. This session includes a demonstration of the award-winning Jubi learning-transfer platform that is growing in popularity with learning and development executives across the country.

During this session you will learn how to:

• Identify and attract faculty who will succeed in the mobile-learning environment
• Teach faculty how to write and deliver engaging video scripts
• Use gamification strategies to dramatically increase online program completion rates
• Effectively market and sell digital badge programs as a stand-alone product
• Win more custom business by using digital badge programs as a hybrid solution

Dan Stotz  is the Executive Director of Executive Education and a member of the faculty at the Michael J. Coles College of Business at Kennesaw State University. He has 33 years of higher education experience as both a teacher and an administrator. For the past 25 years he has been working in the executive education field where he has dedicated his professional life to helping individuals achieve their fullest potential as leaders, innovators, and change-makers. Dan has developed an expertise in using gamification techniques to deliver high-quality, research-validated digital badge programs to the business community.

Jenifer Renshaw is the Director of Executive Education Programs, Coles College of Business at Kennesaw State University. Jen has extensive experience in operations, program and curriculum design, new product development, marketing and business launch. She has worked in both for-profit and not-for-profit organizations in a variety of industries including 15 years in higher education, health & human services, advertising, and consumer products in the U.S. and abroad. Jen was on the start-up team of Submedia, LLC, an outdoor advertising firm that delivers unique advertising via in-tunnel and walking motion picture displays. Prior to joining Kennesaw State University in 2012, Jen served for 8 years as the Associate Director of the Eugene M. Lang Center for Entrepreneurship at Columbia Business School in New York City.

Brenda Luther

Brenda Luther is the Digital Badge Program Coordinator, Executive Education Programs, Kennesaw State University

Discuss and analyze trends on how the increasing market demand for more flexible delivery of professional content for adults is driving change in the Higher Ed marketplace. From MOOS’s to noncredit certificates to custom programs, schools need to provide program/product offerings to meet the needs of today’s professionals. Lee will describe how the changing workplace is driving the need for flexible program delivery models as well as a shift in how schools market. This lively presentation will show trend examples of how delivery expectations have changed and how schools can better configure their program set. Lee Maxey, CEO of MindMax, LLC., has been working with institutions of higher education for over 20 years, and has first-hand insight into how evolving educational models and new marketing methodologies have changed the way we interact with our students.

Lee will discuss a model for marketing and enrollment services based on the effective management of student engagement throughout the complete enrollment cycle, from the student’s initial decision of whether or not to enroll, to participation in a program and completing the program and becoming a potential ambassador or point of referral for other students. Both the program delivery models and marketing methodology will be discussed as well as business models that can most effectively support this new approach to marketing in higher education.

During this session you will gain:

• Clarity about the ongoing trend of flexible delivery models in higher education
• Examples of successful go to market strategies for noncredit and executive education programs
• Better understanding of the full lifecycle of student enrollment integral to today’s marketing methodology

Workshop facilitator Lee Maxey has led MindMax since its founding in 2009, providing technology-enabled marketing solutions to accelerate enrollments for universities. Lee takes pride in building long-lasting relationships with MindMax’s university partners and building a culture focused on results aligned with clients’ specific needs. MindMax has been named to the Inc. 5000 list of Fastest Growing Companies in Education for four years running. Lee has more than 25 years of experience in the education field, and prior to founding MindMax, he helped guide several Fortune 1000 companies in deploying learning technology strategies. He served as CEO at Acadient and chief learning officer at Element K, Pathlore, and Click2Learn. Early in his career, Lee worked in financial aid and admissions at the University of Rochester. He frequently presents at industry events and serves as an editorial board member and columnist for CLO magazine. Lee graduated from the University of Rochester with a Bachelor of Arts degree in Geology. Besides his many hobbies and interests, Lee loves going to the Adirondacks to camp with his wife and three teenage kids.

How can you increase revenue streams by meeting client needs that haven’t been met before? How can it be that digital disruption is a GOOD thing for executive education? How can you scale the impact of programs that you offer in this digitally disrupted climate?

In this interactive session, which will include digital pre and post work and resources, Sanjay Advani will share success stories of institutions such as INSEAD and other prominent business schools who have met the challenge of digital disruption with a digital response, with remarkable results. He will share how to scale your programs while retaining deep engagement and brand quality, and also discuss the impact of open digital badges.

During this interactive session you will learn:

• What your clients expect from modern executive education offerings
• How to choose between various options for your digital programs -- blended learning, digital kits, or fully digital options
• How to start with a phased approach which increases impact and revenue quickly?

Workshop facilitator:

Sanjay Advani, is Vice President, Marketing & Alliances at Intrepid Learning