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The essential business-to-business event where suppliers meet association and charity decision makers.20th AnniversaryFor more information contact us at: sales@conferencehouse.co.uk . +44 (0) 3707 300377www.chase2012.org.ukCHASE - The Charities and Associations Exhibition is the premier business-to-business event for everyone involved in the not for profit sector. For 2012, we are aiming to attract well over 2,500 delegates and over 90% of visitors are of director, senior management, professional or trustee status. As the leading forum for the NFP sector, CHASE represents a highly cost effective marketing investment. A key feature and major visitor draw at CHASE is the programme of free educational seminars, which offer a variety of presentations on topical subjects of interest to Charity and Association managers. The seminar streams at CHASE 2012 will incorporate seminars, workshops and case studies covering, for example, fundraising, finance, IT, membership, event management, trustees, human resources and general management.Business Design Centre London N1"Conference News has seen an opportunity to help its readers maximise their understanding of the not for profit sector in CHASE 2012 and is delighted to be partnering with the event. Not for profit organisations represent 35 and 40 per cent of the UK domestic conference market which continues to grow."Lead Sponsor andStream Sponsor (IT)Media SponsorAudio Visual SponsorStream Sponsor(Online Services)Stream Sponsor(Finance and Legal)Registration Sponsoraudio visual hireevent registration & ticketing20th AnniversarySPONSORS of

February 2012 . www.conference-news.co.uk . 85 MOTIVATIONI've upped my sales - up yours!Motivation speaker Andy Edwards explains his new equation for winning businessI almost get bored with hearing it and seeing it print, so I try to avoid saying it myself; but this phrase really sums up the quest for better sales (or any) performance: 'If you keep doing what you've always done - you'll get what you've always got'. Variations on the theme suggest that the defi nition of madness is to expect something different from the same input.But there are always 'reasons':. 'We need to keep our noses to the grindstone'. 'Things will come good, as they have in the past'. 'This is no time to take risks, Andy!'. 'We need to hunker down, consolidate, cut costs'. 'It's tough out there!'Which is where the 'up yours' element of this article's title so beautifully captures the dual meaning. That is: 1) You, too, can get more sales by changing your approach and 2) I (metaphorically) thumb my nose at you as I win yet more business by being prepared to try something different.Things have, indeed, changed out there. Commercial decisions are taken with considerably more attention to the value of the transaction. This is a good thing, but you must understand what it means. Let me give you a couple of examples (taken from today's tough market).I have just accepted a speaking slot for a UK national conference. Nothing strange there, it's my job. But this relatively small organisation told me that my lowest quote was more than three times the amount they had ever paid for a speaker (which wasn't a lot!). But why did they book me?Or, what about last year, when I undertook a speaking tour of the West of England on behalf of a national business assistance organisation. They paid me 40 per cent more than my previous work with them, and gave me 25 per cent more work volume. Why?The reason for my own continued and systematic increase in business is based on the business growth equation at the bottom of the page. Simply put: the more people you know, and the better you know them, coupled with your ability to exert infl uence at the right time, is the extent to which you will make sales. Simple.The two 'biggies' here are Relationships and Value. Here are a couple of examples of how to up your sales based on each.Concentrate on the relationshipImagine meeting with a corporate client who is considering a series of conferences. Suddenly, just 30 minutes into the meeting, he jumps to his feet and says "Right!"Would you jump up, too, in order to match his body language, and (with respect to his personality type) tell him that you recognise he is busy and will get back to him with a proposal in the next few days? Most salespeople would.Doing something different (and quite brave) looks like this:You stay seated and trust the fl edgling relationship. You look up at him and say something like "Sorry Jim, I was hoping to (n business relationships x d) + t demonstration of value = salesWhere n = the number of relationships, d = depth of those relationships and t = timeliness.