conference plan for managers
DESCRIPTION
Conference Plan for Hedge Funds: Understand your audience and tailor your conference strategy accordingly.TRANSCRIPT
A CONFERENCE PLAN FOR MONEY MANAGERS
Ron SuberSenior Partner, Merlin Securities
CTA EXPOChicagoSeptember 13, 2011
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Today’s Discussion
Conference Success Chart
Conference Success Chart
•Get away from the office
•Reconnect / friendships
•Promote something
•Find a job
•Impress your peers
•Help your business
•Meet the right people
•Learn and get ideas
•Raise money / find new investors
•Party with Bucky
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Why Go to Conferences? Why are We Here?
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The Funnel
Conference Attendees
Customers/Investors
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Know Your Audience
It is critical that attendees truly understand who is in attendance – and that they tailor their conference strategies accordingly
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Who is Here Today?
•Money Managers•Asset Allocators•Investors•Money Raisers / TPM•Consultants•Trading Firms•Exchanges•Press / Media•Vendors
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Do Your Homework…Then Choose Your Weapon to Meet Them
Sharp Shooter?
Or Rapid Fire?
RECIPE FOR SUCCESS
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Your Equations for Success at Conferences
#OIO x CR = SUCCESS
IQ and EQ and NQ and CQ = EFFECTIVENESS
“Social Selling” = Gathering Info Before and After the Conference
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Which Investors Might be in Attendance?
THE SPECTRUM OF FUND INVESTORS
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Know Your Story and Deliver Your Messages
When meeting a new contact, you have 60 seconds to explain:
• Who you are
• What you do
• How you do it
• Why you are better or different
• Why the person should believe you
• Harmonize
Know your offering and value proposition, then get to the point clearly and quickly
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What NOT TO DO and WHAT TO DO
What NOT TO DO:
• Don’t get distracted – your BlackBerry, iPhone, DROID is NOT your friend
• Don’t forget to make appointments – never assume you’ll “run into” someone you want to meet
• Don’t have conference coffee breath
What TO DO:
• Take notes on the back of business cards
• Observe innovation, new trends and best practices
• Introduce others—be the conduit
• Bring aspirin and water!
When you get home, take action:
• Call, connect, email and LinkIN those people you said you would
• Develop a follow up plan
• Write notes and emails from on the plane home
• Create a vCard with all info
• Book time to digest the conference while fresh
• Share knowledge from the conference
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Follow Up
Without follow up, a great conference can go to waste
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Understand the Conference Landscape
The landscape has changed dramatically at conferences
To reach the next level of AUM, clients, investors, etc., must understand which investors/people they should target and what each requires
Conferences are an investment: Time, Attention, Money and Energy.
MAKE THE MOST OF IT.
QUESTIONS & ANSWERS
Ron SuberSenior Partner, Merlin Securities
Mobile: (847) 544-8362Email: [email protected]