SPEAKERS
Re-INSPIRE: Sustaining Growth Through Transformation
The world is facing unprecedented disruption from artificial intelligence, machine learning, broader shifts in technology and the way we work. Whether you approach these changes as a C-suite executive setting strategy, a middle manager making technical decisions, or a sales person positioning your product and value in the marketplace, we all need to grow at a faster rate than the external environment is growing.
In an engaging, case study-rich presentation, Peter Sheahan, CEO of global consultancy ChangeLabs™ and popular presenter at past MSCA conferences, will help you understand how to lead your organization in a rapidly changing and competitive environment, navigate the growing regulatory and disruptor challenges that put pressure on your operations, and align behind a strategic vision to find opportunity. During this year’s presentation, Peter will use real-world examples of individuals who have been able to move towards the edge of disruption and transform their teams and organizations by:
- Telling themselves the truth and taking ownership for the changes in their industry
- Focusing on impact by unleashing a burning aspiration to innovate, adapt and grow
- Aligning on a shared vision of inspiration and growth
Peter Sheahan
Re-DISCOVER: Exactly How to Sell–Even if you Hate Selling
Phil M. Jones, author of five international best-selling books, and the youngest winner of the coveted “British Excellence in Sales and Marketing Award” has made it his life’s work to demystify the sales process. He reframes what it means to “sell” and helps his audiences to learn new skills that reinforce confidence, overcome fears and instantaneously impact results. He is by no means your typical sales expert.
Phil is famous for his inspiring “Magic Words.” He has a highly engaging, practical approach to a subject that is often littered with hype and power-hungry “gurus.”
Rediscover exactly what it takes to develop a community of customers who continue to spend with you, refer you to others and build your reputation. Explore the winning tools and techniques that you can use to increase your confidence ahead of your sales conversations and achieve more from every interaction you have.
Phil M. Jones
Re-ENGAGE: Passion On Purpose—Turning Corporate Culture Into a Competitive Advantage
Ryan Estis, has more than 20 years of experience as a top-performing sales professional and leader. He will refresh your perspective on how to cultivate a high-engagement, high-performance work culture. As we prepare for the next growth cycle in business, leaders need to understand the needs and expectations of the modern workforce. Ryan pushes back on conventional thinking with new research and case studies from category-leading companies that succeed at maximizing human potential and elevating performance.
To win in today’s market, you need a healthy organization: tuned-in employees, authentic leadership, open communication and trust. Leaders are called to cultivate the kind of workplace where people come first and performance and profit follow. Most organizations leave too many opportunities on the table and waste a huge amount of their people’s potential. This session will offer practical advice to help you reverse that trend.
Ryan Estis
Re-ESTABLISH: Sustaining the Financial Health of Your Service Business
Why is it that some service businesses are able to maintain growth and profitability year over year, while others dip and spin in financial uncertainty?
The key to financial health and sustainability is knowing what financial benchmarks you should be measuring and why.
During this session, Leah Gutmann, owner of First Forward Consulting, LLC, will reiterate how setting a few key financial targets and knowing how to diagnose the results will reinforce attendee’s ability to know where to focus their efforts and how best to use their resources.
Leah currently sits on the Board of Education for the Mechanical Contractors Association of Western Washington (MCAWW), where she offers her expertise on specific industry training needs and cutting-edge trends. Those in attendance will walk away with a clear understanding that just measuring key benchmarks is not enough. Companies must be willing to implement foundational policies that will change the service culture of their business. Benchmarks are the diagnosis, and culture is the cure.
Leah Gutmann
Re-BRAND: Talk Like a Leader
The old adage, ‘what people perceive, is what they believe,’ has never been truer than in today’s superficial society. Whether you realize it or not, you are constantly being judged by others, often subconsciously. How you communicate in everything from casual conversations to formal business meetings can be the difference between success and failure.
During this highly interactive session, Anthony Huey, owner of Reputation Management Associates, one of the nation’s leading communications training and crisis consulting companies, will demonstrate effective ways to leave a positive perception on a wide variety of audiences you deal with every day, including customers, prospects, internal staff, boards of directors, management, community partners, the news media, elected officials, investors and many others. Never again miss your only opportunity to connect and leave a lasting impression that others will remember.
Anthony Huey
Re-ENERGIZE: Hiring and Motivating a Top Sales Team
Carl Herman has over 30 years of experience in high tech sales and in senior sales management, including 25 years focusing on the oil and gas industry. He has held sales and sales executive positions for five high technology companies: Unisys, Oracle, Siebel Systems, KPMG Consulting and Landmark Graphics, a Halliburton Company. Prior to becoming a full time member of the Bauer College of Business faculty in June 2005, Mr. Herman served for six years as an Adjunct Professor in the Program for Excellence in Selling. Currently, Professor Herman teaches Strategic Selling in the Bauer College of Business' MBA program, as well as a number of undergraduate courses in the Program for Excellence in Selling, including Advanced Professional Selling, Customer Relationship Management and Key Account Selling. In addition, he also conducts courses in sales and customer relationship management for executive education clients.
Carl Herman
Re-IMAGINE: How to Enhance Your Recruiting Pipeline
Your business relies on the best people to get the work done. As generations change, we need to rethink our methods to get people to join our business. Join Jon Finch, Vice President of Training, Milwaukee Tool, and Tim Herbert, Lead Organizer, Washington State Pipe Trades, to discuss how you can proactively target and engage your future workforce. During this session, you will refresh your recruiting perspective and leave with actionable steps to increase your hiring potential.
Focus topics:
- Re-INVIGORATE your candidate pool–where to target
- Re-DESIGN your recruiting pitch–how to tell your story
- Re-ENGAGE your connection strategy–solutions to increase your impact and network reach
Jon Finch
Vice President of Training, Milwaukee ToolJon Finch
Tim Herbert
Lead Organizer, Washington State Pipe TradesTim Herbert
Re-ASSESS: Liability and Risk Management of Healthcare Facilities
Does your firm participate in new construction, renovation and maintenance of healthcare facilities? Does your firm perform or have service contracts with any of these? Does your firm work on cooling towers, ice machines, or humidifiers in hospitals, skilled nursing homes or critical access hospitals? Install or renovate plumbing, medical gas piping or fire protection systems?
If you answered yes to any of these questions, this session will provide you with crucial information to help your customers and your workers be in compliance with new mandates. Every healthcare facility is required to create a water management team compliant with ASHRAE 188-2018. Every water management team requires involvement by mechanical service contractors. Participants will learn Legionella intervention and how to manage the liability by adding value and support to their customer’s water management teams.
Chris Carter
Murphy CompanyChris Carter
Kurt Steenhoeck
UA International RepKurt Steenhoeck
Rich Benkowski
UA Training SpecialistRich Benkowski
Russ Borst
Hurst MechanicalRuss Borst
Re-EVALUATE: Tenets of Personal Finance
Ensure your financial future and gain a better understanding of how your money can provide you with the best return. Innovest Vice President and Certified Financial Planner® Jared Martin will outline aspects of personal finance and ways to reinforce your finances through estate planning, education planning, insurance, health care, investing and retirement planning. Jared will identify best practices and implementation process improvements that can maximize efficiencies for retirement. At Innovest, Jared provides consulting services to committees, boards and individuals. He also manages the relationships between service providers and plan sponsors and provides ongoing vendor management for Innovest’s clients. After the session, attendees will be able to better put together the pieces of their personal finance puzzle.
Jared Martin
One Day Optional Bonus Program
Ready-Redeploy-Respond: Leading High-Performing Teams Featuring Colonel (Ret.) Thomas Henry Magness, P.E.
High-performing teams reach this measure of success when they have a solid foundation of productive communication, create innovative solutions and consistently achieve great results. The leaders charged with maintaining this level of excellence have a unique challenge to keep the well-oiled machine communicating, creating and achieving. To achieve and sustain this level of performance from both the team and the leader, Colonel Tom Magness, embraces the notion that daily training builds confidence and competence when operating in a volatile, uncertain, complex and ambiguous (VUCA) environment, while providing essential skills and knowledge—resulting in readiness. Based on the principles learned from this concept, this special session led by Colonel Magness will help you gain a better understanding and help elevate your organization’s purpose resulting in a common shared vision of success or end-state.
The session will draw on examples from military, sports and corporate America to highlight the value and best practices in communicating leader’s intent and how two way communication develops ownership of the mission as well as future team empowerment. Discussion will also focus on the significance of early leader development and how to motivate developing leaders. Participants engage in hands-on practical exercises, small group discussion and lively dialogue spotlighting critical issues identified by the client hoping to elevate their teams to this level.
Since first entering the U.S. Army as a cadet at the United States Military Academy, Colonel Magness has been a leadership “work in progress.” He has led military organizations from Platoon to Brigade. His unique background combines his service and education as a professional engineer with the confidence and professional development that comes from being an “Airborne Ranger!”
As a commander (CEO) with the U.S. Army Corps of Engineers, he has completed numerous projects as part of multi-billion dollar construction programs. Following retirement, Colonel Magness served as COO for a $300M international construction company until leaving to start his own company, teaching high-impact leadership strategies across the country.
Attendee Value and Takeaway:
- Identify common attributes in leading high- performing, cohesive, mission-focused teams and their application to business teams
- Examine the factors that enable synergy within a team
- Discover the direct correlation between communication of commander’s intent and empowerment
Explore the value of the Army’s after-action review process as a means of communication, encouraging innovation and learning from challenges.
The cost for this special program is $450 and includes breakfast, lunch and a copy of Colonel Magness’s book “Leader Business.”
Colonel (Ret.) Thomas Henry Magness, P.E.
U.S. Army Corps of Engineers Commander, CEO and Leader Read the BioColonel (Ret.) Thomas Henry Magness, P.E.
Early Bird Registration
The early bird member registration fee for MSCA19 is $1,400, if you register by July 12, 2019. Beginning July 13, the member registration fee is $1,500.
The spouse registration fee is $600, if you register by July 12, 2019. Beginning July 13, the spouse registration fee is $650.
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