All Twin Cities Business Growth Conference attendees will receive exclusive content from our keynote speaker and each of our four panelists to watch on-demand.
John Warrillow has more than 20 years of research experience into the small and medium business market. As the founder of The Value Builder System™, a cloud-based assessment tool that business owners use to assess the “sellability” of their company, he has helped more than 46,000 business owners to improve company value by up to 71 per cent. Named one of the “Top Ten Business-To-Business Marketers” by B2B Marketing, John’s expertise ranges from entrepreneurship, sellability, and the benefits of subscription-based marketing to build — and sustain — success.
A sought-after speaker, John has keynoted Fortune Magazine’s Growth Summit, Entrepreneur’s Organization New York City and Toronto Chapters, and the Inc. 5000 conference. He is also the author of two bestselling books, Built to Sell: Creating a Business That Can Thrive Without You, recognized by both Fortune and Inc. Magazine as one of the best business books of 2011, and The Automatic Customer: Creating A Subscription Business In Any Industry. John also hosts Built to Sell Radio, which is ranked as one of the world’s 10 best podcasts for business owners.
Prior to founding The Value Builder System™, John started and exited four companies, including a quantitative market research business that was acquired by The Corporate Executive Board (NYSE: CEB) in 2008.
Bruce Lach, President of SUCCESS Computer Consulting has leveraged Theory of Constraints to propel businesses forward with sustainable, profitable, and supportable growth.
Prior to his tenure at SUCCESS, Bruce ran a consulting company helping distressed businesses achieve favorable outcomes. Come hear from him to learn how to use this tool to achieve the three promises of Theory of Constraints:
- Growing Profitable Company
- Satisfied Employees
- Satisfied Clients
Bruce Lach has 40+ years of IT and General Management experience. During his first 20 years, he spent time in “corporate America” with IT stints at Twin City Federal, General Mills and Land O’Lakes. In the mid-90’s, Bruce began leading start-up and small businesses providing IT services to large enterprises in the Twin Cities area. Many of these services were focused on building data warehouses for familiar companies including Wells Fargo, Toro, Valspar, Harvest States, and more. In the decade prior to joining SUCCESS, Bruce was a “turnaround guy” consulting with distressed and mildly profitable businesses to improve business operations and profitability leveraging Theory of Constraints.
Because what got you here won’t get you there. If I had a nickel for every time I’ve heard that phrase during my tenure in business, I could retire early.
Gone are the days when business owners and leaders could simply update last year’s plan and call it good. Today’s owners and leaders face an ever-changing market, constant technological disruption and intense competition for internal and external customers. As a result, leaders must learn to play offense and be prepared to quickly shift strategies if necessary. This goes beyond quarterly or annual plans. Even in highly stressful times, leaders must always keep a finger on the pulse of their long-term growth plans.
Historically, companies went about achieving growth by simply offering new products to existing customers, securing net new customers, or expanding their geographic market. Now, with constant technological disruptions impacting entire industries and shortening the life of many companies, businesses can’t (and shouldn’t) rely on one single engine of growth, even if it has historically been very stable. Today’s leaders should be actively researching secondary growth engines that can accelerate their pace of growth, offer greater differentiation and/or diversification, and leverage the strengths of their core business while reinvigorating an entrepreneurial mindset in the legacy operation.
In this session, attendees will:
- Hear how two local companies achieved their goals by shifting to different growth engines
- Learn how organizational growth and lifecycles play into long-term plans
- Explore how businesses are valued and how this should inform your growth approach
- Engage in an exercise and discussion around our growth engine plans
Chad Haldeman is a 25+ year sales and management professional with expertise in revenue development, strategic planning and execution, organizational leadership, structural innovation and the creation of high performing teams. In 2013, Chad partnered with The Resultants, a leading Twin Cities business advisory firm. As a Business Advisor, Chad advocates for the best interest of your business, using a process that has proven time and time again to help companies build value and achieve personal and professional success.
The world has changed for sales. The old ways of getting leads at trade shows and conferences has slowed, and traditional methods of generating new conversations now result in clients putting salespeople off. In addition, simply asking prospects about their needs is not good enough as many aren’t sure what they need.
You may have tried the typical things like replacing the sales leaders, sales training, and implementing new marketing initiatives, but for whatever reason, you still can’t resume the growth or leads you once had. And now, the game has changed even more due to recent events. In short, sales is on the defense.
In this session, we will talk about “flipping the field” and playing offense by taking advantage of new ways of generating opportunities by taking advantage of the change.
We will discuss:
- Changes in markets and the opportunities that creates
- Understanding how to change your messaging and approach
- Creating an executable plan that can be measured and adjusted as needed
Gary Braun, Partner and, Co-founder of Pivotal Advisors. Gary has been a successful salesperson and sales leader since the late 1980s. He has worked in multiple companies with different sales channels (direct, through resellers and distributors). Prior to co-founding Pivotal Advisors, he was the VP of Sales and helped his company grow from 23 employees to 1,400 employees. He also helped grow the revenue from $1M to $400M in just over a decade. To scale the company Gary had to learn on the fly how to create systems, repeatable processes, hiring/onboarding systems, compensation plans, and more.
The past two years have caused enormous shifts in how organizations operate. While a lot of attention is focused on where people work, the reality is that today’s disruption extends far beyond hybrid or not. The foundation of what it means to be an employee and employer is evolving, opening exciting possibilities and new challenges. For example:
- Those born in 2007 or later are expected to live past 100 years, unlocking the potential for 60 quality working years. What does a successful six-decade career look like?
- The half-life of technical skills is five years and getting shorter. How does a business stay ahead of market trends when people’s skills lose their value at such a rapid pace?
- The desire for flexibility has permanently altered working and collaboration habits. How can my organization take advantage of new practices while still delivering on core business goals?
Smart leaders understand that businesses don’t grow on their own – it’s people that drive results. This talk will provide context to better understand today’s environment, help prepare for upcoming disruptions, and identify opportunities to create better and more profitable organizations in the future.
Rick is an expert at creating people strategies that connect to and advance business strategies. He has partnered with leaders in large, mid, and small organizations with the goal of building talent that takes companies to the next level. Rick has consulted on leadership, organizational effectiveness, innovation strategy, change management, and employee engagement.
Andrew’s passions extend to creating long standing and meaningful relationships, driving to achieve goals both individually and within an organization, as well as striving towards continuous improvement. He also manages projects that include high-level retained search, consulting around working relationships and communication with teams, hiring assessments, and Applicant Tracking Systems. He also manages sponsored events and builds on-going relationships with our strategic partners.