Pre-conference Workshops

and Certifications

Select from these in-depth sessions to acquire practical knowledge suitable for all levels of experience and responsibilities from an executive director to a program coordinator. (Click on the image to download a printable PDF of the diagram)

CMED2019-Preconference-Workshops-and-Deep-Dive-Sessions

Tuesday, November 12  8:30AM – 4:00PM & Wednesday, November 13  8:30AM – 4:00PM

Certificate 1: Certified Trainer in Workplace Conflict Resolution

Turn-Key Conflict Resolution Program for CMED Partners

MTI’s Certified Trainer in Workplace Conflict Resolution (CT Program) is a turn-key, train-the-trainer program which prepares coaches, consultants, faculty members and trainers to teach practical mediation techniques for managing workplace conflict. Following the program, trainers are certified to deliver the CT program to their own clients, program participants and students.

Over the course of this 2-day train-the-trainer program, CMED participants learn the MTI method of Workplace Conflict Resolution and how to deliver three seminars: Necessary Knowledge (NK), Successful Conflict Conversations (SCC) and Third-Party Resolution (TPR).

The CT Program also features the Conflict Dynamics Profile (CDP), an individual assessment tool that increases self-awareness and improves conflict management skills. To complete certification in the CDP, CMED participants may choose to attend at no additional cost either the pre-conference full-day CDP certification at CMED or attend any CDP Certification Webinar through MTI.

Following the 2-day CT program, a CDP certification workshop and completion of the practicum outlined below, attendees will be fully certified to deliver the CT Program.

The Certified Trainer in Workplace Conflict Resolution (CT Program) is ideal for the trainers and faculty members delivering your executive development programs. This program is also ideal for any center director seeking to expand your center’s portfolio of open-enrollment and custom offerings.
 
Certified to Deliver Conflict Resolution Seminars for Individuals, Managers and Teams
Following certification, the
 CT Program allows you to deliver three conflict resolution seminars. Designed for individuals and managers, each seminar offers world-renowned content and a practical conflict resolution process that is applicable to all industries.
  • Necessary Knowledge (NK) establishes the core competencies of conflict resolution and how to think strategically about conflict, rather than react blindly to it.
  • Successful Conflict Conversations (SCC) teaches individuals to mediate their own conflicts and how their behavior is impacting others (Self-As-Mediator).
  • Third-Party Resolution (TPR) prepares managers to take a proactive mediation role to resolve conflict between two other individuals (Manager-as-Mediator).
Program Agenda (main components)
Certified Trainer in Workplace Conflict Resolution (CT Program): 2-Day Program
  • Identifying the Nature of Conflict
  • Discovering our Wrong Reflexes and the Retaliatory Cycle
  • Understanding the Conciliatory Cycle and Forces Toward Harmony
  • Learning the steps of Third-Party Resolution
  • Identifying when and how to use Third-Party Resolution
  • Understanding self-mediation through Successful Conflict Conversations
  • Discovering how your own responses to conflict can help and hinder relationships
  • Learning the 4-step Self-Mediation Tool
  • Gaining Skills Through Practice 
  • Strategic Management of Organizational Conflict
  • Preventive Mediation
  • Weaving Mediation into the Fabric of Organizations
  • Putting it all together: Training Skills Practice
  • Personal Action Planning

Post-Program Practicum

To complete certification for the CT program allowing you to conduct seminars and purchase materials, you must complete a Seminar Practicum for a minimum of six participants.
Additional details:
– Practicum materials for six participants are included in the registration fee (a $480 value).
– When the practicum is completed, the practitioner sends the class evaluations to MTI.
– After approval of evaluations, MTI provides the participant with a certificate designating him or her as a Certified Trainer in Workplace Conflict Resolution.
– The practicum must be completed within 90 days of the conclusion of the CT program.

Holly TompsonTerry Marschall has been active as a mediator of workplace conflict for more than three decades. In her capacity as a certified mediator and as a master trainer for the Mediation Training Institute, she has guided hundreds of people in resolving their differences in the workplace, creating collaborative and productive environments, and preserving the employer’s bottom line. Terry’s success in resolving conflict flows from a deep understanding of the complexity and dynamics of workplace relationships and their impact on the organization as a whole. Terry is certified as a Senior Human Resources Professional (SPHR) by the Human Resources Certification Institute (HRCI), and Senior Certified Professional (SHRM-SCP) by the Society for Human Resource Management (SHRM). Terry holds dual Bachelors’ Degrees in Business Administration and Fashion/ Textile Design, with post graduate studies in Human Resource Development.

Certification Cost: $950 per person for CMED Partners ($1495 per person Corporate Rate)
Certification includes:
– Access to the Leader Guides for the Necessary Knowledge (NK), Successful Conflict Conversations (SCC) and Third-Party Resolution (TPR) seminars and the ability to purchase the Participant Kits to deliver these seminars.
– Conflict Dynamics Profile-Individual (CDP-I) Certification and access to the portal to purchase and deliver the CDP-I assessment.
Post-Certification Participant Material Costs

Once certified, seminar materials are purchased through MTI, and a participant kit is REQUIRED for each participant. Materials for CMED members will be made available at a special reduced rate of $20 per kit.

Necessary Knowledge (NK) Seminar Participant Kit

Workbook + Quick Reference + Mediation Map + Video

$20/1 Kit Per Participant

Successful Conflict Conversations (SCC) Seminar Participant Kit

Workbook + Pocket Guides + Video

$20/1 Kit Per Participant

Third-Party Resolution (TPR) Seminar Participant Kit

Workbook + Pocket Guides + Video

$20/1 Kit Per Participant

Conflict Dynamics Profile-Individual (CDP-I)

CDP-I Assessment + Feedback Report + Development Guide

$20 License per Participant

Wednesday, November 13  8:30AM – 4:00PM & Thursday, November 14  8:30AM – 4:00PM

Certification 1 Continues

Leadership Development Program

for Management and Executive Development Leaders

Created for leaders of university-based outreach units, specifically focused on attendees of the Conference on Management and Executive Development, managed by ProEd, taught by affiliates of the Mentor Alliance and current thought leaders at progressive learning centers.

The Leadership Development Program is a year-long opportunity for leaders of University Management and Executive Development (MED) departments to advance themselves and enrich their programs.  It is developed by ProEd, in partnership with Boise State University’s Leadership Program, the Mentor Alliance, and thought leaders of progressive schools. This 3 Tier program was created to meet the specific needs of the Conference of Management and Executive Development (CMED) audience. In addition to the two and a half day leadership residential workshops, the program consists of (six) 90- minute webinar sessions addressing the challenges and opportunities that leaders of MED departments deal with on a daily basis.  Each webinar will be facilitated by an experienced peer/industry expert. Participants will have the opportunity to learn from others in the field, helping them grow as leaders and taking their department to the next level.

This program also has as an added bonus, in that each attendee can choose to create a webinar, assist in the delivery of ProEd workshops, and/or be a workshop leader at the 2020 CMED event upon completion of this program as evidence of professional growth.

Qualified participants for this program will normally have a minimum of two years of university experience within an executive education unit, continuing education, or business school. Outside business experience is an added bonus with proven skills in management of profit/loss statements, hiring and managing colleagues, and marketing or sales experience.

November 13, 2019 – November 23, 2020: Tier One

Day One – November 13, 2019

8:30 a.m. – 5:00 p.m.

Day One: Leadership Development Program Workshop I

Presenter: Dr. Jeremy Graves
Affiliate: Boise State University                                              

Leading in a university is a challenge. Leading a management and executive development program is even more so.  Your program has the potential to significantly impact the people you serve, which can also affect the lives of the people they lead.

This workshop will immerse you in an experiential learning process that will address both the practical and relational aspects of leading a profitable MED department in a university environment. It will help you as a leader deal with these unique challenges.  We will cover several leadership concepts and practical approaches to help you develop a great department.  Using the principles of servant-leadership, you will learn ways to take your program and the people it serves to the next level.

You will learn: Where to focus your efforts to increase your leadership effectiveness

  • Why the servant leader model fits the challenges of MED leadership
  • How to build ownership at all levels in your department
  • How to examine and address gaps in client service
  • How to manage change in the MED industry

So that you will be able to:

  • Strengthen your abilities as a leader
  • Help employees love their work and the people they serve
  • Develop a leadership mindset with every employee
  • Improve client relations and increase revenue
  • Remain “cutting-edge” by managing personnel transitions and adapting to constantly changing business technology, university politics, and client demands.
  • Create and deliver leadership webinars
  • Be a workshop “thought leader” at the CMED 2020

On-going activity:

  • Paired up with a current Mentor Alliance* member throughout the course. (The Mentor Alliance is a group of 25 professionals in the non-credit management of outreach activities at Business Schools, Management Development Centers, and Continuing Education Units around the world who have volunteered for pro-bono consulting to current CMED attendees on a myriad of topics.)

Day Two – November 14, 2019

8:30 a.m. to Noon

Topic: Survive and Thrive: Designing and Defining What Matters Most for Your Center’s Success

Presenters: Dr. Kris Risi, Robin Kistler, and Deb Kennedy
Affiliates: Drexel University Lebow College of Business, Notre Dame University Mendoza College of Business, and the Mentor Alliance.

This interactive session will explore the common role and function of a Center Director leading in an environment of competing priorities, demanding expectations, and constant change. Our work is complex, unpredictable, and fast paced. While delivering on the brand promise and University mission, we are often pulled in impossible directions.

At the end of the day, week, month, or fiscal year are we working on the things that matter most to the success of our Center and the development of our team? This session will share a model that demonstrates the “buckets” or key areas of responsibilities from which a Center Director must operate and maneuver. What areas are currently consuming your time and determine which strategic key areas you should be operating to move your Center forward. In this session we will discuss and dissect the following thoughts

  • A better understanding of the key functions that comprise the Center Director’s role within Continuing and Executive Education
  • Discover where or how you should be spending your time
  • Defining and clarifying your Center’s value proposition and portfolio to your key stakeholders.
  • Ideas and strategies for growth and resilience
  • Understanding what is imperative in your center will give you a working knowledge of how to create the “best center” methodology, give you a template for seeing the forest for the trees, and improve the agility and resilience of your team.

November 14, 2019

1:00 pm. to 5:00 p.m. Deeper Dive Topics

Topic: Roundtable Discussion on Current Strategic and Operational Realities

Presenters: Frank Lloyd and James Roach
Affiliate: Mentor Alliance and Texas Christian University.

Two university center leaders with a unique combination of experiences-corporate, university, teaching, administration-will facilitate a no-holds-barred conversation on current and perennial challenges in leading the business of management and professional development in academic institutions. You will learn from others about how to:

  • Interact with Deans
  • Situational leadership: start-up, turn-around, expansion, cost-cutting, scaling
  • Balancing market needs with institutional capabilities
  • Create faculty relationships and faculty development
  • Energize staffing-finding the business development unicorn
  • Making corporate-academic partnerships successful
  • Choosing other lines of business to pursue and how to capture them: coaching, consulting

The selection of actual topics will be directed by the interests, needs, and appetites of the participants.

The session will be in workshop format. It will include both plenary and small group discussion where you can share your best-practices and admit your less than anticipated results.

This session is appropriate for center directors and functional leaders in marketing, sales, operations, and finance.

We are hopeful that this session will provide you with:

  • Confidential peer-to-peer exchange of practical experiences on industry challenges.
  • Guidance from the facilitators on proven strategies and tactics- what works and what hasn’t
  • Take-aways to help you tackle current and persistent challenges in your center
  • Agreement on six topics that will be shared in a webinar format with the expanded network of peers during the next year of this leadership journey.

Day Three – November 15, 2019 Deeper Dive Topic

8:30 a.m. to noon

Topic:  Advanced Financials and Budget Development

Presenter:  Dr. Mark Gould
Affiliate: Mentor Alliance

During this interactive session we will explore how to build and manage your budget as well as how to build more accurate forecasting models to better analyze financial data for your Center, predict revenues, and predict costs. You will learn to calculate your income by using Key Performance Indicators (KPIs).

We will also review how your product and pricing model can increase your revenue and profits for your Center. Finally, we focus on how to manage up to your boss and the politics of your financial numbers and determine what you want your boss to do as a result, such as add additional resources to your unit.

You will learn the following which will improve your knowledge of financial acumen.

  • Basic Concepts – Finance 101
  • How to select product mix and pricing
  • How to select your pricing
  • How to utilize useful decision making tools
  • How to develop your own Key Performance Indicators (KPIs)

 So that you will be able to:

  • Develop and managing your budget
  • Explore the connection of how financial data relates to your business goals
  • The value of how to explain your business beyond the numbers
  • How to manage up (your boss) and the politics of the numbers
  • Develop basic financial numbers to support your story
  • Determine what you want your boss to do as a result

 

Cohort 1: Tier Two Webinars                                                 

Six Webinars will be scheduled during the months of February 2020-September 2020. Participants will decide

Cohort 1: Tier Three
Leadership Development Program Workshop II       Final Day

November 23, 2020  Last Day of CMED 2020

Presenter TBD

11:00 a.m. – 2:30 p.m.                                                                                                                                                

  • Closing for cohort 1 and Certificates awarded by Chairs of CMED 2020
  • Concurrent session projects review
  • Review of webinars, workshops, and concurrent sessions that were delivered at CMED 2020.

Cohort 2 begins November 18, 2020

  • Full Day kick-off for the next year

Mark GouldDr. Mark Gould is Associate Vice President, Graduate and Professional Education, Merrimack College. As a key member of the senior leadership of Merrimack College, Mark is responsible for developing and implementing the strategic recruitment and admission plan to increase Merrimack College’s presence and growth of Graduate and Professional Studies programs. Prior to joining Merrimack College, Mark was the Associate Dean of Academic and Faculty Affairs for the College of Professional Studies at Northeastern University and Director of Management Development Programs at Boston University. Mark has been a regular speaker at CMED since 1995, a board member, and was the conference chair in 2002. Mark earned his B.S. in Business Administration from the University of Maine, M.Ed. from Boston University, M.B.A. from Southern New Hampshire University, and Ed.D. from Northeastern University. Mark is former CMED Advisory Board Member as well as current member of the CMED Mentor Alliance.

Dr. Jeremy GravesDr. 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.

Deb KennedyDeb Kennedy is an executive coach and leadership development specialist working with professionals and companies to develop strategies for successful careers and a balanced life. She leverages her 25+ years of corporate leadership experience in finance, marketing, sales and strategy to guide individuals and teams in moving through change. From 2008 to 2018 Deb was the Director of Executive Education for Bentley University near Boston, MA. Before that Deb spent more than 15 years as an executive in the energy industry in Boston, leading teams in finance and marketing in the midst of deregulation and massive change. Her corporate experience focused on developing and implementing innovative strategy and business process improvement. Deb is the former CMED Chair and the Advisory Board Member as well as current member of the CMED Mentor Alliance.

Robin KistlerRobin Kistler director of non-degree programs at the Stayer Center for Executive Education, Mendoza College of Business, University of Notre Dame. She is responsible for the administration, strategy and promotion of the Stayer Center’s open enrollment, online and custom certificate offerings. She previously served as director of executive education at Louisiana State University’s E. J. Ourso College of Business. Robin was also the interim director of LSU’s Stephenson Entrepreneurship Institute, overseeing programs such as the Entrepreneurship Bootcamp for Veterans with Disabilities, the Entrepreneur Fellows Program and the LSU 100: Fastest Growing Tiger Businesses alumni recognition program. Robin earned a bachelor’s degree in communications and advertising, and a master’s degree in communications management and organizational development from LSU. Robin is the former CMED Chair and the Advisory Board Member.

Frank LloydFrank Lloyd  served as an Associate Dean (2004-18), Executive Education at Southern Methodist University (SMU) Cox School of Business. He lead executive education business unit within top tier business school: marketing, sales, development and delivery of innovative, application-oriented non-degree programs that impact leadership and business. Revitalized sales to achieve annual growth of up to 50%; maintained revenue and profitability through 2007-9 recession and persistent slow recovery. Increased custom sales from 20% to 70% of revenue, leveraging long-standing school expertise in the energy industry. Established learning partnerships and obtained corporate sponsorships needed to launch national center of excellence in Latino leadership. Fortune 1000 client portfolio in health care, energy, retail, insurance, consumer products, hospitality, defense, real estate, manufacturing, services, telecom, industry associations and the George W. Bush Institute.

Kris RisiDr. Kris Risi is the Assistant Dean of Corporate Relations and Executive Education at Drexel University’s LeBow College of Business. With over 20 years of experience in academia and industry, Kris engages key business leaders regionally and nationally to deploy advanced approaches in corporate learning and development solutions. In this role, she leads cross-disciplinary teams of faculty, instructional technologists, subject matter experts (SMEs), and operations managers to create innovative customized educational programs for universities and corporations from concept to execution. Throughout her career, Kris has been recognized for developing innovative and cost-effective solutions that enhance competitiveness, increase revenues, exceed clients’ expectations, and deliver positive results. Kris has successfully launched new MBA programs, corporate university and leadership development curricula, online learning communities, and even a graduate business campus for Drexel LeBow in the western suburbs of Philadelphia. A true “intrapreneur” with a passion for helping others unlock their potential, Kris is a Founding Practitioner of the Entrepreneurial Mindset ProfileTM (EMP). Kris is the former CMED Chair and the Advisory Board Member.

Jim RoachJim Roach is the Executive Director of the Tandy Center for Executive Leadership, Neeley School of Business, Texas Christian University. He is responsible for overall strategic direction to develop innovative executive development programs and services, and build educational partnerships and relationships with businesses and alumni.

Prior to joining the Neeley School, Jim led the human resources function for L-3 Link Simulation & Training. He helped design and implement L-3’s innovative Executive Leadership Development Program, which blends executive education, coaching, assessment, networking and other learning tools in a unique and impactful program. Jim spent more than 20 years at Verizon in a variety of human resources roles, including leading the organization effectiveness function focusing on senior team effectiveness, organization capabilities, and cultural and business transformation. He also developed custom leadership and functional development programs.

He has 15 years of experience in executive education as academic director for several leadership certificate programs at SMU, where he also taught open enrollment and custom programs for industries including health care, oil & gas, telecommunications, financial services and transportation.   He has been honored with several teaching excellence awards and has designed and delivered courses on a wide variety of subjects such as leading in today’s business environment, learning agility, creativity and leadership, retaining top talent, and building and managing the employment relationship.  Jim holds a BA and MS in economics from the University of Illinois.

Sales Institute: Develop a Custom Training Sales Strategy

As center and business development directors, we aim to provide products and services that differentiate our centers from our competition – we are always looking for a competitive advantage. What makes our centers stand out may be evident in the faculty and instructors we use, the niche markets we serve, our client list, or the distinctive programs we offer. A unique sales strategy, whether you have a dedicated sales staff or not, helps you play to your competitive advantage and confidently come up with solutions that effectively address both client and market needs. A systemic business development approach maximizes our center’s growth potential while meeting and exceeding customer expectations. But, how do we develop and refine our sales strategies? What if our current business development approach is no longer resulting in increased custom training revenue? What is working (or not) for other centers?

ProEd’s Sales Institute can help answer these questions and provide a clear and inspired path forward.

Participants attending this program will:

  • Assess, identify, and begin articulating your center’s selling model
  • Identify how and why business development and account management are equally important for strategic growth
  • Learn and practice a process for better understanding clients’ needs and pain points
  • Utilize diagnostic sales tools and engage in strategic account planning
  • Review elements of successful custom training proposals, including pricing structures
  • Adopt a sales forecasting model that suits your organization
  • Gain confidence in leading organizations with a focus on custom programming as complementary to open enrollment
  • Adopt techniques for self-managing your sales activities
  • Understand a broader go-to-market strategy that increases financial success through expanded branding
  • Learn from colleagues’ successes and challenges, and identify transferable principles to takeaway

This special 2-day Sales Institute is designed to provide time, space, and peer feedback to effectively articulate a sales strategy and business development approach for your organization.

This program is designed for people responsible for developing and implementing sales strategies for non-degree business, professional, and executive education centers at universities. This usually includes executive education units in business schools, management or professional development units within continuing education schools, or stand-alone entities reporting directly to a dean or other high level administrator. In most cases, attendees have titles that include Assistant Dean, Director, Executive Director, Custom Program Director or Business Development Manager. They all have the common challenge of creating revenue-generating custom engagements and maintaining mutually beneficial relationships with organizations. Their centers serve the business community by offering custom training engagements, consortia programs and/or open enrollment programs.

If this sounds like you, please join us for this 2-day institute to examine your current sales and strategy model, explore the internal and external factors influencing your success, and discuss sales strategy development options.

  • Take advantage of this opportunity to focus on the most critical aspects of the success of your unit
  • Get diverse perspectives and ideas from trusted colleagues facing the same challenges
  • Develop a network of peer mentors
  • Return to your team ready to share ideas and implement your own sales strategy and customer engagement model

David LawrenceDavid 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 RundhaugDan 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.

Lesa BergsmaLesa Bergsma, is Professional Development Manager at the Institute for Professional Excellence (IPEx) at Davenport University. She is a training and development professional with 12+ years of experience helping to drive student and organizational success. Lesa has the keen ability to build and support training initiatives through relationship building and a commitment to meeting local professional and business needs. Currently, Lesa serves as the Professional Development Manager for the Institute for Professional Excellence (IPEx) at Davenport University. In this role, she develops and markets training and certification programs to professionals and organizations.

Day #1 – November 13, 2019

8:30-9:00     Welcome and Introductions
9:00-11:00    Centers as Selling Organizations

  • Selling Centers Overview and Activities

11:00-12:00     The Sales Process
12:00-1:00      LUNCH
1:00-2:00         New versus Existing Customers

  • New Customer Strategies for Prospecting, Presenting, and Follow-up
  • Existing Customer Strategies for Growing Account Potential

2:00-2:15         BREAK

2:15-3:30         Sales Diagnostic Tools / Davenport University Presentation Example

  • Consultative Sales in Executive Education
  • The “Open Ended” Approach
  • Needs Analysis Diagnostic
  • Best Practice Review

3:30-4:20         Proposals

  • Short vs. Long Proposal Formats
  • Best Practice Review

4:20-4:30         Wrap-up / Next Steps Tomorrow / Evening Overview

Day #2 – November 14, 2019
7:30-8:30         BREAKFAST
8:30-8:40         Review – Steps Forward / Goals
8:40-10:30       Strategic Account Planning
10:30-10:40     BREAK
10:40-12:00     Pricing / Forecast

  • Value Based Pricing
  • Forecasting Overview / Sample / Targeting

12:00-1:00       LUNCH
1:00-2:30         Professional Development to Custom Programs
2:30-2:40         BREAK
2:40-3:115       Product Selling and Positioning of Products

  • Product Blending for Account Management

3:15-4:20         “Be Your Own Sales Manager”

  • Small Group / Large Group Report Out

4:20-4:30         Wrap-up / Review / Next Steps / Evaluations
4:30                 ADJOURN

Thursday, November 14  8:30AM – 4:00PM

Leadership Development Program, Sales Institute Continue

Consider Signing up for the Following Workshops and Certification

Full-Day Workshop PC-1: Online Marketing for Open Enrollment Programs

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:

Alba Gibson Marketing Workshop CMEDAlba Gibson, Marketing Director at the Executive Education, Marshall School of Business, University of Southern California. Alba Adrian has 8 years of experience as Marketing Director at University of Southern California Marshall School of Business office of Executive Education working on digital and print campaigns in a competitive market. Alba likes to keep it flexible, look at data and, make constant improvements within the perimeters of the University culture. Previously, Alba worked over 20 years as marketing director at the Viceroy Hotel Group, CB Richard Ellis, Dermalogica, and marketing manager at Jason Natural, Clarion Audio, and even the Tahiti Tourist Board.

Arne Johnson Marketing Workshop CMEDArne 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 17 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 Marketing Workshop CMEDMykola 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.

Full-Day Workshop PC-2: Director’s Forum

8:30 a.m. to Noon

Topic: Survive and Thrive: Designing and Defining What Matters Most for Your Center’s Success

This interactive session will explore the common role and function of a Center Director leading in an environment of competing priorities, demanding expectations, and constant change. Our work is complex, unpredictable, and fast paced. While delivering on the brand promise and University mission, we are often pulled in impossible directions.

At the end of the day, week, month, or fiscal year are we working on the things that matter most to the success of our Center and the development of our team? This session will share a model that demonstrates the “buckets” or key areas of responsibilities from which a Center Director must operate and maneuver. What areas are currently consuming your time and determine which strategic key areas you should be operating to move your Center forward. In this session we will discuss and dissect the following thoughts

  • A better understanding of the key functions that comprise the Center Director’s role within Continuing and Executive Education
  • Discover where or how you should be spending your time
  • Defining and clarifying your Center’s value proposition and portfolio to your key stakeholders.
  • Ideas and strategies for growth and resilience
  • Understanding what is imperative in your center will give you a working knowledge of how to create the “best center” methodology, give you a template for seeing the forest for the trees, and improve the agility and resilience of your team.

Facilitators:

Deb KennedyDeb Kennedy is an executive coach and leadership development specialist working with professionals and companies to develop strategies for successful careers and a balanced life. She leverages her 25+ years of corporate leadership experience in finance, marketing, sales and strategy to guide individuals and teams in moving through change. From 2008 to 2018 Deb was the Director of Executive Education for Bentley University near Boston, MA. Before that Deb spent more than 15 years as an executive in the energy industry in Boston, leading teams in finance and marketing in the midst of deregulation and massive change. Her corporate experience focused on developing and implementing innovative strategy and business process improvement. Deb is the former CMED Chair and the Advisory Board Member as well as current member of the CMED Mentor Alliance.

Robin KistlerRobin Kistler director of non-degree programs at the Stayer Center for Executive Education, Mendoza College of Business, University of Notre Dame. She is responsible for the administration, strategy and promotion of the Stayer Center’s open enrollment, online and custom certificate offerings. She previously served as director of executive education at Louisiana State University’s E. J. Ourso College of Business. Robin was also the interim director of LSU’s Stephenson Entrepreneurship Institute, overseeing programs such as the Entrepreneurship Bootcamp for Veterans with Disabilities, the Entrepreneur Fellows Program and the LSU 100: Fastest Growing Tiger Businesses alumni recognition program. Robin earned a bachelor’s degree in communications and advertising, and a master’s degree in communications management and organizational development from LSU. Robin is the former CMED Chair and the Advisory Board Member.

Kris RisiDr. Kris Risi is the Assistant Dean of Corporate Relations and Executive Education at Drexel University’s LeBow College of Business. With over 20 years of experience in academia and industry, Kris engages key business leaders regionally and nationally to deploy advanced approaches in corporate learning and development solutions. In this role, she leads cross-disciplinary teams of faculty, instructional technologists, subject matter experts (SMEs), and operations managers to create innovative customized educational programs for universities and corporations from concept to execution. Throughout her career, Kris has been recognized for developing innovative and cost-effective solutions that enhance competitiveness, increase revenues, exceed clients’ expectations, and deliver positive results. Kris has successfully launched new MBA programs, corporate university and leadership development curricula, online learning communities, and even a graduate business campus for Drexel LeBow in the western suburbs of Philadelphia. A true “intrapreneur” with a passion for helping others unlock their potential, Kris is a Founding Practitioner of the Entrepreneurial Mindset ProfileTM (EMP). Kris is the former CMED Chair and the Advisory Board Member.

1:00 pm. to 5:00 p.m.

Topic: Roundtable Discussion on Current Strategic and Operational Realities

Two university center leaders with a unique combination of experiences-corporate, university, teaching, administration-will facilitate a no-holds-barred conversation on current and perennial challenges in leading the business of management and professional development in academic institutions. You will learn from others about how to:

  • Interact with Deans
  • Situational leadership: start-up, turn-around, expansion, cost-cutting, scaling
  • Balancing market needs with institutional capabilities
  • Create faculty relationships and faculty development
  • Energize staffing-finding the business development unicorn
  • Making corporate-academic partnerships successful
  • Choosing other lines of business to pursue and how to capture them: coaching, consulting

The selection of actual topics will be directed by the interests, needs, and appetites of the participants.

The session will be in workshop format. It will include both plenary and small group discussion where you can share your best-practices and admit your less than anticipated results.

This session is appropriate for center directors and functional leaders in marketing, sales, operations, and finance.

We are hopeful that this session will provide you with:

  • Confidential peer-to-peer exchange of practical experiences on industry challenges.
  • Guidance from the facilitators on proven strategies and tactics- what works and what hasn’t
  • Take-aways to help you tackle current and persistent challenges in your center
  • Agreement on six topics that will be shared in a webinar format with the expanded network of peers during the next year of this leadership journey.

Facilitators:

Frank LloydFrank Lloyd  most recently served as an Associate Dean (2004-18), Executive Education at Southern Methodist University (SMU) Cox School of Business. He lead executive education business unit within top tier business school: marketing, sales, development and delivery of innovative, application-oriented non-degree programs that impact leadership and business. Revitalized sales to achieve annual growth of up to 50%; maintained revenue and profitability through 2007-9 recession and persistent slow recovery. Increased custom sales from 20% to 70% of revenue, leveraging long-standing school expertise in the energy industry. Established learning partnerships and obtained corporate sponsorships needed to launch national center of excellence in Latino leadership. Fortune 1000 client portfolio in health care, energy, retail, insurance, consumer products, hospitality, defense, real estate, manufacturing, services, telecom, industry associations and the George W. Bush Institute. Frank is current member of the CMED Mentor Alliance

Jim RoachJim Roach is the Executive Director of the Tandy Center for Executive Leadership, Neeley School of Business, Texas Christian University. He is responsible for overall strategic direction to develop innovative executive development programs and services, and build educational partnerships and relationships with businesses and alumni.

Prior to joining the Neeley School, Jim led the human resources function for L-3 Link Simulation & Training. He helped design and implement L-3’s innovative Executive Leadership Development Program, which blends executive education, coaching, assessment, networking and other learning tools in a unique and impactful program. Jim spent more than 20 years at Verizon in a variety of human resources roles, including leading the organization effectiveness function focusing on senior team effectiveness, organization capabilities, and cultural and business transformation. He also developed custom leadership and functional development programs.

He has 15 years of experience in executive education as academic director for several leadership certificate programs at SMU, where he also taught open enrollment and custom programs for industries including health care, oil & gas, telecommunications, financial services and transportation.   He has been honored with several teaching excellence awards and has designed and delivered courses on a wide variety of subjects such as leading in today’s business environment, learning agility, creativity and leadership, retaining top talent, and building and managing the employment relationship.  Jim holds a BA and MS in economics from the University of Illinois.

Full-Day Workshop PC-3: Business Simulation – Effective Learning of The Hard and Soft Sides of Business

This session incorporates a dynamic business simulation that develops the practices of effective management – both hard skills (strategic planning, analysis and decision-making) and soft skills (communications, engagement, teamwork and effective action). Participants work in teams to develop strategies and engage in decision-making to align functional areas and achieve business outcomes. Participants also learn the practices that build the conditions (trust, integrity, collaboration) needed to generate efficient and effective action.

During simulation play we introduce short cases that shift the conditions impacting collaboration and competition among team members.   Players initially focus collaborative decision-making emphasizing organization/team performance and outcomes and conditions are then introduced to shift their focus to competitive decision-making focusing on individual performance and rewards.  Players complete several assessments of one another as well as of their team and the results are used to lead discussions about leading, following, collaborating, competing and decision-making in teams.

Participants learn how to build a culture of integrity and trust in an organization – one in which there is a shared purpose where the team works together to fulfill that purpose by declaring their commitments and honoring their word.

In this hands-on workshop you will:

  1. Learn how to efficiently and effectively incorporate simulation play into your executive education and mini-MBA programs.
  2. Learn a powerful hands-on approach for teaching business acumen concepts and practices, developing team integrity, trust and collaboration in a competitive business context.
  3. Demonstrate the positive relationship between integrity and performance.
  4. Learn to identify internal barriers to performance and understand a process for building a culture that drives performance.
  5. Learn how to expand the learning opportunities available through playing a competitive business simulation.

Workshop facilitator:

Roy HintonRoy Hinton currently is an Associate Dean and Director of Program Design at George Mason University, Executive and Professional Education. His responsibilities include developing and implementing strategies for program design, development, and delivery. Prior to joining the Executive and Professional Education team, Roy was the Associate Dean and Director of Executive Education within the School of Business. Before coming to George Mason he was the Managing Director of Exquiry, LLC, a leadership and performance development firm. While at Exquiry, he was responsible for business and program development, individual and team coaching and public speaking. Roy has contributed as adjunct professor to the EMBA programs at Villanova University and Loyola University (Chicago) teaching courses in Strategy and Organization. In addition, he has taught at The Kellogg School of Northwestern University, Lake Forest Graduate School of Management, University of Texas and Rollins College as well as founding and operating a management consulting firm specializing in business simulations and executive education.

In 1985 Roy founded Burgundy Group, Inc., a management consulting firm specializing in the design and development of business simulations and executive education. He designed and participated in the development of over fifty business simulations in a wide range of industries including manufacturing, insurance, banking, hospitality & tourism, healthcare, government and not-for-profit organizations. During his twelve-year tenure at Burgundy Group, he also taught courses in leadership, strategy development and implementation, change management, teamwork and coordinated action, communications, organizational climate, trust, and system dynamics.

Roy has worked with many organizations worldwide including Allen-Bradley, the American Red Cross, Allstate, Caterpillar, Citibank, Chrysler Corporation, General Motors, Marriott Hotels and Resorts, Motorola, Quaker Oats, Texas Instruments and Visteon. He has published articles in human resource and strategy journals and has written several books pertaining to business simulations.

Roy received his PhD in management from Northwestern University in 1981 and his MBA from Pepperdine University in 1976. He is also a graduate of the Newfield Network Coaching for Professional and Personal Mastery program which is accredited by the International Coach Federation.

Full-Day Certification CERT-2: Conflict Dynamics Profile (CDP) ®

During this full-day session, attendees will have the opportunity to become certified in the Conflict Dynamics Profile (CDP) ®.

The Conflict Dynamics Profile (CDP) focuses specifically on workplace conflict and addresses constructive and destructive behaviors that help resolve or escalate conflict. There are two versions of the CDP: the CDP-360 and the CDP-I. The CDP-360 provides feedback from an individual and his or her bosses, peers and direct reports. The CDP-I provides a self-report version of the instrument. Both versions of the CDP are accompanied by development guides that provide users with advice to strengthen their responses to conflict. Following this workshop and upon completing pre-work in advance of the workshop, attendees will be fully certified to use the CDP.

  • Gain a comprehensive understanding of the history, research and key principles of the CDP
  • Learn to interpret assessment feedback reports
  • Receive password-protected access to the Assessment Practitioner Websites, from which they can purchase, administer and manage CDP administrations in their own programs
  • Receive comprehensive Facilitator Guides which include information about the development, psychometrics, and application of the CDP with various populations
  • Discover how to leverage both assessment tools in the creation and enhancement of revenue-generating programs

Certification Cost: $250 per person for CMED Participants ($995 per person Corporate Rate)

Holly TompsonTerry Marschall has been active as a mediator of workplace conflict for more than three decades. In her capacity as a certified mediator and as a master trainer for the Mediation Training Institute, she has guided hundreds of people in resolving their differences in the workplace, creating collaborative and productive environments, and preserving the employer’s bottom line. Terry’s success in resolving conflict flows from a deep understanding of the complexity and dynamics of workplace relationships and their impact on the organization as a whole. Terry is certified as a Senior Human Resources Professional (SPHR) by the Human Resources Certification Institute (HRCI), and Senior Certified Professional (SHRM-SCP) by the Society for Human Resource Management (SHRM). Terry holds dual Bachelors’ Degrees in Business Administration and Fashion/ Textile Design, with post graduate studies in Human Resource Development.

Half-Day Workshop PC-4: Customer Experience, Operational Excellence and Strategic Partnerships

8:30 am-11:30 am

A model of how to use best practices and strategic partnerships to add value, streamline operations and grow your university’s programs.

Today’s executive and professional development programs operate in a challenging economic environment, often with limited resources (staff, budget) and aggressive revenue expectations.
By applying the same business best practices we teach and selectively leveraging strategic partners, your program can succeed and thrive. This presentation will provide insight into transforming your students’ experience, streamlining operations and how to select and partner with outside content experts throughout the professional development process.

Attendees can expect to come away with knowledge about:
• Transforming their student experience
• Identifying critical improvements to your operations
• How to select and partner with outside content experts
• Sustaining Operational Excellence

Paul King

Paul King
President
Orion Development Group

Connie King

Connie King
Director
Baldwin Wallace University Professional Development

Margaret Powers

Margaret Powers
Chief Operating Officer
Orion Development Group

Half-Day Certification CERT-3: Entrepreneurial Mindset Profile™

The Entrepreneurial Mindset Profile (EMP) is a cutting-edge assessment tool based on extensive research into the traits, motivations and skills of entrepreneurs. Available in individual and group formats, the EMP can help leaders, individual contributors and intact teams assess the degree to which they are utilizing an “entrepreneurial mindset.” Following this 1/2-day workshop and one follow-up phone call, attendees will be fully certified to use the EMP.

Highlights include:

– An interactive presentation on the EMP—its genesis, development and use
– An opportunity to interpret individual and composite EMP reports in small groups
– Participation in an experiential activity that you can also use with clients/students
– Lively discussions about EMP applications
– Networking with other practitioners

All participants receive a comprehensive EMP Practitioner Guide and special pricing discounts on instruments. After completing certification, you will have access to a password-protected and user-friendly Practitioner Website that will allow you to manage the scoring and administration of reports on your own.

Certification Cost: $250 per for CMED Participants ($995 per person Corporate Rate)

Holly TompsonTerry Marschall has been active as a mediator of workplace conflict for more than three decades. In her capacity as a certified mediator and as a master trainer for the Mediation Training Institute, she has guided hundreds of people in resolving their differences in the workplace, creating collaborative and productive environments, and preserving the employer’s bottom line. Terry’s success in resolving conflict flows from a deep understanding of the complexity and dynamics of workplace relationships and their impact on the organization as a whole. Terry is certified as a Senior Human Resources Professional (SPHR) by the Human Resources Certification Institute (HRCI), and Senior Certified Professional (SHRM-SCP) by the Society for Human Resource Management (SHRM). Terry holds dual Bachelors’ Degrees in Business Administration and Fashion/ Textile Design, with post graduate studies in Human Resource Development.

Testimonials

“The first day (pre-conference) I picked up several tips from other attendees that were so impactful that if I left that day the price of conference and time I committed getting there was already worth it! “

Faith Sheaffer-Polen, Kent State University

“This was a phenomenal learning opportunity. I actually made friends, not just networking acquaintances. The group of us who attended the pre-conference session is already in contact and sharing information back and forth. This is invaluable.”

Paige Pavlik Garrido, Florida Atlantic University

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