March Peer Group - Winning New Clients

Why winning new business is so difficult. Or is it? by Paul Lloyd

Paul says: “Over recent years I have spent a lot of time meeting and working with Managed Service Providers/VAR’s.  When we get into conversations about what is the greatest challenge within their business it comes back to the same one thing over and over – WINNING NEW CUSTOMERS.”

WINNING CUSTOMERS IS A PROCESS:  It is not an event, but a series of events which have to be followed in order – starting at the beginning:

  • WHO we should be selling to
  • WHERE we should be looking
  • WHAT should we be selling and our proposition.

During the course of the workshop, we will understand WHY this is the case and HOW we go about putting this together.

Why You Should Attend – At a Glance

The March event, the first in our 2017 series of Peer Groups includes a keynote from sales expert Paul Lloyd.

About Paul Lloyd

Paul is a Sales and Marketing Professional, with a 25-year history winning business within the ICT sector.  A member of the original management team that built SCC into the second largest VAR in the UK and personally responsible for the establishment of SCC in the South East, building a business of over a 100 staff and £80m Revenue from startup.

Over the last few years, Paul has worked as an Interim manager and advisor with a number of companies.  Building sales and marketing teams from scratch or improving the performance of existing teams.

Paul recently joined the Association of Public Speakers and has achieved acknowledgement of his peers being recognised on the CRN A-List 2016.

Detailed Agenda

Day 1 – Tuesday 21st March

3:30pm – 4:00 pm: Registration

4:00pm to 6:00pm: Peer Group Taster Session: Common Business Issues

7:00pm to 7:30pm: Networking in the bar

7:30pm on – Working Dinner: ‘ Intellectual Property in the IT / Software Industry: Threat of Opportunity?’ with Nick Fox-Male

Day 2: Wednesday 22nd March

08:30 am – 12:30 pm: Paul Lloyd – Winning New Business

12:30 pm – 1:30 pm: Lunch

1:30pm: End – back to the office

Attendance is FREE.

Intellectual Property in the IT/Software Industry: A Threat or Opportunity? by Nick Fox-Male

Threat or Opportunity? –  in most situations, both!

Common misconceptions:

  • “I can’t be bothered with IP”
  • “Expensive, and not important to me”

Nick will cover:

  • What it is
  • Treading on other’s toes
  • IP assets Review
  • Generating IP
  • Protecting your IP Portfolio

About Nick Fox-Male

Nick has been working in the patent profession for 40 years specialising in electronics, software and internet technology; he is qualified as a Chartered Patent Attorney and a European Patent Attorney, and has worked in private practice and industrial patent departments for BICC and Thorn EMI, also 10 years as the UK & West Europe Patent Manager for Honeywell.

He is now owner of Patent Outsourcing Limited with six patent attorneys covering all technology areas and all have industrial experience with a practical commercial attitude when advising clients.

Nick also has a business consultancy, Advancing Innovations Limited, advising inventors and entrepreneurs on the whole technology development process.