TechServe Alliance Virtual Event (SMS is presenting and exhibiting)

10:00 – 11:00 am

 Trade Show Open
Explore the latest innovations and engage directly with solutions providers via video chat and virtual booth capabilities

11:00 am – 12:15 pm

OPENING REMARKS
Mark Roberts, CEO, TechServe Alliance

KEYNOTE – What Lies Ahead: An Economic and Financial Market Perspective

Peter F. Ricchiuti

Clinical Professor of Business Administration 

Assistant Dean, A.B. Freeman School of Business 

Tulane University 

While financial markets have largely recovered from their low ebb earlier in the year, broad swaths of the economy are still reeling from the fallout triggered by the COVID-19 pandemic.  How are we to reconcile these two apparently conflicting trends? Will the recovery continue and is it a V, U, W or the dreaded L?  Delivered with his signature humor which has earned him numerous teaching awards, Professor Ricchiuti will share his insights to help make sense of the economic and market signals.  Learn what to expect during the remainder of the year and for 2021 and the implications for your business.

Sponsored by Bullhorn

12:15 – 12:30 pm

Stretch BREAK

12:30 – 1:15 pm

Conference Sessions

Success Stories: Landing New Clients in a “Work from Home” World

Moderator:  Chris Walters, Senior Vice President, LRS

Panel:  Brent Wiltz, Head of Marketing & Sales Enablement, Genuent

While opening new accounts is challenging during normal times, the hurdles to overcome in landing new clients in a “work from home” world are truly daunting.  No meetings at client offices.  No traditional business lunches.  No taking a prospect to a game.  Despite the long odds, some are succeeding in the “new normal.”  During this panel discussion, you will hear from several executives whose teams have figured out a way to land new clients in the most challenging of business environments.

Live Q&A with the Experts

Sales/Recruiting Training

Hiring Successful AEs & Recruiters for the New Era

Lance Cooper, President

Rodney Hightower, Vice President

Sales Management Solutions

Whatever the business environment, the need for effective sales and recruiting talent remains eternal.  Whether you are looking to be opportunistic and expand your team now or want to be prepared to ‘ramp up’ once the economic recovery fully takes hold, hiring the right people is critical.  During this session, Lance and Rodney will explore how to effectively screen prospective AEs and recruiters and hire the best enabling you to drive your firm’s growth and profitability.

Live remote Training with Chat and Q&A

1:45 – 2:45 pm

Conference Sessions

The New TechServe Alliance M&A Marketplace: A Better Way to Value, Buy & Sell Firms Under $15 Million in Revenue

Presenters:

John Larson, Founder & Principal Consultant, Keen Insight Associates

Mark Roberts, CEO, TechServe Alliance

For larger firms, the options to exit are straight-forward and plentiful.  Sign-up with one of the many traditional investment bankers for a retainer of $10,000 a month and pay a success fee starting at $250,000.  But what about smaller firms? If an investment banker will work with you at all, the fees are extraordinarily high relative to the sale price.  Often smaller firms are relegated to a “word of mouth” approach which limits the pool of potential buyers and makes confidentiality all but impossible.  Would-be buyers are similarly challenged given the difficulty in identifying potential sellers.  After a primer on how firms are typically valued, we will provide an overview of a wholly new approach which significantly expands the market for both buyers and sellers of IT & engineering staffing firms while dramatically lowering transaction costs.

Live Q&A with the Experts

Sales/Recruiting Training

Successfully Leading and Coaching AE’s & Recruiters in the New Era

Lance Cooper, President

Rodney Hightower, Vice President

Sales Management Solutions

The engine of growth for all IT & engineering staffing firms is prospecting for new clients.  While these outbound activities must go on in all business environments, prospecting for new business in the post-pandemic era can be particularly demoralizing.  These challenges are particularly acute for “hunters.”  Given the reality of the “new normal,” how can you keep AEs and recruiters on your team energized? Teach them become more adaptable?  Join Lance and Rodney to learn invaluable ‘takeaways’ you can immediately implement on how to successfully lead sales and recruiting teams during these unprecedented times.

Live remote Training with Chat and Q&A.

2:45 – 3:30 pm

Roundtable ZOOM Discussions – Join your peers for candid discussions on issues that matter to you and your firm.

Topics and facilitators will be shared in advance. Have a topic you want to discuss with your TechServe peers, please send to donohoe@techservealliance.org.

3:30 – 4:00 pm

Supplier Showcase

Innovative presentations by TechServe Showcase Sponsors

4:00 – 5:00 pm

Conference Sessions

The Taxman Giveth: Proven Strategies That Minimize IT & Engineering Staffing Firm Tax Liability

Jerry Grady, Partner, UHY Advisors

Loni Winkler, Principal, UHY Advisors

Alison Dunleavy, Senior Manager, UHY Advisors

As the old saying goes, it’s not what you make, but what you keep.  Are you taking all steps necessary to minimize your firm’s tax bill?  Join accountants with deep staffing industry experience who will outline the ways to reduce your tax liability.  Learn what planning is required to take full advantage of the tax code to lower your federal and state tax burden.

Live Q&A with the Experts

Sales/Recruiting Training

The Keys to Greatness in the New Normal in Sales, Recruiting and Prospecting: Developing Ambition, Strengthening Emotional Intelligence, and Focusing on Your Noble Aim. 

Lance Cooper, President

Rodney Hightower, Vice President

Sales Management Solutions

Among other challenges to business in the “New Normal,” salespeople and recruiters are under tremendous pressure to adapt and change very quickly. Clients and prospects are expecting better-than-ever communications and more meaningful leadership from you. Understanding your personal sales style will be more important than ever, because everyone is under stress and most will need you to help them figure out what they need. You will need to mentor more, listen more, and innovate more in order to truly help your clients.

Live Q&A with our Trainer

5:00 – 6:30 pm

TechServe Alliance Executive Women’s Happy Hour

Change Makers & Thought Leaders – A Live Discussion 

Leslie Vickrey, CEO, ClearEdge Marketing
Teresa Carroll, President, Oasis Outsourcing
Candace Whitaker, Chief Human Resources Officer and Counsel, Signature Consultants

If the past six months have taught us anything, it’s that we need to focus on our greater communities, our health and the continued fight for inclusivity. We believe these extraordinary times require: Resilience. 

For the 14th straight year, ClearEdge Marketing is proud to sponsor TechServe Alliance’s Executive Women’s event, featuring changemakers and thought leaders from across our industry. While we have always met over lunch, this year we’re going to wrap-up day two of the conference by coming together to celebrate over Happy Hour.

To kick-off our event, ClearEdge CEO Leslie Vickrey will shine the spotlight on staffing industry leaders Teresa Carroll, President, Oasis Outsourcing, and Candace Whitaker, Chief Human Resources Officer and Counsel, Signature Consultants. We’ll learn about their personal stories of resilience and triumph, and walk away with action-based ideas around doing the work now to create change and drive equality for generations to come.

Following the keynote interviews, we’ll have moderators help with small breakout group discussions, and like in years past, share one ah-ha moment from each group as we close out the session. We hope you can join us to connect, learn and grow during what is thought of as a signature event of the conference.